Health care professionals are highly specialized and crucial to our society. “These people have full-time jobs,” says TJ Reusch, Director of Healthcare Sales at Insight, “They save lives and run organizations that save lives. They’re very important to not just their organizations but to society as a whole. That takes a lot of time and a lot of effort.” While advances in technology continue to make the job easier, staying on top of IT trends while forming implementation and deployment strategies that fit the unique needs of a health care facility can be unnecessarily time-consuming and detract from the important work of saving lives.

An overwhelming marketplace

With so many manufacturers, so many new products and new designs, the IT world seems to change every day. Working with a company that specializes in IT solutions will give you pre-built knowledge, experience and manufacturer relationships.

“One of the key things is an understanding of the health care space,” says Reusch, who oversees a team of health care IT specialists, “We see a lot now going into patient engagement. How do you change the experience for your patients as they’re coming in? How do you change the experience for the patient so they don’t even have to come in to your facility?”

But not all IT providers are created equal. Health care facilities are on a tight budget, so some IT companies try and impress their clients with promises that can’t be kept. “Margins are tight in this industry,” says Rudy Cellini, a health care IT account executive, “A lot of folks have adopted the unsustainable strategy of knocking the price out of the park to begin with, but then, six months later, they’re driving the price up again, causing a hospital to go back to the drawing board.” With a job that’s hard enough, starting from scratch with your IT solutions shouldn’t be part of your workload.

'“We were looking for a strategic business partner that would be invested in understanding the unique needs of our academic medical center and larger health system.”'

Finding a loyal collaborator

A loyal health care IT specialist will have a grasp of the technology that practitioners need to make their lives easier, but they’ll also be flexible and consistent so IT doesn’t become a hassle for practitioners. “Our Insight team understands the critical role they play in ensuring that our care providers have reliable technology that allows them to provide high-quality patient care,” explains Dee Emon, VP and CIO at Wake Forest Baptist Medical Center.

Cellini, who has worked with Wake Forest as an account executive since they hired his company two years ago, describes eliminating the pain point of long wait times. We took that out of the equation with customer-owned inventory,” says Cellini, “We found the products and established five custom configurations for [Wake Forest], and we have these pre-customized products available right when they’re needed.”

Building a relationship

When it comes to this kind of collaboration, the human element always comes first. “We weren't just looking for a vendor,” says Emon, “We were looking for a strategic business partner that would be invested in understanding the unique needs of our academic medical center and larger health system.”

When it comes to building a strong health care IT system, the most important factor is having a collaborator who is loyal, consistent and good at understanding your needs

“It’s not just about the personalization of medicine in the future,” says Reusch, who puts strong client relationships above anything else, “We’re attempting to help personalize the entire business channel of IT for each of our clients — that very feeling of it being a customized solution.”