Joe Atzenbeck, MHA

Do You Know the Secret to Crushing Your Med Device Quota at the VA? FYI… it has NOTHING to do with pricing. Most med device companies think what works at their other “regular” or “civilian” accounts will work at the VA…it won’t. So, what’s the key? It’s all about delivering value to the patient and provider. If you can’t prove your product improves patient outcomes or makes life easier for VA providers, you’re already losing. Most reps think they’re doing everything right—pitching their product, emphasizing features, and offering competitive pricing. But they’re missing the one thing VA providers really care about: how does your solution make their job easier and their patients better? If you want to thrive at the VA, stop pitching and start listening. Ask yourself: How does my product solve a real problem? How does it improve the patient or provider experience? In fact, ask yourself what would Mark Copeland and Matthew Ray Scott and then do that! (if you're not following them both, then you probably hate making money) Present on value, and do it in a non-status quo way. So, are you going to keep pushing price and features then wonder why sales aren't improving? Or are you ready to thrive and try something different at the VA? The VA is going to buy from someone, give them a value-based reason to buy from you!

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I recently underwent the Military Medical Commission (MMC) process, and noticed the inefficiency. With the new mobilization law about to take effect, there's real concern about whether the medical system can handle the surge of new recruits. Having seen the process firsthand, I'm skeptical. The system feels stuck in the past. Perhaps it's because I'm used to private clinics where efficiency is crucial for business. In public institutions, it's like the old Soviet system still prevails. Given that the medical community might read this, here are some key observations and suggestions for improvement: Blood Tests: Why do I have to give blood in three different rooms with separate queues for the same test? This system creates confusion and delays. Consumables. The staff uses consumables at almost every stage – containers, blood collection systems, test kits, swabs, bandages, etc. Everything costs money. As someone who knows about it, I looked for efficiencies and where it's not. It seems like they're not being very efficient with their budget. For example, using syringes and open test tubes for blood draws in the 21st century seems barbaric! There are also cheaper, faster, and more reliable tools (like an analyzer and reagents) to test for HIV and virus hepatitis than the quick tests they use. On the other hand, they don't even have basic supplies like paper towels for after an ECG or band-aids for after blood draws. Roadmaps: The lack of organization and the many redundant steps create long lines and confusion. Other government agencies have figured this out—why not MMC? Record-Keeping: Everything, absolutely everything, is done on paper. Mountains of paper at every stage – referrals, cards, exam sheets, test results. In each office, they rewrite your basic information by hand in a paper journal. This creates a huge amount of unnecessary work for the staff and wastes everyone's time. Out of all the offices I visited, only the surgeon had a computer – and he was using it to browse Facebook 😉 This is a systemic problem, and there's still time to address it before the new mobilization law takes effect. Healthcare facilities conducting MMC exams must take a close look at their processes and make changes to handle the expected surge in recruits. Efficiency, modern tools, and better organization can make all the difference. Despite the challenging conditions and low pay, the medical staff is remarkably positive and friendly. Their attitude is the only bright spot in the process. I know, that the international medical community is not faced with such challenges for the system as Ukraine. However, I hope, that good clinical practices of internal patient management processes should be implemented in Ukraine.

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Congress’s passage of a continuing resolution (CR) through December avoids an immediate government shutdown but introduces another round of funding uncertainty for defense agencies. This short-term extension keeps vital programs afloat but poses significant challenges for defense contractors needing stable, predictable funding to advance key projects, including modernization, munitions, and new systems. CRG’s SME-Based Opportunities, Interim Advice & Differentiators: Opp - Defense Program Continuity & Risk Mitigation: As the CR only extends funding until December, agencies and contractors must plan for potential disruptions and delayed funding for critical projects. -         Advice: Proactively engage with government clients to ensure your ongoing projects have contingency plans in place. Maintain a flexible staffing model to manage workload fluctuations due to funding uncertainties. -         Differentiator: Companies that demonstrate resilience and adaptability during funding gaps will be trusted partners. CRG provides expert guidance on navigating the complexities of short-term funding, ensuring program continuity. Opp - Strategic Communication & Proposal Preparation: With potential funding cuts looming in FY 2025, contractors need to effectively communicate their value and impact on national security to secure their share of limited funds. -         Advice: Develop concise, high-impact proposals that emphasize cost efficiency, ROI, and mission-critical capabilities. Utilize SME insights to highlight how your solutions align with urgent defense priorities. -         Differentiator: CRG's proposal management expertise ensures your submissions resonate with decision-makers, maximizing your chances of winning critical contracts amidst tightening budgets. Opp - Modernization & Readiness Support: The CR’s impact on modernization programs like the B-21 bomber and Columbia-class submarine calls for innovative solutions to keep projects on track. -         Advice: Offer modular, scalable technology and support services that can adapt to shifting timelines and budgets. Focus on enhancing existing capabilities to maintain readiness and operational efficiency. -         Differentiator: CRG connects you with defense stakeholders to align your solutions with modernization goals, ensuring that you remain a vital part of the evolving defense landscape. Contact CRG today to navigate funding uncertainties and keep your defense projects moving forward! 👉 crgroupinc.com | [email protected] #CRG #DefenseFunding #ContinuingResolution #NationalSecurity #Congress #DefenseModernization #MilitaryContracts #DefenseIndustry #DoD #DefenseContractors #GovCon #FY2024 #FY2025 #FederalSpending #FederalBudget

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TAKE HOME MESSAGES ON THE DHA AND MHS-DR. MALANOSKI 1. **Transformation of Military Healthcare**:    The episode delves into the evolution of the Military Health System, highlighting the significant changes since the establishment of the Defense Health Agency (DHA) in 2013. It emphasizes the strategic efforts to stabilize and modernize the system in response to evolving challenges. 2. **Financial and Operational Challenges**:    The discussion reveals how financial adversities, such as those introduced by the COVID-19 pandemic and inflation, have necessitated a paradigm shift in managing and funding military healthcare. Leaders have had to craft innovative strategies to navigate these fiscal challenges to ensure the continued provision of high-quality care. 3. **Patient-Centric Healthcare Model**:    A major focus of the DHA's modernization efforts is the transition towards a patient-centric, value-based healthcare model. This approach aims to improve clinical outcomes and patient experience by leveraging data and emphasizing the quality of care without compromising efficiency. 4. **Workforce Stabilization**:    The episode highlights the critical issue of workforce stabilization within the Military Health System. Strategies are being implemented to address the reduction of medical billets and the competitive hiring landscape, aiming to maintain a robust and stable workforce essential for military readiness and healthcare delivery. 5. **Leadership and Cultural Shifts**:    The conversation addresses the leadership challenges and cultural shifts within the DHA and the broader Military Health System. The episode underscores the importance of patience and resilience as the system undergoes transformation, with a focus on aligning resources with mission requirements and fostering a culture of respect and collaboration. HOW TO LISTEN AND WATCH The episode featuring Dr. Malanoski is available on all major podcast platforms.  Here are some popular links that will bring you directly to the episode: Apple: https://apple.co/4cJJhJW Spotify: https://spoti.fi/4czJQ9S Check out the full episode on our YouTube channel- https://lnkd.in/g2xJWpmu #MedicalWorkforce #HealthcareChallenges #HealthSystemModernization #MilitaryHealthSystem

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#exoskeletons and Soldiers ➡ One of the most recent and most published DoD #exoskeleton projects was the Army Futures Command effort - "Pathfinder" - a bottom-up study, collaboration and evaluation of potential solutions for the 101st Airborne Division out of Ft. Campbell and Vanderbilt University. 📌 The #biomechanics study provided the opportunity to observe Soldiers while conducting operations of high intensity and known to increase the risk for MSD. 👉🏼 The project was a successful proof-of-principle (following the open source literature) on the collaboration between the AFC/DEVCOM lab system and ARL Soldier Center, Vanderbilt University and the 101st R&D group. It also allowed for updating the design of a commercial-off-the-shelf product to suit [a particular] user needs. Some of the assumptions included that the results from the study are a) conclusive and b) apply broadly accross the DoD. The Vanderbilt team spent 12 months with a limited number of Soldiers in a specific unit of operation, learning, gathering insight, information and mutually beneficial data. Eye opening to say the least for all the players involved, particularly for students and academics with limited knowledge on the rigors of military work and service. Fascinating for the military supporting an Army funded effort and the opportunity to work with a prestigious academic institution! 😁 One of the valuable lessons learned is that there is definitely "a" need for DoD adoption and use of #wearables #exosuits and it left a door wide open to understand that one small group is not representative of the risks of military service/users and one product can't satisfy the needs of all. 🤝 Leaving the door open for further investigation, analysis, technology vetting and DoD consideration of which products and under what conditions (cost, usability, operational value, etc.). ⁉ Want to learn more about how many different jobs could be exobeneficiaries? This video is a snapshot of another much larger community representing 167 different types of operators that come together for mission (s). Leaving us feeling that definitely "one size will not fit most or all". Also refer to Borislav Marinov thoughts on soldiers challenging work. And this is ONE COMMAND of several. Can you imagine? Thus, as needing of assistance as the 101st is, they can't represent THE ARMY in general. 🌭 And this is just the U.S.A - each country evaluating #biomechanics, #ergonomics #softsuits and exoskeletons have their own focus, priorities and deployment strategies. For a reason. Our servicemembers could benefit from exos. Which one (s) will it be? The story is still to be written! (The views herein expressed are meant only as the authors thoughts and not those of DoD, or hard academic data but many different sources) William Billotte Matthew Dickinson Galder Arego Isoird Carlos Fernandez Isoird Amir Jafari Nora Nimmerichter Matthew Marino Zachary Coulson Ergonauts Performance Technologies

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