A recent Computerworld article covered a study done by the Harvard Medical School about the value of computerization in US hospitals. The article led with the headline: “Computers don’t save hospitals money”. This is not good news if you’re a seller of Information Technology solutions.
First tip: Be prepared1. You can expect to hear about this, certainly if you are selling in the health industry, but generally if you are selling the value of Information Technology to people who either have trouble believing in the value of IT, or for whom it is disadvantageous to admit it (for example, buyers in procurement roles). The article will be used in attempts to undermine your value arguments, and thereby reduce your prices. Read more