April 2012 Issue
Edition: Vol 20 Number 04
Payers Want a Slice
Insurers come to the table with hospitals and physicians to improve healthcare quality and reduce expenditures
Publisher's Letter: Air of Optimism
The Lab Guy: Sales opportunities with safety
Eye of the Storm
Industry stakeholders catch their breath as they await the next wave of changes in healthcare.
Manufacturers redefine ‘corporate accounts’ in IDN era
One way for IDNs: integration
HIDA’s Health Reform Update
Success in the Nuance
Why the distinction between assertive and aggressive is so important
Sales management: Clear Communications
Why managers should evaluate whether they are effectively communicating with their team
Won’t Back Down
Overcoming customer intimidation in medical sales
Contracting Professional Profile
Cindy Kassotis, director, materials management
Can long-term-care patients remain at home longer, at a lower cost to providers? Good Samaritan shows how it’s done.
Tailoring healthcare to the individual means better results, lower cost.
Which delivery model will win out in the healthcare arena?
Personal finance: Digging for Dividends
Dividend yielding stocks potentially enhance performance and may reduce risk.
REP Corner: Dave Tata, Marathon Runner
Running may not be his favorite sport. But, he just can’t give it up.