🧬B2B Sales Mistakes, Entry Wedges, AI Hiring, Process Optimisation, Pre-Screening, Collaboration, Purpose Crisis, Gamification, Persistence, Technological Revolution
Welcome back to Health Innovators!
Business growth strategies, practical AI utilisation, operational excellence and useful case studies for entrepreneurs, executives and health operators. Beyond the news, we help maximise your success and impact.
In today’s post;
Articles on effective market wedges, AI hiring and common B2B sales mistakes
AI prompts for business process optimisation, patient/client pre-screening, meeting prioritisation and applying the ‘get things done’ system
Collection updates on mission-business alignment, good & bad collaboration and a meta-review of health gamification
A piece on the importance of being persistent
Discover why Hinge Health is so damn good!
An infographic on our industry’s technological failures
Questioning where you can find exceptional talent that contributes to innovation
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💡 What We Published This Week 💡
Effective Market Wedges - Strategically Move To Market Impact
Whether you’re creating a new product or altering your existing product for a new market, getting the right wedge strategy is important. Like a needle entering the vein, you’re looking for the perfect entry point to maximise your effectiveness. This article details some important approaches to ensuring your market wedge leads to effectvie growth.
AI Hiring - Candidate Analysis Workflow
AI is a significant disruptor to the hiring process. So much of the process can be automated and optimised saving time and finding the perfect candidate. It won’t replace the interviews and connections you make but it will help you decide with conviction.
B2B Sales Mistakes And How To Avoid Them
In the changing healthcare landscape you need to be very clear on how you’re going to sell your solution and grow your business. Don’t make these common mistakes and you’ll be able to think more ambitiously about creating a highly effective sales system that defeats your competition.
🧠 Practical AI 🧠
Business Process Optimisation
Prompt - Develop a detailed workflow optimisation strategy for [your chosen business process] in your company. Identify current bottlenecks, such as inefficiencies or repetitive tasks. Suggest improvements, including potential automation opportunities, training needs, and tool recommendations. Provide metrics to measure the success of these improvements.
Patient/Client Pre-Screening
Prompt - Using the attached document of our existing process for screening new patients/clients identify areas of weakness and opportunities to improve. Take into account all possible patient/client circumstances and touchpoints as well as areas to optimise our own process to improve productivity and streamline processes
Meeting Prioritisation
Prompt - Create a detailed template for effective meeting agendas, including time allocation, discussion points, and action item tracking. Design the template for different types of meetings you typically have in your role. Include guidelines for pre-meeting preparation and post-meeting follow-ups
Applying The ‘Getting Things Done’ System
Prompt - Outline a strategy for implementing a 'Getting Things Done' (GTD) system for [your role or profession]. Include detailed setup steps for capturing, clarifying, organising, reflecting, and engaging with tasks. Suggest tools for each step, provide templates for key lists, and outline daily and weekly review routines.
📚 Collection Updates 📚
What’s A Collection(C)? - a curated set of content around a particular subject or topic. Content we think you’ll love, constantly updated.
C - What Does It Mean To Build A Mission-Led Business?
📰 Health Care Has a Purpose and Productivity Crisis - the downward spiral of healthcare workers feeling disenfranchised and burnout creates worse productivity and further loss of purpose. This is core to what must be fixed in the industry.
C - Optimising Internal Communications
📰 - Good Collaboration, Bad Collaboration - understand more about where collaboration fails and where to improve collaboration within your organisation
C - Health Gamification - A New Era Of Health Delivery Design
📰 Serious Games and Gamification in Healthcare: A Meta-Review - impressive deep dive into gamification in healthcare. Provides sound data on where successes have been found and where gamification fails to make a difference
😃 Personal Growth 😃
On Persistence
Following your convictions is often difficult when success isn’t always forthcoming. Persistence is the balancing act of knowing when to continue pushing forward while understanding when to take a step back or move on. The latter is always in your head and is often the louder voice. Following your convictions takes patience and determination. Only then will your persistence pay off. Here are 4 ways to remain persistent.
Pivot: Don’t keep knocking on doors that won’t open. Find a different way in. Taking a new approach is what persistence is all about. If something isn’t working don’t let it be the reason you fail entirely.
Track Your Progress: Keep a journal or use an app to record your achievements and setbacks. Seeing how far you’ve come, even in small increments, reinforces your dedication and provides motivation to push through tough times.
Have North Star: A sense of purpose that you’re going to achieve something no matter what creates the mental fortitude required to persist even when things aren’t going right.
Cultivate a ‘Failure is Feedback’ Mentality: Rather than seeing setbacks as failures, view them as valuable feedback. Each obstacle is an opportunity to adapt and refine your approach. This mindset turns challenges into stepping stones, helping you persist with a sense of purpose.
🏥 Company Spotlight 🏥 → Hinge Health
Who Are Hinge Health?
You’ve likely heard of Hinge Health whether from that streams of positive press or the hefty $6.2b valuation. They are a leading digital healthcare company that specializes in musculoskeletal (MSK) care. A champion of the success of digital-first healthcare making a real difference.
Why Are They In The Spotlight?
Hinge has got a clear playbook for success in the rocky digital health landscape. Between their user-friendly app, high-quality wearables, in-house clinical team and state-of-the-art pain relief technology they provide a holistic treatment to the increasing number of MSK problems and long-term chronic pain experienced by 1.71b people worldwide.
What Are They Getting Right?
Really simply, it works. While this shouldn’t be such a shock in healthtech their success data leads the industry. 76% of their customers report a reduction in pain. This is largely down to their holistic approach. Health companies often fail to be effective because of factors outside of their control. Hinge works with patients to even help manage their mental health. This contributes to effective treatment adherence when their solution is majority digital.
What Can You Learn From Them?
They have a powerful market position that makes them the leading Digital MSK Clinic, used by four in five employers and 90% of health plans with a digital MSK solution. This is alongside a D2C offering that totals 22m customers. This dual market approach has made them the go-to solution for MSK pain. Digital health companies would be smart to structure this dual strategy approach.
Additionally, their proprietary technology developed with peer-reviewed research highlights the ethical levels that have been questioned in the healthtech arena in the past decade. The expense of this has to be highlighted but a revised version can be adopted by other healthtech companies to bring proprietary solutions that can be trusted by patients.
🖼️ Infographic Of The Week 🖼️
The McKinsey Global Institute report on "Digital Disruption in Healthcare" reveals the damning lack of technological implementation across the industry. Healthcare ranks 12th out of 13 major industries in terms of digital disruption, with a score of only 2.4/10.
We know this. I often call it the healthcare fax machine crisis. Any industry using a fax machine is now willingly stifling technological innovation and implementation. The fax machine is a symbol of the problem the figure above lays bare.
The frustration is that in pockets of the industry, some of the world’s most innovative technology is being deployed.
I often look at governments to do more to stimulate greater efficiency in the healthcare sector which is so desperately needed but that feels like an easy answer so I’ll turn it over to you for a bonus question of the week - what is the most significant factor that will drive a technological revolution in the industry?
❔ Question Of The Week ❔
What is your strategy for attracting and retaining top talent that will drive your company's innovation and business development forward?
What’s My Answer You (Didn’t) Ask?
My company is unlikely to be the same size as yours but I believe my answer is broadly applicable. That is to go after the right graduates. This doesn’t mean the top degrees for your industry or niche, it means the kinds of graduates that are going to offer a particular drive for success and innovation. Graduates that are risk takers and don’t just follow orders.
These are hard to find as in healthcare you can’t sacrifice safety and experience counts for more. Look for graduates who are ambitious and are already thinking beyond the kinds of jobs they are likely to receive having just finished their degree. Look for those who are working on small teams with more freedom while doing a job on the side. It shows they are happy to commit as much time as possible in pursuit of the best opportunity.
Healthcare is full of people thinking inside the tightly regulated box. Don’t be afraid to look to other industries to bring in graduates.
Your Answer?
Think out loud in the comments section below. I’d love to hear your perspective.
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Tom Skyrme
(@tomskyrme on Twitter/X and LinkedIn)