Table Of Content“Glenn Pearson does a masterful job making the complexities
easy and understandable, while providing industry outsiders
with recommendations on how to navigate the inner work-
ings of health systems. What I truly like about this book is that
both a seasoned health care executive and someone new to
the industry would find it equally valuable.”
Peter D. Banko
President & CEO Centura Health
“Peter Drucker believed that healthcare was the most complex of
human organizations. This book goes a long way to explain-
ing that complexity and making it simpler for a seller to mar-
ket its products or services to the healthcare market place.
Glenn’s experiences with the healthcare field lead to accuracy
in a commentary that can’t be beaten by works written by less
experienced writers. He knows what he is writing about!”
J. Larry Tyler, FACHE, FHFMA, CMPE
CEO of the Practical Governance Group
Chairman Emeritus of Tyler & Company
“Interesting, engaging and informative with good examples. As
Chief Medical Officer of a biotech startup that has to sell into
the C-suite, I will be buying copies for our entire sales team.”
Bob Lubitz, MD, MPH, FACHE, MACP
Chief Medical Officer, 3Oe Scientific, Inc.
“One of the underlying principles in this book is the impor-
tance of integrity and honesty in business dealings. Never say
anything that you don’t believe or cannot support.”
William Cleverley, Ph.D.
Professor Emeritus, Ohio State University
Chairman and Founder
Cleverley & Associates
“Thriving in the Healthcare Market offers real solutions and
innovative approaches to dealing with our country’s complex
and often-confusing healthcare market. The book promises to
be a helpful and important addition to healthcare thinking.”
Nancy Desmond
Co-founder and Former CEO of the
Center for Health Transformation
“I often cringe at the lack of financial analysis and credible
forecasting I see in many companies’ presentations. The ROI
discussion in Thriving in the Healthcare Market nails it! Any
entrepreneur can use it to produce projections that will stand
up to scrutiny and demonstrate value to both investors and
customers.”
Jason Rupp
Executive Director
Southeastern Medical Device Association
“Glenn’s expansive knowledge and in-depth industry experi-
ence is evident in “Thriving in the Healthcare Market.” Add
that to a clever writing style interwoven with anecdotes and
analogies, and it makes the reading fun and educational.
Hockey great Wayne Gretzky said “You miss 100% of the shots
you don’t take,” and Glenn scored on this one. A book sure to
be shared by many a salesperson and industry leader. GOAL!!!”
Robert Budman, MD
MBA CDI-P, Board Certified ABFM and
ABPM Informatics
CMIO Nuance Healthcare and former
CMIO Piedmont Healthcare
“One of the best ideas for a book I’ve heard in a long time. It
should be required reading for all vendors. Reading this book
would be one of the smartest things a healthcare salesperson
could do for their career.”
O.J. Booker
Healthcare Consultant and Hospital CEO
“Glenn delivers a well-organized narrative that demystifes the
many complexities and hidden pitfalls preventing entrepreneurs
from fnding success today. This is a must-read for any investor,
entrepreneur or technologist inspired to disrupt healthcare!”
Michael A. Levy
CEO and Co-Founder, Bluedoor Health
Co-Founder Digital Health Institute for Transformation
“The reader will know Glenn Pearson has ‘been there and
seen that.’”
William Moore
Retired Hospital CEO
President, Moore Business Groups, LLC
“This would be a great book for anyone preparing for a career
as a healthcare executive.”
Jeffrey Whitton, FACHE
Senior Director, Physician Practices
LifePoint Health
“This is wonderful. I got a good chuckle out of his scenarios.
This will be so helpful for those trying to ‘sell us.’ We see right
through all these ROI pledges from vendors. They make us
not trust the salesperson.”
Cathy H. Dougherty, FHFMA
Vice President, Revenue Cycle Management
Gwinnett Health System
“Pearson applies his high level of intellect to this book, yet he
presents his material in a way that is easy to digest.”
Jerry Fulks, FACHE
Retired President
WellStar West Georgia Medical Center
“Glenn Pearson’s explanation of how the healthcare system is
funded goes a long way towards helping the reader understand
the complexities of both the current environment and legislative
proposals being foated.”
Russ Lipari
Founder and CEO
Health Connect South
“The chapter on approaches for reforming the healthcare system
is a real highlight. I love the concepts he presents. Great ideas!”
Lance B. Duke, LFACHE
Healthcare Executive
“Glenn Pearson is like a one-man think tank.”
Joel Pieper
Atlanta Offce Managing Partner
Womble Bond Dickson law frm
“Great book!”
Kathy Reep, MBA
Vice President, Financial Services
Florida Hospital Association
Thriving in the
Healthcare Market
Strategies from an Industry-Insider
for Selling Your Product
Thriving in the
Healthcare Market
Strategies from an Industry-Insider
for Selling Your Product
Glenn E. Pearson, FACHE
CRC Press
Taylor & Francis Group
6000 Broken Sound Parkway NW, Suite 300
Boca Raton, FL 33487-2742
© 2020 by Glenn E. Pearson, FACHE
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To all the wonderful professional colleagues I’ve
been blessed to work with over the years
