How the field actually works, written down.
Value analysis committees, in-services, credentialing, Open Payments, and the tempo of a rep's week: what the published record says, and what it meant for the way we built QuickTouch.
What a value analysis committee actually wants from you
A submission is not a deal stage you retry next quarter. The committee meets monthly or quarterly, takes three to six months to decide, and a no can lock you out for a year or two. Here is what the process looks like from the hospital's side, and how to prepare for it.
Read the postThe in-service is not a favour to the rep. It's your competency record.
Hospitals let reps in to teach because accreditors expect staff to be competent on the equipment they use, and expect the organization to show it. A calendar entry proves the rep came. It does not prove anyone learned anything.
Read the postAn accepted visit is not a badge
Two different systems decide whether a rep walks into a hospital: the one that says the appointment is agreed, and the one that says the person is credentialed. Confusing them is how a rep ends up turned away at the door with a confirmation on her phone.
Read the postWhy your CRM has to remember when an affiliation was true
Open Payments attributes a transfer of value to the physician's affiliation at the time it happened. A CRM that overwrites "current employer" quietly deletes the answer, and the records have to survive for years.
Read the postFriday afternoon, plan B, C and D
Reps plan weekly, provisionally, and do their admin between four and six after a day in scrubs. We built the dashboard and the calendar for that tempo, not for a daily ritual nobody runs.
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