Delivering High Value to Health-Care Clients

Health care is an industry with both high immunity to the whims of the economy and a high need for security and operational management solutions. Learn how to approach these customers, what they are looking for, and the caveats therein, as well as sales tactics, technologies, system designs and regulations relevant to success.

While there are many ways to serve health-care clients, providing security audits, understanding trending technologies and connecting with IT departments are areas that can help an integrator get a foot in the door. Photos courtesy Ingersoll RandGet Involved in Health-Care Groups

How do you start to build partnerships with health-care professionals? A good way to meet prospective customers and learn what they need is by joining regional chapters of two organizations to which leading health-care security professionals belong: the American Society for Health care Engineering (ASHE; and International Association for Healthcare Security and Safety (IAHSS; Both groups hold national and regional conferences and meetings throughout North America, are very active with so
cial media and make it easy to get involved.

Participating in their knowledge give-and-take is a good policy for integrators. First of all, your organization will be recognized as an integrator that puts time and effort into health-care security. Secondly, you will be interacting with prospective clients, many of them the most influential in your state. Lastly, you will be at the forefront of learning what is high on their needed lists and how their budgets are looking for the following year. These organizations will provide you with a valuable opportunity to build enhanced, lasting and profitable relationships.

Ann Geissler is Ingersoll Rand’s Global Healthcare Practice Marketing Manager. She can be reached at [email protected]

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