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020			_a9780367183295
082			_a338.473621 _bPEA
100			_aPearson, Glenn E. _913136
245			_aThriving in the healthcare market: _bstrategies from an industry-insider for selling your product
260			_bCRC Press _aBoco Raton _c2020
300			_axxx, 308 p.
365			_aGBP _b39.99
504			_aAcknowledgements. About the Author. Introduction. Chapter 1 - The Jacked-Up World of Healthcare Financing. Chapter 2 - Six Things that Don’t Make Sense. Chapter 3 - Three Ideas to Make Things Better. Chapter 4 - The Six Fronts of the Healthtech Revolution. Chapter 5 - Timing Pitfalls. Chapter 6 - Credibility Pitfalls. Chapter 7 - Product Design Pitfalls. Chapter 8 - Market Misreading Pitfalls. Chapter 9 - Data Pitfalls. Chapter 10 - Technology Pitfalls. Chapter 11 - Communications Pitfalls. Chapter 12 - Return on Investment Pitfalls. Chapter 13 - Other Financial Pitfalls. Chapter 14 - Legal and Regulatory Pitfalls. Chapter 15 - External Political Pitfalls. Chapter 16 - Internal Political Pitfalls. Chapter 17 - Organizational/Operational Pitfalls. Chapter 18 - Final Thoughts.
520			_aAt 18% of GDP, healthcare represents a hugely attractive market for suppliers and vendors. Any sector this enormous requires support from dozens of entities: legal services organizations, design and construction companies, pharmaceutical suppliers, utilities companies, information technology vendors, food services suppliers, consulting firms, medical equipment manufacturers, and many others. Although many of the standard business dynamics apply to healthcare, numerous quirks make this field unlike any other. Every company offering products to hospitals, physicians or any other healthcare organization will greatly benefit from understanding the industry’s "psychological climate." 　 Just having a great product or service does not guarantee market success. The seller must know how to position its products and demonstrate genuine value. Industry outsiders selling to healthcare often get sidelined if they don’t know the sector’s unique communication protocols, clinical requirements, financial dynamics, and operating procedures. Even seasoned veterans sometimes stumble over an unexpected speedbump. 　 This book identifies 84 pitfalls vendors often encounter and provides nearly 200 specific, immediate, and actionable recommendations for minimizing them or even avoiding them altogether. Although this advice will help anyone selling to healthcare organizations, it is especially relevant for companies introducing emerging, disruptive, and transformational technologies.
650			_aMedical care _913137
650			_aMedical economics _913138
650			_aHealth insurance _913139
650			_aHealth facilities--Business management _913140
942			_cBK _2ddc
999			_c5409 _d5409