Have you ever wondered why some businesses seem to effortlessly attract customers, while others struggle to get even a glance? Well, the secret isn’t really…

For me, being an American goes beyond being a citizen of the United States of America or having permanent residency in the country. Being an…

Everyone talks about patient no-shows. Some practices take for charge and control, some, not so much. I’m dividing the nemesis of no-shows into parts. One,…

There are hundreds of EHR systems in the market today. Many of these have been around for about 10 years or more. Thousands of medical…

Modify the EHR to fit your current workflow or adjust workflow according to the EHR system. What should you do? Wrong question. It is like…

How many times have we seen this sign in a public restroom?

This week is a continuation of the high-level financial analysis of your practice. Part of this analysis involves looking into your collections and related gross…

This week is a continuation of the high-level financial analysis of your practice. Part of this analysis involves looking into your collections and related gross…

This week is a continuation of the high-level financial analysis of your practice. Part of this analysis involves looking into your collections and related gross…

This week is a continuation of the high-level financial analysis of your practice. Part of this analysis involves looking into your collections and related gross…

Front Desk Collections As you know, I have been focusing on a high-level financial analysis of your practice. Part of this analysis involves looking into…

Unpaid insurance receivables (A/R): What causes them, how to address them and what following up can do As you know, I have been focusing on…

As you know, I have been focusing on a high-level financial analysis of your practice. Part of this analysis involves looking into your collections and…

In the next few blogs, I will be focusing on a high-level financial analysis of your practice. Part of this analysis involves looking into your…

  With all the news circling around healthcare these days we are likely to be depressed or frightened. No matter what your party and political…

Ted talks have become a phenomenon.I’m sure you all have heard at least one good Ted talk. One of my favorite authors and thinkers in…

Patti Van Zuuk is VP or Revenue Cycle Management. She manages over 68 practices and has a team of 107 at the time of this…

Ravi Kalidindi is the CEO of Simple Interact Inc. that provides Front Office Automation solution that helps healthcare providers improve profitability and efficiency by enabling…

Here are some common places where you learn how to say NO. There are times in life and dealing with your staff when you just…

Dr. Gail R. Wilensky, Ph.D has just wrote a thought provoking perspective in the New England Journal of Medicine. (“Will MACRA Improve Physician Reimbursement?” April…

Seth Godin wrote very well about Hope and Reality in our lives. “Sometimes, we don’t sell what we’ve got, we sell what could be.” He…

Every new year I end up making resolutions. I resolve, just like many of you to exercise, to eat better, to live a healthy life,…

So Mr. Boehner, the leading Republican says ‘They’re basically going to fix the flaws and put a more conservative box around it,’ Repeal and replace…

Every company knows that the best way to get new clients and leads is through referrals. They go through a very elaborate marketing exercise of…

Patient is not always right – even when they think they have the internet and trusty Google on their side. Patient has strong ideas and…

Computers – Mainframes, Desktops, Laptops, Tablets. What is the Next Big thing? Motorola Cellular phone bricks, flip phones, Nokia, Blackberry, iPhone. What is the next Big…

Marketing effectiveness is traditionally measured among other things, by tracking: Twitter followers Search engine positioning for various search terms Hits, clicks, page views on website…

According to a press release from Senator Whitehouse and Cassidy: “U.S. Senators Sheldon Whitehouse (D-RI) and Bill Cassidy (R-LA) today introduced bipartisan legislation to strengthen…

So much as been written about EHR Alert Fatigue. Here is how HealthcareITnews defines it: “Alert fatigue arises when so many different systems – from…

I was privy to an interesting conversation between heads of Sales and Marketing at a Health IT company. Both had several years of experience and…

For most Ambulatory EMR / EHR Vendors that sell to small clinics (less than 10 providers), marketing is geared as if it is a B2B…

We’ve been told Branding and Awareness creation is expensive. Advertising is expensive. Digital Marketing (email, SEO etc.) is not. We look for quick fixes, and…

Times have changed. Private clinics are under financial pressure with decreasing reimbursements and increasing costs and overheads. Yet, there is a way to float above the rest and not only survive but do well. There is a new paradigm.

I read a very interesting article on HBR (Harvard Business Review) – “How to Reinvent Yourself After 50“. An article by Dorie Clark, the author…

How often do you hear about EHR Companies generating plenty of leads, but closing very few of them? If you are able to generate a lot of leads, that’s a good start though. But it is sadly true that many EHR companies close at a very low ratio.

Whose fault is it – Marketing or Sales? Usually, it is both.

• Marketing department does not qualify leads adequately before giving them to sales.
• Sales people become desperate because their sales are down and pipeline does not look healthy.

What is the solution

EHR Companies hire me to help increase leads, Period. 

Isn’t that the goal of marketing? 

Leads can be increased in so many different ways. The fundamental aspect of this is to create awareness of your company, brand and product. The challenge of course is to do this with a limited budget, limited resources and existing product.

On surface, they seem to be the same, but there are some fundamental differences from a business, departmental, architectural and pricing perspective.

Support is not a cost center, it’s a profit center. Treating customers with urgency and clarity and respect (maintaining the chain) is more urgent than ever. But companies are busy measuring time on the phone or cost per hour of support people instead of even trying to measure customer churn.

I’ve been asked so many times – We are an EHR company, what should our Social Media strategy be?

My answer is very simple – for an Ambulatory EHR vendor, the impact o your earnings is really nothing. Any amount of activity on Facebook or Twitter does not yield any new revenue.

A very interesting article published on Venturebeat. A report was published by Datanyze on their website – here. Nothing wrong with the analysis or the…

A very thought provoking blog today from Seth Godin – Search vs. Discovery.  “Discovery, on the other hand, is what happens when the universe (or…

Companies who nurture leads generate a better ROI. In fact, research shows that 20% more opportunities are created by companies that nurture their leads, vs.…

Buying Process and Buyer’s expectations A typical buyer goes through three sages. Awareness Consideration Decision Each of these main stages has three further steps View…

American spirit and Innovation never ceases to amaze me. I just receive a call from an entrepreneur. The claim – ‘a better EMR that can…

People think I’m crazy when I ask them to tell me the type of leads they don’t want first. It is not enough to talk…

A thought provoking article by Lucien Engelen – Director Radboud Reshape Center at Radboud University Medical Center. Read Here. A Moonshot – Reaching the Stars, an…

Is Healthcare IT Lagging? That’s a rhetorical question. If you disagree, consider this: Doctor’s office has no automated way of knowing what is the patient’s…

Lowering your Price – or even making it free – is not the only way to increase market share or revenue.  Offering Free trial of…

So many of my clients ask me about content. They know the importance of good content. But there are two problems.  They don’t have in-house…

There are many names for viral marketing. Buzz marketing or WOM – word-of-mouth marketing are other names. Its common metric is ‘pass-along’ rate.  Viral marketing…

A very important element of moving sales qualified leads down the funnel is ‘engagement’. Marketing must design, create and build professional landing pages, sophisticated email…

Before we talk about conversion rates, it is important to understand the definition of a Lead. When Marketing and Sales work together to create a…

I don’t need to tell you how fierce EMR/EHR competition is. You’ve all felt the pressure. Most vendors I speak with have come to the…

There are so many ways to write content but following are common things to keep in mind that will have a higher likelihood of helping…

This goes back to the days in 70’s up to early 90’s. Doctors could make good money without having to bother about things that you…

We have all read by now about the impending WhatsApp acquisition for $16 or $19 Billion, whatever the final number. We clearly know what Facebook…

I don’t think there is a study out there that shows the average Job life expectancy of a Marketing Director. A quick informal LinkedIn scan…

Social Media implies ‘media’. Media means – ‘Push’. Traditionally, media is a way to push your message out through various channels, be it television, newspapers,…

You have read about, attended some talks and to a large extent agree with creating Customer Evangelists. I have looked at most EHR Software companies.…

Read this blog from Seth Godin. A very innocent sounding title. All you need to do is to run a report from your CRM. Who…

Christmas is time to avoid business talk but sometimes you just can’t avoid it when you meet someone that is as passionate as you are…

EMR and EHR Software Lead Generation has become a hot topic among EMR software marketing companies. The reason is simple – the market is limited…

Revenues for B2B marketing automation systems will grow 50% to reach $750 million in 2013, according to Raab Associates’ recently released B2B Marketing Automation Vendor…

It has been a while since I’ve seen a blog post that was so short yet, so powerful that it made me think and I…

I was at a Michelin Star Restaurant in Manhattan yesterday with my family. We wanted to go to this place since one year, something or…

Have you gone to the ONC HIT Website lately – to check how many systems are certified (Both 2011 and 2014) for Ambulatory Practices? I just…

Consultants and experts will tell you one of the ways to compete with Free is to make and offer something better; a better product, better…

The number one question people ask me is, how can you help us generate more leads? While all companies must explore ways to generate more…

If your Demo to Sales ratio is less than 14%, you need to read on. Have you wondered why some of your salespeople close better…

Companies can avoid Commoditization of EMR/EHR software and services by creating value through memorable experiences. This shift cannot happen overnight. Before it filters to sales,…

Loyal Customers are frequently called ‘Evangelists’ of your business. Not too different from being indoctrinated promoters of your business. This is the most effective method…

*A little boy went to a telephone booth which was at the cash counter of a store and dialed a number.The store-owner observed and listened…

Love this post from Seth Godin. http://sethgodin.typepad.com/seths_blog/2013/08/your-first-mistake-is-assuming-that-people-are-rational.html Your first mistake might be assuming that people are rational Your second mistake could be assuming that people…

There’s a new book by Author Jackie Huba – Monster Loyalty: How Lady Gaga Turns Followers into Fanatics. There’s lot to learn about EMR Marketing…

I have frequently talked about differentiators in the cluttered EMR / EHR Space. I have advocated that your unique differentiators are right under your nose,…

Traditionally, increasing EMR / EHR software sales is equated to increasing total number of leads. The most common question I get asked is, ‘How can…

A Company’s moment to shine is not when everything is good, but when something goes wrong and you fix it. You may have the best…

For Doctors, your EMR Brand is both a shortcut and an insurance policy. It assures them that they can expect certain qualities from your EMR and/or…

This morning’s blog from one of the Marketing Gurus I respect – Seth Godin, is worth reading. http://sethgodin.typepad.com/seths_blog/2013/06/the-curse-of-frequency.html This blog is related to a topic…

The number one thing people ask me is ‘how can you increase leads’? Everyone wants a shortcut to success, a way to have doctors start…

I just got the results of an automated ‘drip marketing’ campaign I had put in place a while ago. What I found was interesting. When…

There are four essential pillars to your EMR sales. Sales Marketing CRM Automation Selling is more complex than ever before. You need more sophisticated tools.…

Another thought provoking article by my friend John – here. E&M Coding guidelines are so old. They’re from 1995 and 1997. If we look at…

Doctors, providers ask you this simple question. Do you have an answer? Of course you do – Best Technology, leading edge technology Strong backend Best…

Best Practices for Marketing your EMR / EHR Product. Listen to my interview with Jim Tate of ‘HitechAnswers‘. Download the Broadcast http://www.healthcarenowradio.com/download/mu-live-may-14-2013/  

My son was talking about how many people are leaving the company he works for. It is clear the management is oblivious to what is…

My friend John has written a very thought provoking blog – http://www.emrandhipaa.com/emr-and-hipaa/2013/04/30/ehr-benefit-eliminate-staff/ This is not a new topic. It has been beaten around since the…

The fight is heating up – again. Affordable Care Act, or Obamacare as it is called. There are ardent followers and opponents. You may find…

The number one concern and reason why my EMR/EHR vendor clients talk to me is because they have seen a significant drop in number of…

“The bottom line is that blogging is like sex. You can’t fake it. You can’t fake passion. you can’t fake wanting to engage with the…

Strangers vs prospects The dictionary definition of a stranger is “a person unaccustomed or unacquainted with something”, in this instance, your products or services. On…

There is a very simple formula for success. Yet, it is the biggest mistake most entrepreneurs make. You have to follow a very simple principle…

http://www.emrandhipaa.com/emr-and-hipaa/2013/02/27/an-interview-with-mitochon-about-their-recently-launched-emo-electronic-medical-office/ I’m sorry, consider me a Skeptic, but I just don’t see the business model. I’ve run EMR companies, I know the costs of maintaining…

http://www.emrandhipaa.com/katherine/2013/02/26/one-fifth-of-physician-practices-might-switch-emrs/comment-page-1/#comment-171759 This is a topic I have been aware of and following since last one year when I have seen a rise in ‘switchers’. The…

I saw this news this past week and was mulling over the implications. http://www.emrandehrnews.com/2013/02/20/kareo-buys-epocrates-ehr/ Is this a game changer? I think the biggest company that…

Here’s what I keep on hearing. “I’ve looked at so many systems, they’re all the same – just tell me how much is yours…” I…

Irving Janis, a research psychologist from Yale University published a very influential book in 1972 that provided initial research on groupthink. EHR Companies have fallen…

2012 is Over. How should we call it for EMR? Was it a good year? From who’s perspective? From Providers’ perspective, it was mixed. The EMR…

There was an interesting article on Harvard Business Review – HBR – “Marketing Is Dead“, by Bill Lee on August 9, 2012. I don’t fully…

  You may not think so, but more people are leaders in the business sense than they realize. You need to understand how you lead…

HHS announced recently that Stage 2 of Meaningful Use has been postponed effectively, to 2014.  HHS encourages providers who have been waiting until 2012 to…

Since Steve Jobs’ departure as CEO of Apple, the news (internet, print media and TV) is abuzz with views and opinions. The one article that…

My name is Chandresh J. Shah. I help Small Businesses eliminate prospecting and Ad waste with Publicity and Guerilla Marketing. Increasing sales today requires different…