Brian Michalicka outlines his experience simplifying processes, discovering new markets, establishing performance guarantees, and uncovering significant new business opportunities despite minimal market share. He emphasizes the importance of believing in solutions, focusing on customers, earning the right to advance through involvement, and achieving connectedness through understanding and providing for roles across healthcare silos and industries.

1. Are you prepared to take the Next Step? Brian Michalicka

2. “Ideation” Simplify Market share growth from 10% to 85% in all product lines in <2.5 years by converting in-sourced preparation of consumables to out-sourced delivery of unit doses in Nuclear Medicine. Maintained price and improved hospital efficiencies by 30% by demonstrating hard cost savings when moving traditional lab testing to point-of-care. Link Discover Discovered $13.0 million in acute care market for RFID technology by finding new use for solution in Emergency department and Asset management.

3. “Belief” Anticipating, not reacting I must believe in what I sell. Customers rank sales: My belief becomes reality. Reliability (30%) Assurance (20%) Tangible Factors (7%) Empathy (16%) Responsiveness (25%)

5. improved service reliability.

8. Earn the right to advance

9. Persuade through involvementUncovered $37.5 million in new business in territory with minimal market share. Commitment-Ownership-Completion

10. “Connectedness” Understand Provide Achieve

12. X-Ray

14. Medical Devices

15. Point-of-Care

16. Business

17. HIS

18. IR/RFID

19. Point-of-Care

20. PACS/CVIS Healthcare IT Hospitals