By: Kriss Barlow, RN, MBA
Did you happen to catch Seth Godin’s blog on getting to market faster? Even the thought brings a smile to most healthcare strategists! Just getting to market is often painful, never mind the faster part. Taking on the organization’s decision process is too big, but perhaps in our everyday work there are some lessons from his message. I found a few of his ideas really helpful. See if you agree.
1. Make decisions faster. You rarely need more time. Mostly, you must merely choose to decide. The simple test: is more time needed to gather useful data, or is more time merely a way to postpone the decision?
KB’s commentary: When do you need more data and how much data do you need? In the world of referral data, we often keep looking for perfect when we know the direction and impact. Waiting for perfect means we stall out on the actions to change what is. Referral development is about changing the present patterns. Often we need to get a direction and then get going.
2. Only make decisions once, unless new data gives you a profitable reason to change your mind.
KB’s commentary: This rule applies to so many areas of our daily work. One area is in decisions about strategic growth. Key clinical growth areas don’t change week to week, decide on them and then grow them.
3. Don’t ask everyone to help you decide. Ask the people who will either improve the decision or who have input that will make it more likely you won’t get vetoed later.
KB’s commentary: I often hear field staff ask leaders for recommendations on how to sell. You know the rest of the story… we don’t like their suggestions. VERY few healthcare leaders have a background in relationship sales strategy. They can offer direction, politics, goals and a vision, but tactical sales techniques are not their sweet spot. Ask where the answer will be helpful.
The blog reminded me of the challenges we face with decision fatigue and getting a decision to advance. Field sales needs innovation so consider which decisions are best made by whom and how do you streamline the process in your organization around the daily stuff.
Here’s a link to his full blog in case you want more. http://sethgodin.typepad.com/seths_blog/2015/05/how-to-go-faster.html
Where could you personally use some decision hygiene?