Minimize the risk of entering new markets: A 3-step process

The nature of the medical technology industry – where products are launched…


Why it's hard to sell the best medical products – and what you can do about it

In a recent meeting, some of my customers described their frustration with…


Teams—Not Tools—Communicate Value

It has been a few months since my presentation in Brussels for the Commercial…


Making the Shift from Product Supplier to Business Partner

Reimbursement is not an easy topic for either companies or providers. Behind…