Listening and Delivering: That's Our Business
HIMSS provides a great opportunity for talking with clients and prospects - but it's listening that's key.
Cynthia Porter, PresidentFebruary 15, 2010
As President of Porter Research, a Billian Publishing company, I want to welcome you to our new website and to the upcoming HIMSS (Healthcare Information and Management Systems Society) conference in our hometown of Atlanta. Porter Research has been an active participant at HIMSS for over 20 years via speaking, exhibiting and preparing research for our clients to present, as well as attending. HIMSS gives us a rare chance to touch a variety of important constituencies in a very short time period.
In the last 20 years, we have worked with over 300 companies - some acquired, some no longer in existence, and many currently thriving and very successful. We interact with over 7,000 healthcare IT, service and device decision-makers a year. HIMSS is a nice time to thank them and share white papers and information that is not under NDA.
What I love about HIMSS is seeing my clients, prospects, providers, payors and everyone I have worked with. The event provides a moving target where conversation is concerned. One minute you may address a group of investors or technology peers in a presentation; a short while later you could describe market strategies and new research methodologies to a reporter in the hallway; and then meet with a new contact, whose first time at HIMSS leaves them completely overwhelmed. Next you may explain your services to a prospect at your booth, or have a quick exchange with an industry analyst at an after-hours reception.
Conversation isn't just about talking. We feel HIMSS is a time to hone our listening skills as well. Being a gather/user of business intelligence has made listening to the market our lifeline. We understand the value of listening to clients and prospects. It is the single best way to understand and address important issues, as well as an ideal way to uncover new opportunities. Not only do we look forward to listening to you at HIMSS, but throughout the year as well. By listening to your needs for business intelligence, we are able to go to your existing, new and potential markets to listen and understand a number of key factors:
• Why they purchase from certain vendors?
• What drives the satisfaction and loyalty?
• What are they acquiring and why in 2010?
• What does your brand mean to the market?
• How do you get messages to resonate with different titles?
Each conversation is so unique because what we offer is so unique. Effective listening skills enable you to tailor each conversation to the listener's needs and interests. Even though you may be talking to people in Healthcare IT, each conversation will be a bit different. The difference depends on the other person's level of experience, familiarity (if any) with your company and the kinds of stories they are currently covering, companies they are invested in and solutions they are exploring. Our ability to treat each conversation uniquely will increase your chances for a desirable result. This is what we do every day.
In today's economic environment, companies must stay one step ahead of the needs of their clients. They must attract new customers and ensure that potential and new clients have a positive experience during all stages of the sales and implementation process. All of this while making strategic business decisions in the ever-changing healthcare industry. Market intelligence customized to meet company-specific objectives can provide organizations with the fact-based data and analysis they need. HIMSS is great place to start this adventure and Porter Research would like to join you as your partner on this trip of using business intelligence to make the right decisions in 2010.
