Question

Eclypsis sells electronic health record systems. The company’s marketing and sales division is having its annual meeting to set goals for the coming years. At the beginning of the meeting, they review past performance. In a review of the accounts, the markets that have been penetrated: “We the single-specialty groups like orthopedics and cardiology. I am impressed by your accomplishments. You have done a really spectacular job, but the real potential is the multispecialty practices, and we are having difficulty penetrating this market. I am stumped.” One of the sales representatives speaks up: “From what I hear, Cerner, our big competition, has the same problem.” Diagnose the problem that Eclypsis and Cerner are having in getting adoption among multispecialty groups.

Answer 1

The ultimate problem that Eclypsis and Cerner are having is a multidisciplinary group problem. Both organizations have failed to communicate the interdisciplinary groups in the healthcare sector. Members include in the multidisciplinary groups are – doctors, nurses, healthcare staffs, patient safety staffs and healthcare leaders. Thus, communication plays a significant role in shaping up the multidisciplinary practice. A regular follow up with the healthcare stakeholders can be useful for both the organizations for improving the situation. Following areas should be considered to

• Communication development: both verbal and nonverbal communication with the multidisciplinary staffs of various organizations should be communicated to address the need for an electronic health record system in the respective organizations.

• Healthcare survey: Both the organizations should arrange a market survey to understand the need among the multidisciplinary staffs. The online survey can be arranged to address the need for an electronic health record system.

Apart from that, nurses and doctors must be convinced of the importance of coordinated care and its attachment with an electronic health record system.