We want to share our big lesson from HIMSS – the mega event in Chicago which concluded just a couple of days ago.
No, it is not about avoiding the long taxi lines to get out of the McCormick (tho’ it does have us wondering about Chicago’s bid for the Olympics and how there’s more work to be done there).
At HIMSS, which was attended by over 29,000 attendees, there was palpable eagerness on the part of vendors – and who can blame them, given the economic conditions?
What was unsettling, though, was that some of these – including some EMR vendors – were desperate and eager to bag a customer, even if it meant fudging a bit and resorting the usual FUD scare tactics.
One sales creature on the exhibition floor was observed to tell a prospect how penalties (for not starting with the EMR) would start in 2010.
Of course, this is untrue. Penalties don’t start till 2015, with summary details and copious detailed info here.
The sales professionals who try to convert prospects with such tactics are only harming their own companies – After all, EMR decision is not going to be an impulse buy like purchase of a DVD. When the physician or office manager finds out that there is no penalty imminent, they will only be distrustful of the company that told them otherwise.
So, the message of this post? For the EMR selectors, buyers and users (typically physicians or their representatives): Take your time. EMR decision has a long term implications ; Understand what you are getting into; Do your work , not just the snapshot of today’s environment but also about how you expect your work to change in the future.
-And don’t get forced into a rushed decision. This is far too important.
If you need help with the EMR selection process, feel free to contact us. This is what we do and we have guided many.
