My team recently interviewed ~25 health system and technology vendor executives to understand how their partnerships with one other struggle and how to improve them.
Our main finding was that while both health systems and technology vendors want to improve shared successes, neither health systems nor vendors have a comprehensive, impartial view of all the dynamics and drivers at play on the "other side."
Further, because the two sides do not have honest discussions with each other or fully understand what the other side of the negotiating table is dealing with, behavioral changes are rarely made, and a blame-game ensues. This too often results in each side taking a combative, "they are the problem" position instead of coming together collaboratively.
Don't believe me? See what actual executives told us in private (quotes are anonymized):
To begin remedying the tension represented in the quotes above, Advisory Board's advice to both sides is simple: Talk and listen to each other. No organization can improve unless they know exactly how they are contributing to the problem.
The dynamic between health systems and tech vendors can be chaotic.
Advisory Board International's Paul Trigonoplos breaks down initial findings from his research on vendor-health system partnerships and the sources of the friction between both parties. Read on to learn where our new research is heading.
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