While there has been a lot of discussion about the FDA’s view of Social Media I wrote last month about Gearing up IT for Future Growth. IT must become more relevant in supporting the business and this new way of ‘collaboration.’ In last month’s blog post I spoke of how IT can be a catalyst for the business. There is a conflict in all this since IT budgets are constrained between maintaining the current IT landscape and investing in these new areas.
To get a better view on this dilemma I suggest you read this blog post on The Next Wave of Technology Led Business Gains written by a colleague of mine. His blog post is entitled Sadagopan’s Weblog, January 8th, 2012. In this article he describes the issues that benefit the business and yet prove challenging for IT.
Being a ‘social enterprise’ to me is all about the connections between your end customers and the products you sell. Within Pharmaceuticals and Medical Devices investments have been made in the areas of customer relationship management (CRM) solutions to help business process improvements and adoption for example: sales reps taking orders and processing quotes. Technology is providing opportunities to improve the ways in which companies can rapidly gain insight into the use of a medication or device.
Integration is the key in all this since the business is using social media tools to quickly gather up this data and transforming this into relevant information. Today I am working with several companies that are looking to improve their business processes via upgrades and ‘smarter’ deployment of this technology. The challenge is to ‘connect’ the output of social media for improved clinical trials or insight into existing device performance (via call center data and complaint tracking).
We are not quite there yet in ‘integrating’ social media with back office systems. Tools are being introduced to ease the ‘listening’ and ‘gathering’ of this data. I believe that Life Sciences companies would benefit from a better ‘collaboration’ with their patients and consumers of their products. As I see this progressing in the market I will offer an update to this blog post.
This entry was posted in CIO, FDA, IT, Life Sciences, marketing, medical devices, pharmaceuticals, Social Media, strategy and tagged CIO, FDA, Healthcare, IT, Life Sciences, Pharmaceuticals, Social Media.
What does ‘storytelling’ have to do with leveraging technology for improving Life Sciences processes? In today’s rapidly changing world of technology you owe it to yourself to learn about and practice the ‘art of storytelling.’ In this blog post I want to give you a summary of why it is a vital skill to learn and practice, some basic do’s and don’ts, and a great reference on this topic.
Why it’s vital to hone your ‘storytelling’ skill
Selling technology is more difficult these days because of the way your audience process information. You’ve got more competitors looking to compete for the same business. Companies continue to ‘innovate’ and how do you offer these new ideas to the market?
Throughout your career you’ve learned to become an ‘expert’ in a given technology. Ask yourself what distinguishes you from your competitor who happens to be in the same field? I’m in IT services where success does not always mean that you have the lowest rates/cost. I constantly receive feedback that while the competition has the best price they fail to deliver on improvements to the business. Can you tell a story around why your company can do a better job delivering the same IT service?
Basic do’s and don’ts
When we prepare for bid defense or engage with a net new client I’ve often discussed how many slides we should use in a typical presentation? Many of you have ‘off-shore’ resources that can do a wonderful job in applying graphic skills to improve the look of a presentation. So here are some basic things to look out for that will hopefully improve your delivery of your ‘story.’
- Go through a process of gathering ideas and developing a timeline for your pitch.
- Know your audience – who are you selling to….
- Manage the time to deliver your message.
- Practice your timing. Your slides should be a reminder to the audience of your topic.
- Finish early and look to engage in a Q&A.
- Do not use your presentation as a document. I’ve seen off-shore resources offer lots of text on each slide (simply move this to your notes section).
- Avoid the use of small fonts on your slides.
- Resist the temptation to develop your story in PowerPoint. Use a drawing tool (Visio) or Word to outline your ideas. If you collaborate with your team make full use of posit notes to organize your presentation.
- Avoid acronyms and abbreviations, and do not take for granted that your audience is ‘technically’ at your level.
- Read the text from your slide. I know this is basic presentation training. Yet I’ve seen too many presentations where this continues to happen.
A few weeks ago I posted on my LinkedIn Reading list a book entitled: resonate by Nancy Duarte. The author dissects ‘storytelling’ from content through delivery. What Distinguishes this book are the examples she uses to illustrate key points. I find myself referring to this book to prepare for various presentations.
I highly recommend this book.
This entry was posted in Blog, Healthcare IT, Innovation, IT, Life Sciences, Life Sciences IT, marketing, process innovation, Services, Social Media, strategy, technology and tagged Design Thinking, innovation, medical advances, process innovation, strategy, technology.