The Death Of The Traditional IT Staffing Model

I was at VIVE 2023 and ran into my good friend Eric Utzinger who started Revuud a couple of years ago, a platform for matching health systems to healthcare IT talent. His company is the future of health IT staffing. The primary value a staffing firm adds is finding good people, but it is at a significant premium. Companies like Revuud, combined with AI and analytics, are much more efficient and cost-effective than traditional staffing models. If you are a traditional staffing firm and don’t have a plan to move to a management consulting or recurring revenue solutions model, the future will be tough. We have had the good fortune to advise many companies over the last 10 years in the transformation from staffing to solutions and recurring revenue models. Being part of this type of transition was my job at maxIT Healthcare from 2010 to 2012. The team I had the honor of building and leading went from $0 to $60M in management consulting revenue over 3 years, and maxIT was number one or two in KLAS in every management consulting service area we offered. The company went from $50M to $250M during this period. Meaningful Use was a big driver, but the industry was growing at 25%, and we grew at 100%, so we were growing market share by moving up the strategy food chain. This transformation strategy added $150M-$200M to the $500M exit! MaxIT won Best in KLAS for Overall Services in 2012 (based on 2011), the top service company award. It was a proud day for our company having our CEO Mike Sweeney on the stage with Judy Faulkner from Epic (won Best in KlAS for software) winning the top KLAS awards. There is still time, and with a proven playbook, you too, can prepare for the future.

Sales Process Vs. Sales Methodology: The Edge You Need

I want to highlight the difference between a process and a methodology. Challenger, Sandler, MEDDICC, and Miller Heiman offer excellent, well-researched training, but it needs to be adapted to fit into a complete sales process. We've integrated best practices into...

Harness Design Thinking to Increase B2B Healthcare Sales | SalesSparx

Harness Design Thinking Now For Increased B2B Healthcare Sales

Design thinking in B2B healthcare sales enhances customer understanding and relationships. In B2B healthcare sales, challenges are abundant and multifaceted. Sales leaders must navigate a landscape filled with new technologies, the ongoing impact of COVID-19,...

5 Tips for Your B2B Marketing Strategy

The article is reprinted from Authority Magazine. The B2B marketing landscape is a complex and evolving space, with its unique challenges and opportunities. Navigating it effectively requires well-thought-out strategies and insightful tactics. With a myriad of...

What is the number one indicator that you will win or lose a deal?

For complex, enterprise deals that require prospects to make significant changes, you need a coach within the buyer organization. We analyzed almost 10,000 complex sales opportunity records from several of our SalesSparx Shared Vision Selling (SVS) clients. The...

How Does Salesforce.com Grow Their Revenue 100% Each Year?

Design Thinking drives their sales process (Forbes, Jan 15, 2019 – Why Design Thinking Is The Future Of Sales). Design Thinking was first used for urban planning and later adopted by Apple to rapidly innovate product design. But sales is the latest and greatest...

The 3 Golden Rules Of Selling

Several years ago I had just been promoted to a sales VP role, and my new boss wanted to meet to do some “sales training.” He was a former, very successful, partner at a Big 4 firm where I worked earlier in my career and I braced myself with my notebook and pen...

Stop Making The Solution About You!

The proposal stage is a common sticking point in the sales process that delays the sales cycle. Why? Often sales teams listen well in the Discovery Stage, but do not tailor their offering sufficiently to address buyer pain points. This incomplete connection leads...

Hit your numbers- No Excuses!

I remember the first lunch I had with my boss after I was promoted to a sales leader role. He congratulated me and said, “I am going to give you the best sales advice you will ever hear.” The ambitious 26-year-old I was, that really made me pay attention. This boss...

How To Sell To The C Suite

Cs (CEOs, COOs, CIOs, etc.) speak their own language. They are focused on strategy, team-building, market share, growth, margins, competition and capital allocation. Before you meet, do your research on their company and have a point of view about how your offering...

What Is Disruptive Innovation?

What is disruptive innovation? It’s a question most new business owners have, and it’s a valid one. The theory of the phrase came to fruition in 1995. Now, it’s one of the most important terms regarding exponential company growth. It’s not only for new business...