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My wife swears by Duke's mayonnaise. She will not buy any
other brand. This is a southern thing for those of you not
from the southern U.S. I can't even say whether it's sold in
the northeast or northwest, but in Georgia a southern woman has
Duke's mayo in the pantry and fridge. She's used to it, she
likes it, and she thinks she needs it.
In hospital settings, healthcare IT vendor relationships are the
same. Hospital leaders, whether clinical, technical,
financial, or in HR, all like working with vendors they're used
to. It's hard to break through to them, as a result.
They look at you and they assess you like you're a jar of Kraft
mayo trying to elbow your way onto the shelf where the Duke's mayo
This is partially a good thing. People are naturally drawn
to relationships, particularly those that are mutually
beneficial. So loyalty makes pretty good sense. However
sometimes that relationship needs another look, or a new
perspective. Maybe it's not a case of swapping out that
Duke's mayo, but instead finding ways to complement it.
Case in point: Duke's has radio ads here in Atlanta now
about how adding it to chocolate cake batter will give you the best
chocolate cake ever. I don't know that this is true but I
believe it based on my long-term experience, and if you want to
check out the recipe,here it
is. Be forewarned, there is quite a bit of Duke's mayo in
that cake, which I'm guessing replaces eggs, since the recipe calls
for none. Non-mayo lovers are cringing at the thought of
Hospitals don't hire like large companies with substantial IT
divisions, even when they need IT resources. They approach it
very differently, and not as logically frankly as those large
companies would. For example, Home Depot would readily
identify the temporary need for a dozen project managers and then
just go bring them in for 4 months each. They do it often as
a matter of fact. But it's a rare thing for a hospital to
look at medium-sized teams to complement their existing staff, and
as a result they could learn a bit from large companies who know
how to use temporary resources to great advantage.
You can knock holes in this statement, of course. There
are progressive hospitals who do think this way, but the vast
majority fail to look at the cost of not having
enough resources when doing a cost-benefit analysis. The
impending bottom line takes precedence over a little broader
perspective. Maybe they need the Duke's mayo team to come in
and rethink the norm just a bit.
And maybe that Duke's mayo makes a great cake. I can tell
you this: I wouldn't bet against it. I'm going to ask my wife
who loves to bake to let us know, so stay tuned.