Insights
How hospitals buy, written for the people selling to them.
Plain field guides from the work: who sits on a hospital buying decision, what the first 90 days after clearance or launch should produce, and which numbers convince a board. New guides are added as they are written.
Field guide
From clearance to contract: the first 90 days.
What a well-run hospital launch has in place at week 1, week 3, day 45 and day 90, the warning signs at each, and the five numbers to show your board.
For CEOs who just cleared, launched or raised. 6 minute read.
Field guide
Every seat at the table: who actually buys in a hospital.
The people behind a hospital purchase, by specialty and role, what each one asks first, and how to map the buying committee at one health system in an hour.
For commercial leaders building a first target list. 5 minute read.