“Structuring A Strategic Partnership With Your Key Vendor” A Complimentary Webinar From healthsystemCIO.com Sponsored by Health Catalyst Your Line Will Be Silent Until Our Event Begins Thank You! Slide Deck: http://goo.gl/GfZEBW Webex Support 1-866-223-3239 Event #668 027 305
Housekeeping • Moderator – Anthony Guerra, editor-in-chief, healthsystemCIO.com • Ask A Question • We will be holding a Q&A session after the formal presentations. • You may submit your questions at any time by clicking on the QA panel located in the lower right corner of your screen, type in your questions in the text field and hit send. Please keep the send to default as “All Panelists.” • Download the Deck • Go to: http://healthsystemcio.com/presentation/partnering-webinar.pdf • Shortened link below appears on all slides. • View the Archive • You will receive an email when our archive recording is ready. • Separate registration is required. Slide Deck: http://goo.gl/GfZEBW Webex Support 1-866-223-3239 Event #668 027 305
Agenda — 45 Minutes • 20 minutes: Marc Probst, VP/CIO, Intermountain Healthcare • 5 minutes: A Word From Our Sponsor: Dale Sanders, SVP, Health Catalyst • 20 minutes: Q&A w/Marc Probst Slide Deck: http://goo.gl/GfZEBW Webex Support 1-866-223-3239 Event #668 027 305
Structuring A Strategic Partnership With Your Key Vendor Slide Deck: http://goo.gl/GfZEBW Webex Support 1-866-223-3239 Event #668 027 305
A marriage made in heaven …and a prenuptial made on earth, by lawyers, hopefully very detailed…covering all foreseeable circumstances, with penalties, out clauses, IP protection, force majeure and “until death, or a more interesting partner comes along, do you part” Slide Deck: http://goo.gl/GfZEBW Webex Support 1-866-223-3239 Event #668 027 305
Partners – really? part·ner 1 archaic : one that shares : partaker 2 a : one associated with another especially in an action : associate, colleague b : either of two persons who dance together c : one of two or more persons who play together in a game against an opposing side d : a person with whom one shares an intimate relationship : one member of a couple 3 a member of a partnership especially in a business; also : such membership 4 one of the heavy timbers that strengthen a ship's deck to support a mast — usually used in plural Slide Deck: http://goo.gl/GfZEBW Webex Support 1-866-223-3239 Event #668 027 305
Partners – yes really • Each Partner must have “flesh in the game”. • Need to focus on what “success” means to each partner. • No replacement for trust – and it is very hard to re-build ( but, can be done, it is about money after all ). • Personal Trust • Organizational Trust – “XYZ just bought our membership system” • Work out your differences in the contract as opposed to on the playing field – makes overcoming execution challenges much easier . • These are business decisions – not personal decisions. Slide Deck: http://goo.gl/GfZEBW Webex Support 1-866-223-3239 Event #668 027 305
Partners – yes really • Picking a partner: • Top down selection is seldom sustainable • Those accountable must be part of the decision process – period • Seems many sales people want to sell around your operations • Shared vision is a start, shared commitment is great, shared values are tremendous • Nickel and diming is like nagging – build it out of the partnership • Sometimes a third party can really help to add perspective and re-align areas where the partnership has gotten askew Slide Deck: http://goo.gl/GfZEBW Webex Support 1-866-223-3239 Event #668 027 305
…even if you do everything right… So you think you’d like to build a new EMR with us Slide Deck: http://goo.gl/GfZEBW Webex Support 1-866-223-3239 Event #668 027 305
….50% of all marriages in America end in divorce… • Remember, these are business decisions, not personal • From day one – it’s an open marriage with both parties having multiple partners • Don’t argue in front of the kids Slide Deck: http://goo.gl/GfZEBW Webex Support 1-866-223-3239 Event #668 027 305
…and they lived happily ever after • Major imaging vendor • Large Medical Records system partner • Huge technology vendor • Small local electrical contractor • Service provider for “strategy” assistance • The newest girl to the dance is the prettiest Slide Deck: http://goo.gl/GfZEBW Webex Support 1-866-223-3239 Event #668 027 305
Should I Sign On The Dotted Line? • Yes, if … • No, if … • it meets your needs • you’re not prepared for the partnership to change and not be • meets your value expectations everything you thought it would • you trust your partner be • you’ve developed a very complete • you haven’t done a complete contract (don’t short cut here) contract • you are prepared to meet your • you feel like you can “win” or commitments (financial/other) exploit the partner • your organization is onboard (up • the decision is based on a and down) relationship Slide Deck: http://goo.gl/GfZEBW Webex Support 1-866-223-3239 Event #668 027 305
Work It Out Or Get Divorced? • Work it out if … • Get divorced if … • Trust remains • There is no hope to regain trust • You’ve done a detailed diagnostic • The bickering continues review of the project and both • You’re alone out on the branch parties agree on the mistakes and • Your eye (or your organization’s how to move forward eye) has fallen in love with • Both parties will own up another (responsibility and financially) to their role in where the project is and where it is going • Your organization supports the project Slide Deck: http://goo.gl/GfZEBW Webex Support 1-866-223-3239 Event #668 027 305
Structuring A Strategic Partnership With Your Key Vendor Dale Sanders, SVP, Health Catalyst Slide Deck: http://goo.gl/GfZEBW Webex Support 1-866-223-3239 Event #668 027 305
Great Healthcare IT Vendors The Top 10 Essential Behaviors Slide Deck: http://goo.gl/GfZEBW Webex Support 1-866-223-3239 Event #668 027 305
The Top 10 Essential Behaviors 1. Help Me Compete: Help me build my “Annual Report for Information Technology” as if my IT organization were a separate, standalone business that could be outsourced. 2. Help Me Hire: The market for healthcare IT employees has never been more competitive. If you know I’m having a hard time recruiting for a critical position that is important to the success of your product in my organization, help me find a great match. 3. Help Me Measure: The Age of Analytics in healthcare is just beginning. Our industry is way behind in the proper use of data to drive costs down and quality up. Help me address my short term analytic needs, but do so within the scope of a longer term strategy. 4. Help Me Save: Simplify your licensing, billing and contract administration. Make it as easy as possible for me to manage my expenses with you, and especially make it easy to predict and budget for increases in prices due to inflation, increased number of users, transactions, etc. When you give me a new contract to sign, put a face sheet on it that summarizes the key issues and terms – don’t make me read 15 pages of legal jargon. Likewise, if you know of a creative way for me to reduce licensing fees, try to be motivated by our long term relationship instead of your immediate potential loss of commission. You will win more of my business, easily. Slide Deck: http://goo.gl/GfZEBW Webex Support 1-866-223-3239 Event #668 027 305
The Top 10 Essential Behaviors 5. Help Me Listen: Be proactive in extracting the ROI and value from your products. Help me look good and thus make your product look good, too. If you know that I’m under -utilizing your products or have them configured improperly in some way, pester me until I fix it. I’m busy and juggle lots of priorities. Be the squeaky wheel until I listen. 6. Help Me Expand: Annual conferences and blogs are not enough for me to keep up with everything going on in healthcare right now. Help me build close relationships with a limited number (3-4) of peers or mentors who have a similar organization, product mix, and profile so we can learn from one another. Force us to meet and hold a conference call every once in awhile. Facilitate the meetings. Help us reuse strategies, policies, and technology as much as possible. 7. Help Me Plan & Innovate: Help me build my strategic roadmap by overlaying the needs and culture of my organization with your products and the future outlook of the industry. Look ahead for me and pester me until I build that roadmap with you. I am particularly concerned about the growing sophistication of cyber attacks. And I’m also concerned that I’m not leveraging mobile computing as well as I could. Push me on these two issues, please. Slide Deck: http://goo.gl/GfZEBW Webex Support 1-866-223-3239 Event #668 027 305
Recommend
More recommend
