Selling Healthcare

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Selling Healthcare

Author : Gary Polsky
Publisher : Que Publishing
ISBN 13 : 013343544X
Total Pages : 170 pages
Book Rating : 4.1/5 (334 download)

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Book Synopsis Selling Healthcare by : Gary Polsky

Download or read book Selling Healthcare written by Gary Polsky and published by Que Publishing. This book was released on 2013-06-12 with total page 170 pages. Available in PDF, EPUB and Kindle. Book excerpt: 800x600 Build the Healthcare Sales Relationships That Power Enduring Success Healthcare salespeople have immense opportunities. But enduring success demands more than training and great products. You need High-Return Relationships: pre-qualified connections elevated by genuine shared passions and a long-term outlook. Selling Healthcare will help you build those relationships. It leverages decades of experience in healthcare sales and management, and it’s packed with insights from healthcare sales pros—in pharmaceuticals, medical devices, hospice, home health, and beyond. Whether you sell to hospital executives, doctors, office staffs, nursing home directors, or anyone in healthcare, these techniques work. They create genuine loyalty, real trust, and phenomenal growth! Leverage these core traits: Laser focus A sense of urgency An agendaless presence Excellence in communication and research Master these 5 strategies: 1. Project a magnetic presence that inspires interpersonal connections 2. Light the spark of rapport to stimulate the heartbeat of the High-Return Relationship 3. Listen to understand by putting your selfish agenda aside 4. Show appreciation, admiration, and respect to connect with your customer’s heart and head 5. Create Relationship Development plans that script the unfolding of your High-Return Relationships

Healthcare Value Selling

Author : Christopher D. Provines
Publisher :
ISBN 13 : 9780991048601
Total Pages : 232 pages
Book Rating : 4.0/5 (486 download)

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Book Synopsis Healthcare Value Selling by : Christopher D. Provines

Download or read book Healthcare Value Selling written by Christopher D. Provines and published by . This book was released on 2014-03-14 with total page 232 pages. Available in PDF, EPUB and Kindle. Book excerpt: Salespeople and commercial leaders face a significant challenge and big opportunity. Purchasing in healthcare is undergoing a fundamental shift. Buying decisions, once driven by individual clinicians, are increasingly being made by data-driven committees, cost-driven administrators, and sophisticated buyers. The hospital supply chain and purchasing organization is growing into a powerful force, and is deploying sourcing tactics to gain unprecedented discounts and bring clearer transparency to value. Selling in this new healthcare market in the same old way is a recipe for price erosion, declining margins, frustrated salespeople, and dissatisfied customers. Based on extensive experience and research, this is a practical guide that provides salespeople and commercial teams with the insights to approach economic buyers with renewed confidence. It provides proven strategies and tools to educate customers, sell your value, and defend your value against tough buyers. This book will prove to be an invaluable source of ideas, strategies and tools for healthcare sales professionals, marketing teams, and executives responsible for leading winning commercial organizations.

Selling Immunity Self, Culture and Economy in Healthcare and Medicine

Author : Mark Davis
Publisher : Routledge
ISBN 13 : 1000542130
Total Pages : 157 pages
Book Rating : 4.0/5 (5 download)

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Book Synopsis Selling Immunity Self, Culture and Economy in Healthcare and Medicine by : Mark Davis

Download or read book Selling Immunity Self, Culture and Economy in Healthcare and Medicine written by Mark Davis and published by Routledge. This book was released on 2022-02-28 with total page 157 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling Immunity Self, Culture and Economy in Healthcare and Medicine provides a groundbreaking study of the ways in which immunity shapes life. Through its up-to-date discussion of immunity cultures, alongside detailed real-world examples, the book demonstrates how immunity is enmeshed in concepts of possessive individualism, self-defence and health consumerism. The book explores the rich metaphorical powers of immunity and the life narratives it inspires with reference to the talk of scientists, immunology texts and popular science magazines. The author provides a detailed overview of the ways in which digital media can shape the immune self with reference to cultural and social theories, providing insight into how immunitary knowledge and products are consumed and the benefits and drawbacks this has for healthcare. The book considers the significance of immunity for individuals navigating the threats to health that arise with pandemics and superbugs, with a keen look into how these ideas surface in everyday life across the globe. Finally, the book also discusses economic bases of healthcare technologies bent towards the protection and restoration of immunity. This book is essential reading for professionals within the fields of psychology, sociology, biomedical science, healthcare and other related disciplines. A broader audience will appreciate the book’s attention on the ways immunity is understood to be a personal possession, an object of life craft, and the basis for healthcare consumerism.

Selling to Hospitals and Healthcare Organizations

Author : Thomas J. Williams
Publisher : Createspace Independent Publishing Platform
ISBN 13 : 9781533238375
Total Pages : 296 pages
Book Rating : 4.2/5 (383 download)

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Book Synopsis Selling to Hospitals and Healthcare Organizations by : Thomas J. Williams

Download or read book Selling to Hospitals and Healthcare Organizations written by Thomas J. Williams and published by Createspace Independent Publishing Platform. This book was released on 2016-05-31 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: This Glossary is designed as an easy-to-use reference. In Part 1 users will find Business and Clinical words that are commonly used within medicine, insurance, finance, supply chain and clinical research defined within the context of the hospital and their related entities. Also included is a detailed listing of medical specialties. Part 2 contains a Healthcare Personnel Glossary that describes the most common titles of hospital personnel along with a brief overview of their job. It is not an all-inclusive healthcare personnel dictionary because titles, roles and responsibilities often differ between hospitals of various sizes and within healthcare systems. In addition, there are differences in titles between community hospitals and teaching hospitals. The latter includes teaching titles and research titles which we deliberately did not add to this missive. Instead, we have provided the most common listing of job titles of personnel working within hospitals and associated healthcare entities. Because physician practices are being purchased by hospitals we did include those. There are Four Appendices to assist the reader. Appendix 1 describes the most frequently used Acronyms and Medical Industry Abbreviations. Appendix 2 provides a short list of Anatomical Terms. Appendix 3 lists several Healthcare Agencies and Organizations that sellers may encounter in their discussions with healthcare personnel. Appendix 4 is a brief list of Prescription Terms.

Licensing, Selling and Finance in the Pharmaceutical and Healthcare Industries

Author : Martin Austin
Publisher : Routledge
ISBN 13 : 1317105311
Total Pages : 191 pages
Book Rating : 4.3/5 (171 download)

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Book Synopsis Licensing, Selling and Finance in the Pharmaceutical and Healthcare Industries by : Martin Austin

Download or read book Licensing, Selling and Finance in the Pharmaceutical and Healthcare Industries written by Martin Austin and published by Routledge. This book was released on 2016-05-06 with total page 191 pages. Available in PDF, EPUB and Kindle. Book excerpt: Licensing, Selling and Finance in the Pharmaceutical and Healthcare Industries is an assessment of the turbulent state of pharmaceutical and biotechnology markets as we enter the second decade of the 21st Century. At the same time, the book offers a cautionary evaluation of the future financing of innovation in terms of what's gone wrong and how to succeed in the future. Martin Austin explores the challenge that the pharmaceutical (and related) industries face in terms of balancing short term, cost containment and expenditure control in areas such as internal research and development; whilst embracing in-licensing and the acquisition of innovative therapies to counteract their impending portfolio weaknesses in the mid to longer term. The first part of the book provides an engaging and convincing perspective on the context in which the industry currently finds itself; the second part is a pragmatic guide to commercialising your intellectual property; including how to recognise and value what you have as well as the new ways of working that you will need to adopt when negotiating, collaborating and contracting in partnership and alliance with others. Commentators have described in great detail the cocktail of commercial, clinical and social issues that threaten to overwhelm the pharmaceutical industry; Martin Austin's book offers a very distinctive perspective on these issues and their solution.

Selling Healthcare

Author : Gary W. Polsky
Publisher :
ISBN 13 : 9780133435450
Total Pages : pages
Book Rating : 4.4/5 (354 download)

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Book Synopsis Selling Healthcare by : Gary W. Polsky

Download or read book Selling Healthcare written by Gary W. Polsky and published by . This book was released on 2013 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

Healthcare Value Selling

Author : Christopher D. Provines
Publisher :
ISBN 13 : 9780991048649
Total Pages : 232 pages
Book Rating : 4.0/5 (486 download)

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Book Synopsis Healthcare Value Selling by : Christopher D. Provines

Download or read book Healthcare Value Selling written by Christopher D. Provines and published by . This book was released on 2014-04-30 with total page 232 pages. Available in PDF, EPUB and Kindle. Book excerpt: Salespeople and commercial leaders face a significant challenge and big opportunity. Purchasing in healthcare is undergoing a fundamental shift. Buying decisions, once driven by individual clinicians, are increasingly being made by data-driven committees, cost-driven administrators, and sophisticated buyers. The hospital supply chain and purchasing organization is growing into a powerful force, and is deploying sourcing tactics to gain unprecedented discounts and bring clearer transparency to value. Selling in this new healthcare market in the same old way is a recipe for price erosion, declining margins, frustrated salespeople, and dissatisfied customers. Based on extensive experience and research, this is a practical guide that provides salespeople and commercial teams with the insights to approach economic buyers with renewed confidence. It provides proven strategies and tools to educate customers, sell your value, and defend your value against tough buyers. Understand the ten drivers of change in the new healthcare market Learn how the buyer views your sales bag and the sourcing strategies buyers use to extract value Navigate buying committees and learn to leverage your three elements of value - clinical, economic, and emotional Quantify your value and connect it to the customers' business and reimbursement model Adapt your offering and use negotiation trades to satisfy different buyers and defend your value Learn the clues to identify the four hospital buying behavior segments and how to customize your tactics to each Align your value selling to the six stages of customers' buying process Learn twelve common buyer games and how to defend your value against each This book will prove to be an invaluable source of ideas, strategies and tools for healthcare sales professionals, marketing teams, and executives responsible for leading winning commercial organizations.

The Price We Pay

Author : Marty Makary
Publisher : Bloomsbury Publishing USA
ISBN 13 : 1635574129
Total Pages : 305 pages
Book Rating : 4.6/5 (355 download)

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Book Synopsis The Price We Pay by : Marty Makary

Download or read book The Price We Pay written by Marty Makary and published by Bloomsbury Publishing USA. This book was released on 2019-09-10 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: New York Times bestseller Business Book of the Year--Association of Business Journalists From the New York Times bestselling author comes an eye-opening, urgent look at America's broken health care system--and the people who are saving it--now with a new Afterword by the author. "A must-read for every American." --Steve Forbes, editor-in-chief, FORBES One in five Americans now has medical debt in collections and rising health care costs today threaten every small business in America. Dr. Makary, one of the nation's leading health care experts, travels across America and details why health care has become a bubble. Drawing from on-the-ground stories, his research, and his own experience, The Price We Pay paints a vivid picture of the business of medicine and its elusive money games in need of a serious shake-up. Dr. Makary shows how so much of health care spending goes to things that have nothing to do with health and what you can do about it. Dr. Makary challenges the medical establishment to remember medicine's noble heritage of caring for people when they are vulnerable. The Price We Pay offers a road map for everyday Americans and business leaders to get a better deal on their health care, and profiles the disruptors who are innovating medical care. The movement to restore medicine to its mission, Makary argues, is alive and well--a mission that can rebuild the public trust and save our country from the crushing cost of health care.

Selling Our Souls

Author : Adam Dalton Reich
Publisher : Princeton University Press
ISBN 13 : 0691173583
Total Pages : 243 pages
Book Rating : 4.6/5 (911 download)

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Book Synopsis Selling Our Souls by : Adam Dalton Reich

Download or read book Selling Our Souls written by Adam Dalton Reich and published by Princeton University Press. This book was released on 2016-11-08 with total page 243 pages. Available in PDF, EPUB and Kindle. Book excerpt: Health care costs make up nearly a fifth of U.S. gross domestic product, but health care is a peculiar thing to buy and sell. Both a scarce resource and a basic need, it involves physical and emotional vulnerability and at the same time it operates as big business. Patients have little choice but to trust those who provide them care, but even those providers confront a great deal of medical uncertainty about the services they offer. Selling Our Souls looks at the contradictions inherent in one particular health care market—hospital care. Based on extensive interviews and observations across the three hospitals of one California city, the book explores the tensions embedded in the market for hospital care, how different hospitals manage these tensions, the historical trajectories driving disparities in contemporary hospital practice, and the perils and possibilities of various models of care. As Adam Reich shows, the book's three featured hospitals could not be more different in background or contemporary practice. PubliCare was founded in the late nineteenth century as an almshouse in order to address the needs of the destitute. HolyCare was founded by an order of nuns in the mid-twentieth century, offering spiritual comfort to the paying patient. And GroupCare was founded in the late twentieth century to rationalize and economize care for middle-class patients and their employers. Reich explains how these legacies play out today in terms of the hospitals' different responses to similar market pressures, and the varieties of care that result. Selling Our Souls is an in-depth investigation into how hospital organizations and the people who work in them make sense of and respond to the modern health care market.

Selling Sickness

Author : Ray Moynihan
Publisher : Greystone Books
ISBN 13 : 1926706684
Total Pages : 171 pages
Book Rating : 4.9/5 (267 download)

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Book Synopsis Selling Sickness by : Ray Moynihan

Download or read book Selling Sickness written by Ray Moynihan and published by Greystone Books. This book was released on 2008-09-01 with total page 171 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this hard-hitting indictment of the pharmaceutical industry, Ray Moynihan and Allan Cassels show how drug companies are systematically using their dominating influence in the world of medical science, drug companies are working to widen the very boundaries that define illness. Mild problems are redefined as serious illness, and common complaints are labeled as medical conditions requiring drug treatments. Runny noses are now allergic rhinitis, PMS has become a psychiatric disorder, and hyperactive children have ADD. Selling Sickness reveals how expanding the boundaries of illness and lowering the threshold for treatments is creating millions of new patients and billions in new profits, in turn threatening to bankrupt national healthcare systems all over the world. This Canadian edition includes an introduction placing the issue in a Canadian context and describing why Canadians should be concerned about the problem.

Thriving in the Healthcare Market

Author : Glenn E. Pearson
Publisher : CRC Press
ISBN 13 : 0429595107
Total Pages : 308 pages
Book Rating : 4.4/5 (295 download)

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Book Synopsis Thriving in the Healthcare Market by : Glenn E. Pearson

Download or read book Thriving in the Healthcare Market written by Glenn E. Pearson and published by CRC Press. This book was released on 2019-09-04 with total page 308 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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. At 18% of GDP, healthcare represents a hugely attractive market for suppliers and vendors. Any sector this enormous requires support from dozens of entities: legal services organizations, design and construction companies, pharmaceutical suppliers, utilities companies, information technology vendors, food services suppliers, consulting firms, medical equipment manufacturers, and many others. Although many of the standard business dynamics apply to healthcare, numerous quirks make this field unlike any other. Every company offering products to hospitals, physicians or any other healthcare organization will greatly benefit from understanding the industry’s "psychological climate." Just having a great product or service does not guarantee market success. The seller must know how to position its products and demonstrate genuine value. Industry outsiders selling to healthcare often get sidelined if they don’t know the sector’s unique communication protocols, clinical requirements, financial dynamics, and operating procedures. Even seasoned veterans sometimes stumble over an unexpected speedbump. This book identifies 84 pitfalls vendors often encounter and provides nearly 200 specific, immediate, and actionable recommendations for minimizing them or even avoiding them altogether. Although this advice will help anyone selling to healthcare organizations, it is especially relevant for companies introducing emerging, disruptive, and transformational technologies.

Selling to the Pain

Author : Tom R. Mcdougal, Jr.
Publisher : Createspace Independent Publishing Platform
ISBN 13 : 9781533378415
Total Pages : 210 pages
Book Rating : 4.3/5 (784 download)

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Book Synopsis Selling to the Pain by : Tom R. Mcdougal, Jr.

Download or read book Selling to the Pain written by Tom R. Mcdougal, Jr. and published by Createspace Independent Publishing Platform. This book was released on 2016-08-08 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling to the Pain: Closing More Deals in Healthcare Sales (2016) is a revolutionary strategic methodology to improve sales efficiency and close rates. The pain a potential customer is experiencing is the result of a lack of performance in financial, quality, or satisfaction key metrics. To be successful, you must diagnose the pain, communicate your solution effectively, and close the deal. During the past two decades, the culture of decision making has changed but many companies have not pivoted their sales strategy to be effective long term. Competition is fierce. Selling to the Pain is proven to create a competitive advantage to drive results in what matters - efficiently closing more deals. Author and CEO of Gylen Castle, Dr. Tom McDougal, accepted his first hospital CEO position at age 27 and led five different hospitals over the following 17 years. Now a serial healthcare entrepreneur, Dr. McDougal provides deep insights from his unique perspective of both a decision maker and a sales professional. Selling to the Pain includes three critical components to sales strategy success: Understanding the decision process and the factors that affect decisions as explained in The Decision Table(c); Developing a Value Proposition Message to identify the pain a customer is feeling and communicate an actionable solution; and Applying Accountability Sales(c) to hold the decision maker accountable to help you close the deal. Through Dr. McDougal's insights and advisement of the Gylen Castle strategy, you can achieve an advantage over your competition by capturing the decision maker's attention and improving efficiency to close more deals. While Selling to the Pain is developed from experiences in healthcare, the strategies are often applied to other industries that have long sales cycles, centralized decision making, and strong administrative leadership. Dr. McDougal has your prescription to Sell to the Pain. Gylen Castle, LLC is a Birmingham, Alabama based boutique advisory firm serving a national client base. Clients of Gylen Castle vary widely in size from start up firms to companies that sell billions of dollars of services or products to their clients each year. Gylen Castle is recognized as the premier healthcare sales strategy advisement firm. To learn more about how Gylen Castle can transform your sales strategy, visit GylenCastle.com."

How to Sell Health Insurance Fast

Author : Trilok Pattnaik
Publisher : Notion Press
ISBN 13 :
Total Pages : 101 pages
Book Rating : 4.8/5 (918 download)

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Book Synopsis How to Sell Health Insurance Fast by : Trilok Pattnaik

Download or read book How to Sell Health Insurance Fast written by Trilok Pattnaik and published by Notion Press. This book was released on 2023-11-15 with total page 101 pages. Available in PDF, EPUB and Kindle. Book excerpt: ‘How To Sell Health Insurance Fast’ is the book which gives you insights about twenty one things you must know before you start selling health insurance. Previously, when a person joined as a health insurance adviser/broker to any company, no reference book was available to know how to START selling health insurance. This is the first book that helps you as your guide and open many ways to learn about your profession and grow your career. Without knowing about the concepts, company or products you cannot be successful in your career. All health insurance advisers can refer to this book for their personal and professional growth. This is the book that you will read again and again as all contents are helpful for a beginner and also for people who are working since many years in this sector.

For-Profit Enterprise in Health Care

Author : Institute of Medicine
Publisher : National Academies Press
ISBN 13 : 0309036437
Total Pages : 580 pages
Book Rating : 4.3/5 (9 download)

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Book Synopsis For-Profit Enterprise in Health Care by : Institute of Medicine

Download or read book For-Profit Enterprise in Health Care written by Institute of Medicine and published by National Academies Press. This book was released on 1986-01-01 with total page 580 pages. Available in PDF, EPUB and Kindle. Book excerpt: "[This book is] the most authoritative assessment of the advantages and disadvantages of recent trends toward the commercialization of health care," says Robert Pear of The New York Times. This major study by the Institute of Medicine examines virtually all aspects of for-profit health care in the United States, including the quality and availability of health care, the cost of medical care, access to financial capital, implications for education and research, and the fiduciary role of the physician. In addition to the report, the book contains 15 papers by experts in the field of for-profit health care covering a broad range of topicsâ€"from trends in the growth of major investor-owned hospital companies to the ethical issues in for-profit health care. "The report makes a lasting contribution to the health policy literature." â€"Journal of Health Politics, Policy and Law.

Buying, Selling & Merging a Medical Practice

Author : Kenneth Hekman
Publisher : Lulu.com
ISBN 13 : 061517227X
Total Pages : 216 pages
Book Rating : 4.6/5 (151 download)

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Book Synopsis Buying, Selling & Merging a Medical Practice by : Kenneth Hekman

Download or read book Buying, Selling & Merging a Medical Practice written by Kenneth Hekman and published by Lulu.com. This book was released on 2008-02 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: Physicians and other medical professionals today must acquire far more business knowledge than they did even a generation ago. Whether you are directly involved in a medical practice acquisition, sale or merger, or you are a consultant or hospital executive needing to know more about the acquisition process, you must understand how to arrive at a fair valuation, negotiate a sales price and complete a successful deal. To gain this knowledge, you need a comprehensive reference book that explains situations, provides helpful case studies and answers your questions. In Buying, Selling & Merging a Medical Practice, successful medical management consultant Kenneth Hekman has compiled an all encompassing sourcebook that contains the explanation, techniques and proficiencies necessary to send you to the negotiating table well-equipped to complete a successful deal. Hekman covers the entire subject of buying, selling and merging medical practices by presenting its component parts in clear, concise language.

Our Bodies, Our Data

Author : Adam Tanner
Publisher : Beacon Press
ISBN 13 : 0807033359
Total Pages : 226 pages
Book Rating : 4.8/5 (7 download)

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Book Synopsis Our Bodies, Our Data by : Adam Tanner

Download or read book Our Bodies, Our Data written by Adam Tanner and published by Beacon Press. This book was released on 2017-01-10 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: How the hidden trade in our sensitive medical information became a multibillion-dollar business, but has done little to improve our health-care outcomes Hidden to consumers, patient medical data has become a multibillion-dollar worldwide trade industry between our health-care providers, drug companies, and a complex web of middlemen. This great medical-data bazaar sells copies of the prescription you recently filled, your hospital records, insurance claims, blood-test results, and more, stripped of your name but possibly with identifiers such as year of birth, gender, and doctor. As computing grows ever more sophisticated, patient dossiers become increasingly vulnerable to reidentification and the possibility of being targeted by identity thieves or hackers. Paradoxically, comprehensive electronic files for patient treatment—the reason medical data exists in the first place—remain an elusive goal. Even today, patients or their doctors rarely have easy access to comprehensive records that could improve care. In the evolution of medical data, the instinct for profit has outstripped patient needs. This book tells the human, behind-the-scenes story of how such a system evolved internationally. It begins with New York advertising man Ludwig Wolfgang Frohlich, who founded IMS Health, the world’s dominant health-data miner, in the 1950s. IMS Health now gathers patient medical data from more than 45 billion transactions annually from 780,000 data feeds in more than 100 countries. Our Bodies, Our Data uncovers some of Frohlich’s hidden past and follows the story of what happened in the following decades. This is both a story about medicine and medical practice, and about big business and maximizing profits, and the places these meet, places most patients would like to believe are off-limits. Our Bodies, Our Data seeks to spark debate on how we can best balance the promise big data offers to advance medicine and improve lives while preserving the rights and interests of every patient. We, the public, deserve a say in this discussion. After all, it’s our data.

Spilt Milk

Author : Chico Buarque
Publisher : Open Road + Grove/Atlantic
ISBN 13 : 0802194850
Total Pages : 124 pages
Book Rating : 4.8/5 (21 download)

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Book Synopsis Spilt Milk by : Chico Buarque

Download or read book Spilt Milk written by Chico Buarque and published by Open Road + Grove/Atlantic. This book was released on 2012-12-04 with total page 124 pages. Available in PDF, EPUB and Kindle. Book excerpt: The revered Brazilian songwriter and novelist “has breathed the story of a whole country into a single, unforgettable man with a soul as big as Brazil” (Nicole Krauss, author of Forest Dark). As Eulálio d’Assumpção lies dying in a Brazilian public hospital, his daughter and the attending nurses are treated—whether they like it or not—to his last, rambling monologue. Ribald, hectoring, and occasionally delusional, Eulálio reflects on his past, present, and future—on his privileged, plantation-owning family; his father’s philandering with beautiful French whores; his own half-hearted career as a weapons dealer; the eventual decline of the family fortune; and his passionate courtship of the wife who would later abandon him. Through Eulálio’s journey across the twists and turns of his own fragmented memories, Buarque conjures an evocative portrait of a man’s life and love, while bringing to life the broad sweep of Brazilian history. At once jubilant and painfully nostalgic, playful and devastatingly urgent, readers of the award-winning Spilt Milk will find themselves “in the hands of a master storyteller” (The Plain Dealer). “In Spilt Milk [Buarque] confronts the themes that make Brazil squirm, from the stain of slavery to the inferiority complex the country has historically felt when it compares itself to Europe.” —The New York Times “Lovely details and a fine sense of place . . . Echoing Sebald’s Rings of Saturn . . . There’s plenty to like.” —Publishers Weekly “One of the saddest love stories, and one of the truest.” —Nicole Krauss