Not sure where I got this from, but at some point I was told that one of the keys to successful selling was

"Tell them what you do,

Then tell them what you do again

And finally, tell them what you do one more time."

I understand the importance a strong sales strategy has on our company’s success – and how much that old badge of honor "He/She can sell Refrigerators to Eskimos" is coveted in any industry. I do hope, however, that no matter how proficient our team or our message, we would never sell someone something they don’t need…

The converse is also true -- if we cannot effectively communicate what we do, then "they", (The Eskimos, in this example) will never know that they needed us. In our efforts to improve ourselves, part of our 2010 start-up is to refine our message. We are looking for a better way to effectively communicate exactly what we do. We have been using the tag line 'Data Storage and Access' for ten years now – and frankly, don't think it really describes the value we provide. Sort of like an Inkblot test – when I say 'data storage and access', the first thing that comes to mind is hardware storage solutions, backup solutions, network attached devices and the like. While we certainly use our share of these products and services in our delivery model, this is not what we do.

We take data

(That’s the easy part!)

Out of retired applications

RETIRED meaning systems that are still running but are no longer being used as the primary production system for that department or job function. It might still be getting intermittent updates in terms of payments or adjustments (if it is revenue cycle) or notes or memos or be used for requests for information, etc.

We put that data in its original or near original format in an SQL database.

The DATA defines the FORMAT and the FUNCTIONS. We do not CONVERT. We do not MAP.  NEAR original meaning if the data is not an open data source, we mimic the users experience with the data in our database. We do not have a predefined target layout or singular function or set of functions for the data.

We build a view-only application that displays the data.

The DATA defines the VIEW. The retired system is used as a guideline for the inquiry screens.

Modules can be installed "cafeteria style" based on the needed update, edit, or workflow functionality.

We have modules that can be implemented in the application that provide UPDATE features, revenue-cycle functions, standard patient balance, transaction, guarantor and account summary screens, and claims production and editing, documentation production, workflow support and report writing.

THAT is a lot of words.

We put together some of the best brains we have (!) And are working on a new tag line and ad campaign. It is going to be a lot of fun, and - hopefully - be a better embodiment of who we are and what we do. Those Eskimos might not need refrigerators, but I know glass-sized ice-cubes could be a big hit!

Stay tuned! Launch is at HIMSS! T minus 5+ weeks!