Leaders Speak: The Conversations We Want to Have with Vendors

At ViVE, the Provider and Payer Connect Program facilitates brief yet impactful meetings where health system executives assess solutions. Key advice from leaders emphasizes relationship-building over pitching. Scott MacLean, MedStar Health’s SVP and CIO, stresses understanding customer needs, even recommending non-affiliated solutions if beneficial. Aaron Miri, Baptist Health’s SVP and Chief Digital & Information Officer, advocates honesty, urging vendors to grasp organizational challenges before proposing products. Terri Couts, SVP and Chief Digital Officer at The Guthrie Clinic, extols the value of face-to-face interactions at conferences, underscoring the depth of engagement they offer. Lastly, vendors must articulate their problem-solving approach clearly, focusing on specific issues within the healthcare ecosystem rather than generic ambitions, as highlighted by an unnamed leader.