Article | March 6, 2020
As worries about coronavirus (also known as COVID-19) mount daily, healthcare and health care organizations work valiantly to deliver quality healthcare. Potential exposure of health care workers to COVID-19 risks further shortages of hospital staff and clinical service providers. This presents a security challenge in rapidly authorizing individuals to fill needed roles as they are temporarily vacated. Role-based access control (RBAC) has long been the standard many organizations adhere to when establishing security and limiting access to resources. In a rapidly changing environment RBAC alone falls short of meeting data privacy and security needs. Implementation of role-based access controls (RBAC) alone no longer aligns with the needs of modern healthcare or the incorporation of cloud software and ecosystems. RBAC indicates the use of static roles and groups to restrict access to sensitive data and critical systems with a set it and forget it mindset. In the past RBAC alone was sufficient, but cloud migration strategies and a fluid workforce require time-bound access to maintain proper governance. Healthcare organizations have a dynamic structure and must accommodate individuals working in varying shifts, multiple clinics, or research areas, which requires shifting permissions depending on their duties at a given time. RBAC alone simply cannot keep pace with modern healthcare security needs.
Article | February 26, 2021
Worried about how to improve your healthcare sales? Wondering where to begin? Of course, these questions demand genuine consideration. Healthcare professionals are some of the most valuable and vital members of the societiy. And you will have to take care of their unique needs if you want to sell your products to them.
Over the years, selling in most of the industries has changed; the healthcare industry is no exception. The healthcare industry has been booming over the last decade. The boom has increased the necessity of managing patient care and innovating medicines exponentially. To cater to such rising needs, newer technologies are being adopted by the industry.
Flatiron Health, a well-known healthcare technology and service provider, is using data analytics to tackle cancer. They believe that the technology industry is essential to solve healthcare issues. This New York-based start-up uses its cloud-based software platform and big data to connect to various cancer centers across the country. The key asset of the company is its ability to use data analytics to make meaningful recommendations. The annual revenue of Flatiron Health is US$100-500 million. Yes! you read it right.
So, all you need is to have a smart healthcare sales and marketing strategy. Having an effective strategy will help you conquer the healthcare industry and increase your profit margin. One of the easy ways to increase your healthcare IT sales is to have a firm understanding of the ohospital's organizational structure Apart from that, you can analyze the organization by asking the following questions:
• How does this particular healthcare organization compare with its competitors in this
• What is their current position in the industry?
• What makes them stand out from their competitors?
• What makes them unique?
Just like the tips mentioned above, this article is all about tips and strategies to increase your healthcare sales leads. These tips will undoubtedly help you skyrocket your healthcare technology sales by reaching out to a wider audience.
Attract Your Target Audience with Content Marketing
Healthcare is always been trending on search engines through relevant keywords. People search for a related term like healthcare and wellness tips, local medical professionals and medical facilities, and jobs in healthcare.
• One in every 20 searches is related to healthcare
• 70% of visitors of hospital websites come from organic web search
• 77% of all online health queries begin with a search
So, using content marketing to attract audience is the best way to increase healthcare sales. Offering healthcare and wellness information through different online channels will help you improve your credibility and visibility. This step will strengthen the relationship between staff, patients, prospective employees, and the community and increase credibility. According to CMI B2B Content Marketing Report, 2019, 62% of B2B marketers said that they were more successful with content marketing than ever before.
The healthcare technology industry is technical, and it can be highly challeging when you sell the product directly to high-level executives or physicians. So, you must invest time to create compelling content like blog posts, whitepapers, case studies, etc. It will increase your healthcare sales as this content will establish your expertise. So, all you need to do is generate informative and appealing content to position your company as an authentic thought leader, which will help you land more healthcare sales.
Understand your Customer Better and Build Trust
You cannot imagine a society without healthcare professionals. Obviously, you will have to go out of your way to have a deep understanding of their requirements if you want to sell technology to them.
Requirements of each of your clients in the healthcare industry can vary. Hence a ‘one size fits all’ approach will not help when it comes to offering the best experience to every customer. Thus, it would help if you adapted to customer needs for successful healthcare sales. Furthermore, it is essential to realize that healthcare customers are different from other business professionals.
Don’t beat around the bush when you get a chance to talk to them. Directly give them information on what they are looking for, staying respectful and professional. This will help you grab attention and generate interest.. Be flexible despite the odds and do whatever possible to solve their problems.
Prioritize trust-building at all times. In any sales process, trust is a decisive factor, especially in healthcare sales. The reason for this is that if you are selling medical equipment, technologies, or pharmaceuticals, your clients are risking the well-being of their patients in your hands. So, to pull up the healthcare sales game, work on building up a strong relationship and trust with your clients.
Know the Buyer’s Organizational Chart
Unlike working with a small clinic with a single decision-maker, you need to deal with a purchasing department or a buying group when you sell to a big hospital. To ensure that you do not miss anybody, you may have to map out your client’s purchasing hierarchy and identify everyone in the hospital involved in the process. In the healthcare industry, every single client has a very different purchasing style.
You can obtain this information from your known contacts and network within the organization. Knowing the organizational chart of your clients will help you expand your influence with in he organization and boost your healthcare sales.
Focus on Your Client’s Customers
Even for most effective sales organizations, it is remarkably challenging to sell to a client-driven and continually emerging industry like healthcare. However, if you make it through this competitive industry, you will have endless opportunities to add to your profits through successful healthcare sales.
When dealing with a service-based industry, the best strategy is to serve your clients’ customers. Essentially, if you find a practical way to improve their experience, your clients will be happy and you can establish a long-lasting relation with them.
Whenever you deal with a client from the healthcare industry, remember to focus on the actual patients. This strategic line of thought can surely bring you more healthcare sales and increase your annual profit.
Get Started with Social Media Marketing
This is fairly obvious that, in the modern world, social media has become a part of the everyday. There is no easier way to increase your client numbers than to promote your product or service on a platform that everyone uses.
Facebook is the best social media platform. Mainly because senior people use it as they are likely to require medical assistance. A Facebook page is the best place for you to start with your social media advertising. It is an informational source that can increase the targeted traffic coming to your website.
Due to the easy availability of information online, medical professionals do not depend upon salespeople. Instead, they do online research before making a purchase decision. Social media marketing can help you increase healthcare sales and be on the top at all times.
Rapidly evolving regulatory forces, market dynamics, and consumer demands are constantly adding to the healthcare industry's complexity. Driving meaningful patient action and true engagement through your innovative sales and marketing solutions will increase your healthcare sales. This will also make you stand out from the rest of the pack, ending in a long-term relationship with all your customers.
Ace your healthcare sales with these strategies and tips. Reach out to us if you are looking for any assistance. We at Media 7 provide all the B2B healthcare sales and marketing solutions. We focus on bringing in potential clients to your business platforms, converting them, and making them your happy customers forever. To know more about us, visit: https://media7.com
Frequently Asked Questions
What is a healthcare marketing strategy?
Healthcare marketing strategy is usually an inbound marketing process. We bring forth all the resources that could bear against various threats and opportunities in a highly competitive healthcare business through the process.
Why is healthcare marketing important?
For the sustainable growth of the healthcare industry, healthcare marketing is very important and an integral part. Marketing of healthcare technologies and other new facilities in line with treatment is very important for the transformation of the industry.
What is healthcare sales?
The process of persuading healthcare clients and making them buy your products is healthcare sales. In the process, you will sell drugs, medicines, equipment, and technologies to healthcare clients.
How can healthcare professionals drive sales?
Focusing on your client’s customer is an innovative strategy for sales in healthcare. A healthcare professional is likely to buy your product if you prove that your product can make their patients' lives easier.
Article | April 16, 2020
The healthcare industry is experiencing rapid shifts. Some of this is due to the current pandemic, but much of this evolution was happening even before the COVID-19 outbreak. Understanding and embracing the introduction of new technology into the market will be important for healthcare professionals and patients alike. Here are some of the trends worth keeping tabs on:
Article | September 9, 2020
© 2019 American Cranes & Transport Magazine.
Moving over-sized, over-dimensional loads during the day is no easy task. Adding darkness and poor visibility to your trip adds numerous hazards that must be thoroughly identified and mitigated.
When planning a specialized transportation project, there are three primary objectives:
Ensure the safety of the transport crew and the general public.
Protect the integrity of the cargo and transport equipment.
Protection of Infrastructure – roads, bridges, traffic control devices, utilities and the like.
For the most part, specialized carriers perform night transports to reduce the impact on day-time commuter traffic. Route challenges – construction, road closures, lane crossovers, bridges and other obstacles – are often better solved at night. Police and utility support are often more readily available at night.
Night transport hazards include employee fatigue, slowed reaction time and poor visibility for both the transport crew and motorists. Decreased visibility increases potential for trips, falls, runovers, back overs and equipment strikes.
It can’t be emphasized enough how critically important it is to ensure that all transport crew members have had adequate rest for these projects. Workers need complete rest before the transport takes place. A fatigued worker is a danger to himself as well as his fellow crew members. And while impaired drivers can be out on the streets during the day, there is often an increased number of these drivers on roadways at night.
Limited visibility is a given when it comes to night-time transports. Limited visibility increases the chance of going off route and striking objects, and the transport driver’s maneuverability and reaction time maybe be reduced. Road conditions can abruptly change during a night-time transport. Therefore, it is critically important to know the route and to have drivers run it in advance. Statistically speaking, accident frequency increases when the transporter goes off route and attempts to correct itself. While providing the necessary lighting to make night transport is important, artificial lighting can pose visibility hazards, especially to the drivers. Other hazards may include bright work lighting that produces glare.
OSHA has identified the “Focus Four” accident events that make up the most serious injuries and fatalities in the construction business. They are also known as the “Fatal Four.” Many carriers have had employees injured in the past as a result of one of these four incidents.
Caught-in-between hazards are injuries resulting from a person being squeezed, caught, crushed, pinched or compressed between two or more objects or between parts of an object. This is also referred to as “pinch points or entrapment.” As the transporter navigates its designated route the landscape is continuously changing. It is imperative that all ground crew members maintain situational awareness and not place themselves between the moving transporter and fixed objects such as guardrails, parked vehicles, buildings, etc.
Struck-by hazards are injuries produced by forcible contact or impact between the injured person and an object or piece of equipment. There are many potential struck-by hazards. Guide wires that must be raised can snap and strike workers on the ground. Tag lines should be used to control loads. The primary purpose of using tag lines is to control the load but more importantly give the worker a safe buffer distance away from suspended and the uncontrolled movement of these loads.
Fall hazards are anything that could cause an unintended loss of balance or bodily support and result in a fall. To prevent fall hazards all workers should have either fall prevention or a means of fall protection in place. As a rule, 100 percent tie off is required when using a fall arrest system (FAS). FAS’s should be thoroughly inspected before each use.
Electrocution hazards result when a person is exposed to a lethal amount of electrical energy. Maintaining minimum approach distances (MAD) is a critical safety practice. As everyone knows, equipment does not have to physically make contact with energized equipment or lines to cause serious injuries and even death. Electrical energy can “jump” from lines into equipment that has encroached the Minimum Approach Distance based on its voltage.
As noted above, it is critically important to ensure that crew members have had adequate rest and are not fatigued. Night transports are difficult enough, and the last thing you want to introduce are tired and fatigued workers. Being fatigued creates a risk for anyone who undertakes an activity that requires concentration and a quick response.
All companies should have an “Hours Worked Policy” that clearly spells out the number of hours allowed to work before a mandatory rest period. This policy should ensure that the transport crew has had adequate rest during day, that a fatigue assessment is conducted on all team members, that crews are never allowed to work double shifts and that employees are prohibited from driving long distances to return home.
Dealing with darkness
Visibility and slowed reaction times should be a part of the project planning. A limited amount of ambient light that only projects upward and outward impedes vision and increases blind spots for drivers. Lights cast shadows, increasing the potential for slips, trips and falls.
All transport moves should establish pre-planned Emergency Action Plans. When an emergency occurs, time is of the essence and can mean the difference between life and death. If it is a long-distance move the emergency numbers and first responder information can change. Crews should know when it’s time to seek emergency “safe harbor.”
When approaching overhead obstructions such as guide wires, electrical lines, communication lines and overpasses, travel speed is of utmost importance. Again, pre-route surveys provide advance knowledge of obstructions. At night, visual identification of roadway obstructions is reduced and delayed and last second reactions to oncoming hazards can lead to accidents. Support personnel in bucket trucks also have the challenge of reduced visibility.
In darkness, overhead hazards often require more utility support for height clearances, which means the need for raising energized lines, lifting traffic control devices, trimming tree limbs, releasing tension on guide wires, removing highway signs, repositioning street lights and raising railroad crossing arms.
Traffic control can also create hazards. The general public may ignore pilot car lights at night, so it’s often advisable to also use police escorts. All support vehicles and trucks should be properly marked and equipped with strobe lights.
The configuration of the transport system can also be a hazard. Navigating sharp turns or crossovers is greatly reduced based on the length of transporter. Snake-like maneuvers of trailers pose an increased risk.
It’s important to never allow personnel to take shortcuts by walking through or under transporter while it’s in motion. Stop or have the worker go around.
The transport crew must always maintain “situational awareness” to prevent being in line of fire or entrapped between moving and fixed objects.
All the equipment used in the transport must be deemed safe. You should have procedures to conduct thorough assessment of all new equipment.
Ensure machine guard devices are in place especially around moving components.
Provide secured areas using catwalks/railing system.
All steps should be designed with slip resistant material.
Ensure that all deck openings are properly protected and covered.
Components that hydraulically extend and retract should be clearly posted with DANGER signs.
Roadway conditions are always a bigger concern at night. Assess weather conditions prior to start of the project and don’t take chances. A “Go – No Go” criteria should be developed for each project. Once the decision is made to transport the load there is no turning back. Changing weather can cause the transporter to lose traction. Underpasses that are shaded during the day will likely freeze up more quickly. If the temperatures drop significantly during the move, equipment performance may be affected – especially those with hydraulics.
Because the reaction time of the transport crew is reduced, speeds are often reduced, causing potential for curfew violations. Boarding and deboarding the transporter increases risk for slips and falls. Other potential road condition hazards include grade of road, width of road, shoulder surfaces, railroad crossing clearances and bottoming out, overpasses, tight and narrow turning lanes, parked vehicles and frequent grade changes.
Crew prep is essential and should be a part of the job plan and job training. The team should be briefed each day to identify the responsibilities of all crew members. The crew should know it is empowered; everyone has the authority to stop the transport if something looks unsafe or when someone is unsure. In the event of a complication, crews should be informed of how to regroup and formulata mitigation plan. There should be an established means of communication that is limited only to transport issues. Most importantly, crew should embrace these words: When in doubt, call time out!
A Task Hazard Analysis (THA) should address all scope of work activities, identify hazards and have a mitigation plan for each, clear channels of communication, the traffic control plan and an “Emergency Preparedness Plan.” And finally: Know the route; ride the route and expect the unexpected.
Edwards Moving performs a night move using it’s Goldhofer Faktor-5 transport system.
Keys to a successful night transport
Early planning and attention to detail. Anticipate roadway hazards such as guardrails, poles & hydrants that pose obstruction with travel path or turning radius.
Preparing a detailed traffic control plan.
Thorough due diligence throughout scope of work.
Established contingency plan for equipment.