Sheila Rogers, Founder and CEO

Whether we like it or not, personal selling is important in any profession.  In HIT, we need to sell ideas and concepts, strategies and solutions.  Our “buyers” include bosses and co-workers.  Here are some personal selling tips that may help you today, or sometime in the near future:

1) Be sincere with people. People are smart and see right through insincerity. If you are not sincere and honest with everyone you meet then you should not be selling anything.

2) Sell what you believe in. If you do not have a passion what you are selling you will not be happy–or very successful.

3) It is vitally important to constantly hone your sales and communications skills. Continuous growth and training in formal professional selling techniques is also very important. Take training classes, listen to professional development audio podcasts and seminars, read all the professional development material you can get your hands on, and start a program of self-study and development in sales today if you haven’t already.

4) First listen to your “customer”, understand his or her wants and needs, and only then try to determine whether or not you can deliver the product or services to meet those wants and needs. If you approach a prospect with a solution before understanding the problem you are likely to be wrong about the solution.

5) The best sales people ask a lot of questions and genuinely listen to the answers before speaking again.  (This is probably the reason we have two ears and one mouth!)

6) Your “customers” are all different so you should treat them differently.

Remember, personal selling is a lot like a first impression…you only get one shot before an opinion is made.  So, put your best foot forward in selling yourself, the ideas you have and the solutions you can offer in HIT.  Good Luck!

-Sheila Rogers

Sheila Rogers is Founder and CEO of HIT Consulting Jobs.  She can be reached at 214-929-8959, or sheila@hitconsultingjobs.com.

The Centers for Medicare & Medicaid Services recently released a fact sheet detailing the progress of healthcare IT in relation to the HITECH Act. This fact sheet provides current statistics and highlights the CMS and the ONCs’ accomplishments in implementing health IT.

According to CMS.gov, here are some key points of the progress to date:

Robust Participation in the EHR Incentive Programs:

• Hospital Participation: More than 85 percent of eligible hospitals are participating in the Medicare and Medicaid EHR Incentive Programs, and more than 75 percent have received incentive payments for meaningfully using EHR technology as of March 2013.
• Physicians and other Health Care Provider Participation: More than 388,000 of the nation’s eligible professionals have registered to participate in the Medicare and Medicaid EHR Incentive Programs, representing 73 percent of all providers eligible to participate. More than 230,000, or 44 percent of all eligible professionals, have received an EHR incentive payment for meaningfully using EHR technology as of March 2013.
• Assistance from Regional Extension Centers: HITECH funds established 62 Health Information Technology Regional Extension Centers (RECs) to offer technical assistance and guidance that is critical to accelerating the provider adoption and meaningful use of EHRs, particularly in rural areas and other underserved settings.
  • RECs are providing assistance and support to more than 44 percent (130,000) of primary care providers and 48 percent (20,000) of Nurse Practitioners nationwide.
  • More than 80 percent of all Federally Qualified Health Centers are enrolled with a REC.
• Effect on the Health IT Marketplace: Federal investment and standard setting have helped to create a robust market for eHealth IT products. As of March 2013, there are 941 vendors providing more than 1,700 unique certified EHR products.

Rapid Adoption of Advanced Technology: Survey data shows that the HITECH Act has dramatically accelerated providers’ use of key health IT capabilities nationwide:

• E-Prescribing: Office-based physicians’ use of e-prescribing has increased from 0.8 percent in December 2006 to 53 percent through January 2013, and more than 94 percent of all pharmacies are now actively e-prescribing.
• Hospitals:  between 2008 and 2012, the number of hospitals using EHR systems with certain advanced functionalities that go even beyond the requirements of Meaningful Use Stage 1 (including physician clinical notes and electronic imaging results) more than quadrupled from 9.4 percent to 44 percent.  
• Doctors: Physician adoption of EHR systems with the same advanced functionalities more than doubled between 2008 and 2012, from 17 percent to 40 percent.

Economic Impact:

• According to the Bureau of Labor Statistics, more than 50,000 health IT-related jobs have been created since HITECH was enacted.
• As of January 2013, community colleges have trained 17,049 professionals in health IT, and as of September 2012, universities had graduated over 820 post-graduate and masters-level health IT professionals. This is the result of four ONC-supported workforce development programs that are helping to train the new health IT workforce to meet the increased demand for these workers.
• As of February 2013, the Medicare and Medicaid EHR Incentive Programs have paid $12.6 billion in incentives to hospitals, doctors, and other health care professionals.

You can read more details of the fact sheet here.

<Cherie Lester with EngageMeHIT (www.engagemehit.blogspot.com) wrote this great blog — Thanks Cherie - Sheila>

Over the past 5 years I have spoken to hundreds of EMR Professionals that want to enter the world of the traveling consultant.  Most consultants in our industry will travel weekly on a Mon-Thurs or Sun-Thurs schedule with exceptions for longer stays on a client site or variable remote work. 

When discussing the nature of weekly travel to a “newbie” I have learned to play devil’s advocate.  The first person I ever interviewed when I entered into the HCIT Industry had never traveled before.  He assured me that he “LOVED” to travel and was totally “psyched” about the opportunity.  Six months into his engagement he called me to resign, said he couldn’t take the weekly travel any longer.

 Recently I discussed the riggers of weekly travel with some seasoned road warriors.  Below are results of the Q & A from those discussions:

What made you decide to start traveling for work? Most Frequent Responses:  Higher Income.  New Surroundings and co-workers with each new engagement. Enjoy travel & seeing new locations.

What was the hardest adjustment you had to make when you transitioned into traveling weekly for work? Most Frequent Responses: Being away from family(pets). Missing out on family or other functions (weekly bowling or child’s plays etc) and having to leave spouse to do all the work. Navigating the airports, luggage, flight delays, airport security etc.

What do you wish all consulting/staffing firms offered that would make your travel life easier for you?

This question received the most diverse answers, some of the most frequent responses were:  Corporate Credit Card for travel, better discounts on hotel, car, flights etc.  Occasionally paying for spouse to travel, like over the holiday work weeks etc., better assistance for new travelers, even something simple like a handbook with traveling suggestions.

What did you have to give up when you started traveling weekly?  The number one answer was time with family and friends, some other responses were: freedom to join sports leagues or meet friends for dinner once a week during the week, and for single folks: having a pet, being home during bad weather (someone had a water-main break in sub zero temps and didn’t realize until they got home days later) and being in one place so it’s easier to start a romantic relationship.

What did you gain from becoming a traveling consultant?  Some of the top answers for this question were:  better income, seeing out of town family & relatives more, greater independence, being able to travel to new places, less stress, meeting new people, and quiet time at the hotel in the evenings.

Here are a list of tips from the road warriors:

1.  Pack Light!  Learn to pack everything you need for the week into a carry-on bag.

2.  When traveling coast to coast, find extended stay hotels and if you travel home, leave most of your belongings at the hotel during your absence.

3.  You can bring your pet, just check for local pet friendly hotels.

4.  Always have an extra charger (computer, phone, iPod etc) handy.

5.  Make sure your ID, discount cards, credit cards etc are kept in the same place, are always handy and are in a front pocket for safe keeping.

6.  Keep a folder or file or zippered pouch for all your travel receipts so they’re easy to locate at the end of the week for the purpose of scanning and emailing or mailing to your employer. (if you’re 1099, for tax purposes)

7.  Set up a calendar alert to remind you to log your time & file your expense receipts each week.

8.  Know the name and number to your employers IT Helpdesk in case you have problems with your company issued lap top.

9. Whenever possible do not wear a belt, difficult to remove shoes, hair pins, excessive jewelry, etc so that you can move through airport security quickly.  Make sure your laptop is housed in a safe but easy to manipulate bag, keep your pockets empty etc.

10. If you are single and live alone, make sure you have a neighbor or relative that can check on your place of residence in your absence.

11.  Provide neighbors and relatives the name and number of your hotel, along with your cell phone so they can easily contact you in case of an emergency.

12.  Have the number of your direct boss, a company co-worker and your direct report at the client hospital programmed into your cell phone, that way if your flight is delayed you will be able to alert people of your delay.

Sheila Rogers, Founder and CEO

We all know that social and business media is exploding online.  The HIT industry is no exception.

I was at a seminar the other day, and the speaker used this simple example to explain social media:

• Twitter – I am eating a hamburger
• Facebook – I like hamburgers
• FourSquare – This is where I eat hamburgers
• Instagram – Here is a vintage picture of my hamburger
• YouTube – Here is a video of me eating my hamburger
• LinkedIn – My skills include eating hamburgers
• Pinterest – Here is a hamburger recipe
• LastFM – Now listening to hamburgers

A couple years ago, I knew very little about these tools.  Today, I am considered an “expert” by some.

I encourage you to get on the train!  Healthcare IT will continue to grow the use social media to inform, educate, motivate and recruit.

-Sheila Rogers

Sheila Rogers is Founder and CEO of HIT Consulting Jobs, and can be reached at 214-929-8959, or via email at sheila@hitconsultingjobs.com.

Healthcare IT News published an interesting article as they analyzed the number of women in senior health IT roles. I hadn’t given this statistic much thought in the past, but working for a primarily woman-owned business currently that caters to the health IT industry, I found the information a bit surprising.

The organization analyzed over 3,000 senior health IT roles nationwide and found that only 25% were occupied by women. The numbers were slightly higher when looking at the HIMSS Analytics Stage 6 and Stage 7 hospitals, where women held leadership roles at 45% and 48%, respectively. 

The research also detailed the number of women in executive health IT leadership roles by state. Rhode Island produced the highest number, while Nevada had the fewest.

Top 5 best states

1. Rhode Island – 56%
2. Vermont – 44%
3. District of Columbia – 39%
4. Connecticut – 39%
5. Wisconsin – 36%

Top 5 worst states

1. Nevada – 4%
2. Alaska – 8%
3. New Mexico – 9%
4. Utah  10%
5. New Hampshire – 12%

You can read more from the article here.

Renee Brannan

Whether you are new to the healthcare information technology industry or a seasoned consultant, use these sixteen steps for presenting your resume to healthcare IT recruiters to stand out in the crowd.

1. First and foremost, have your resume updated and prepared to submit to the recruiter. The competition
is fierce out there, so time is of the essence.

2. Include every aspect of your job duties including all vendor systems. This is not the time to be vague. Consider using bullet points. They’re clean, simple and direct. I seriously doubt the VP of applications at a major health system has time to search for information in your resume. Chances are, he or she has a great relationship with the consulting firm and trusts they are being presented with the right candidate. Make it easy for them to make that decision.

3. Outline your core strengths. Cater your resume towards the specific role for which you are applying.

4. Use key action words such as Built, Tested, Implemented, Supported, Led, etc. Include the specific vendor systems for these roles as well.

5. Be sure to include the month/year for each project/position. Not presenting this information makes you appear less credible.

6. Keep everything uniform – the basics of resume writing. Your resume style should be consistent.

7. Stick with the facts. It’s easier to explain why you don’t know the answer than why you misrepresented your expertise. Ask the recruiter to assist you.

8. Highlight any certifications and education. On the other hand, there is no need to send a soft copy of your certification to the recruiter. They will most likely verify this information via the internet or through a contact with the actual vendor.

9. Include your extended background IF it pertains to the industry. Two to three pages is great if this is necessary to highlight your experience. However, be careful not to go beyond this.

10. Remove any references on your resume, but have them prepared to send separately once there is a confirmed interest from both parties.

11. Prepare one to two letters of reference in soft copy format. Have these ready to send as well.

12. Proofread, Proofread, Proofread, then have someone else Proofread your resume. Let the resume showcase your skills not your grammatical errors. Oh, and please do not refer to yourself in third person.

13. Remember that the recruiter is not an HIT Consultant. Therefore, their technical skills are sometimes limited to searching for key words or specific details within a resume. Do not get offended when you are asked to expand on your experience or provide more detail. The recruiter may be searching for that key piece of information for which the client is seeking.

14. Be willing to reveal the other clients to which you have been submitted. Details are not necessary. This is to protect you from being submitted twice to the same client.

15. Keep track of where your resume has been submitted especially if you are working with multiple consulting firms.

16. Lastly, insist that the recruiter must have your verbal or written permission to submit your resume to clients.

-Renee Brannan
(written in collaboration with Romona Rivere, Sr. Healthcare IT Recruiter)

Renee is a Business Development Manager for HIT Consulting Jobs and can be reached at 214-412-8871 or renee@hitconsultingjobs.com.

Renee Brannan

If you’ve ever been to a HIMSS conference, you know that it’s an amazing opportunity gain to knowledge and insight into the Health IT Marketplace and network with other HIT professionals. Next week, HIMSS13 promises not to disappoint. The conference kicks off on Sunday, March 3, at the Ernest N. Morial Convention Center in New Orleans. Keynote speakers will cover topics, such as Meaningful Use, Clinical and Business Intelligence, Mobile Health, Health Reform and many others. Most notably, President Bill Clinton and Eric J. Topol will speak on March 6^th and 5^th.

New offerings this year include the Meaningful Use Experience, which is an area on the exhibit floor to view and compare EHR solutions side-by-side. HIMSS13 Online will broadcast live 12 e-sessions, 10 simulcast sessions, interviews with top speakers and President Bill Clinton live. Also, The Patient Experience through HIT Forum will provide three new sessions focused on enhancing the patient experience.

If you’re looking to network, don’t miss the Opening Reception, among others, which is free to all registered conference attendees. HIMSS13 is your opportunity to gain perceptive from your peers and share some valuable knowledge. Also, if you like to stay connected online, you can follow the conference on Twitter, LinkedIn and Facebook.   

For the complete brochure on HIMSS13, click here

Sheila Rogers, Founder and CEO

HIT folks live busy lives.  Writing to-do lists is an important way to accomplish your short-term goals.  This can be good for your body, soul and mind.

Making a list will decrease stress, increase productivity, keep you organized and focused, and give you a sense of accomplishment.

I start with a list each morning, made the night before.  It includes the things I want to accomplish that day (at the top of the list), and my longer-term goals on the bottom.   I come in each day and I have a roadmap and can hit the ground running. It makes my day run much more smoothly.

Preparation goes a long way when it comes to being more productive. Investing some time into the simple task of list making offers big returns.

Want more reasons to make a daily list?  Here you go:

1. We are busy folks, and things can slip through the cracks

It’s true – the average adult attention span is about fifteen minutes, so we are bound to let a few tasks fall through the cracks here and there.  As you think of something, write it down.  Keep a pad of paper on your desk, and move from one sheet to the next daily.

2. There are more interruptions available to take you off track today than ever

Living in a wired (or wireless) world creates constant interruption.  You mobile phone rings, your email pings, you just received a new text!!! Get the picture?   With a list – you have a reference to always go back to that will keep you on track when you get interrupted.  If you need to write Julie back but your boss calls, write on your to-do list – “e-mail Julie.”

3. You should always be prepared

Whether you are preparing for a major presentation or job hunting, you need a list to keep your priorities in check.

If you have a list you have foolproof way to keep your focus.  Do it, and enjoy getting more done!

-Sheila

Sheila Rogers is Founder and CEO of BSG Boards.  She can be reached at 214-929-8959, or via email at sheila@hitpermjobs.com.

Renee Brannan

Our current online HIT newsletter content highlights how social media enhances the doctor-patient relationship by encouraging communication and, therefore, resulting in better relationships between the two. While doing research for this topic, I came across another interesting article in last month’s Annals of Internal Medicine. A survey was conducted by the authors among State Medical Boards regarding online professionalism by physicians and which actions would likely result in an investigation.

Ten hypothetical vignettes were used. “High consensus was defined as more than 75% of respondents indicating that investigation was “likely” or “very likely,” moderate consensus as 50% to 75% indicating this, and low consensus as fewer than 50% indicating this.”

Here are the results.

High consensus

• Citing misleading information about clinical outcomes (81%)
• Using patient images without consent (79%)
• Misrepresenting credentials (77%)
• Inappropriately contacting patients (77%)

Moderate consensus

• Depicting alcohol intoxication (73%)
• Violating patient confidentiality (65%)
• Using discriminatory speech (60%)

Low consensus

• Using derogatory speech towards patients (46%)
• Showing alcohol use without intoxication (40%)
• Providing clinical narratives without violation of confidentiality (16%)

According to the survey, areas of high consensus represent conduct that physicians should never engage in. Moderate and low consensuses represent “gray areas” of behavior that could potentially result in investigations and should be avoided.  

-Renee

Renee Brannan is Director of Sales and Marketing for BSG Boards and can be reached at renee@hitconsultingjobs.com.

Renee Brannan

While watching the Super Bowl Sunday night, I couldn’t help but think about the amazing adaptability of professional athletes. They are determined and motivated individuals who are very regularly traded to different organizations and have the ability to adapt and thrive in an ever-changing environment.

Adaptability, by definition, means being able to change as circumstances require it.

As a Healthcare IT consultant, your atmosphere is constantly changing. You travel to various parts of the country, you’re involved in new projects and you work with many different personalities. In my experience working with hiring managers in the Health IT industry, there is a strong desire for consultants with adaptability. Of course, talent is a must, but the ability to “mesh well” with a team seems just as important.

Nolan Ryan said, “Enjoying success requires the ability to adapt. Only by being open to change will you have a true opportunity to get the most from your talent.”

I believe this holds true for Healthcare IT consultants. Your success greatly depends on your ability to adapt to different project teams. Are you open to change? Are you a true team player? The most successful HIT consultants have mastered this characteristic. As you begin your next project, focus on how you can successfully adapt to your new environment.

-Renee Brannan

Renee Brannan is Director of Sales and Marketing for HIT Consulting Jobs.  She can be reached at renee@hitconsultingjobs.com.