Winning In Health

In this episode, our featured guest is Scott Becker - founder and publisher of Becker's Hospital Review and Becker's Healthcare discusses his journey in publishing and shares insight into the impact of the COVID pandemic on his company, the business of health and  crosscutting transformational and equity challenges within both education and healthcare.    

In this episode we continue our discussion with senior level sales growth executives who have achieved revenue in excess of $1 billion during the course of their sales career.  Our guest is Andre Debose - Managing Director at Deloitte Consulting and a retired Army Officer.  We discuss his career transition from military life into growth roles across both product sales at IBM to strategic professional services within Deloitte.  

In this episode Tiffanee Neighbors interviews Harrison Wilson and DJ Eidson - President and COO and co-founders at Limitless Minds.  They discuss their engagement platform that leverages mental conditioning principles to help sales organizations drive measurable performance improvement across their sales teams.  Limitless Minds is a company founded by DJ, Harrison, NFL quarterback Russell Wilson and his mental conditioning coach Trevor Moawad.     TIME STAMPED SHOW NOTES   INTRO:                                00:08 Welcome to WINNING in HEALTH the podcast for winners. In this podcast series, our host, veteran health industry, sales executive and owner of WINNASIUM Tiffanee Neighbors brings you a unique panel of exceptional leaders in business and in sports. These leaders will share their secrets and best practices for winning and leading teams to win in high stakes and highly competitive environment. It's been said that when you sit with winters or conversation is different, let's get the conversation started full. Host - Welcome               Welcome to Winning in Health, a WINNASIUM podcast. I am your host, Tiffanee Neighbors CEO and Founder at WINNASIUM. And today we're talking to two high performing former sells at secretaries in the healthcare space, DJ Eidson and Harrison Wilson. They are the co founders of the company, Limitless Minds alongside Superbowl winning quarterback, Russell Wilson and his sought after mental conditioning coach Trevor Moawad. In many ways, this team represents everything we value at WINNASIUM and we are extremely excited to share their stories and the innovative approach. Limitless Minds is applying to mental conditioning in the workplace.                                                                                                          DJ and Harrison, welcome to the show. DJ Eidson:                          Hey, what's up? How's it going? Good afternoon. Host: Tiffanee N.             Thank you guys. I'm excited to have you. You guys have launched an incredible, incredible company and I don't know what's more exciting for me to have you guys talk about whether it's your journey to get there or the company, but I think we have the benefit of doing both. So I want to give you guys a chance to one, introduce yourselves, your background and then we'll kind of jump into a little bit about your sales journey. Harrison Wilson:              01:55 First of all, thank you so much for having us on the podcast. We're really excited about this. Spend some time with you. I know you really got a chance to probably spend more time with DJ outside of the walls of the podcast studio here, but I'm excited because I know DJ said a ton of great things about what you're doing and building. So thank you so much for having us. I come from the pharmaceutical medical device space, sales, sales, leadership. I had a journey that was kind of a winding road from different odd sales roles, like office supplies and car sales and enterprise were in a car. And then finally to pharma and medical device. And the journey was really just, you know, wrapped around trying to be like just really good at what I do. You know, I just had that prior to just being really great at what I do and then getting a chance to continue to get promoted through an organization that I was in most recently. And that's where I actually met DJ, this kind of natural organic path that led us to want to do more, do something bigger, to impact as many people as we can to collaborate with my brother who's a cofounder, Russell Wilson quarterback for the Seattle Seahawks and his mental conditioning coach, Trevor Moawad to create Limitless Minds. And so I spent about 10 to 12 years in the sales and in pharma medical device and DJ spent a lot more years than me. Tiffanee, our elder statesman and my uncle, I call him my uncle. Harrison Wilson:              03:15 we're just excited about, you know, kind of being able to bring, come together and build something. And yeah, we're excited. DJ Eidson:                          03:20 And Tiffanee, I mean I, you know, it's funny cause I was thinking about your question and I wouldn't know if I shared this with Harry at any point, but my very first sales job, and I remembered this the other day when I, well one of my kids try to do this, I would draw pictures at the dining room table and then I would go door to door and sell those pictures. DJ Eidson:                          03:38 He came home with a bunch of money and my mom asked me, where did you get that money? And I said, well I drew these pictures and I sold them to the neighbors. And then so she made me go back and give all the money back to the neighbors. But that was the first time I had like actually, you know, produce something and then sold it. So that I, I want to say I was probably, I don't know, six or seven years old, but I've always had that kind of entrepreneurial spirit. I had the opportunity to get into healthcare and pharmaceuticals. I started out as a sales intern and sold Claritin and Nasonex, you know, parlayed that into a full time job and got into some training and leadership and hospital sales. And you know, met Harry about six years ago at a startup company that we helped really build from the ground floor. DJ Eidson:                          04:23 We had this amazing journey of being able to hire people and be able to promote a product that, you know, nobody had really heard of at the time. And that company bought other products. And we grew and we saw that as we were kind of going through that process and that experience, that the thing that set top performers apart was not necessarily the technical training that they had, but it was the ability to be able to navigate through change challenges and adversity that really got them through to that elite top level. And when we had the opportunity to partner with Trevor and Russ, you know, Trevor's kinda, you know, when you look up Trevor Moawad you see the guru, uh, one of the world's best in mental conditioning and he's been able to work in sports and work with people like Harry’s younger brother Russell, University of Alabama, a lot of professional sports teams. But we said, how can we take that recipe that we know works in business and take it from sports and bring it into business? And that's how we formed. And so, you know, about a year, year and a half ago, we launched the company. We've had the opportunity to work with some of the best and brightest and mostly lead business professionals and companies in the world. It's been a really cool journey. Host - Tiffanee:                05:26 That's incredible. We've talked offline and one of the things you mentioned too was that you obviously went to President's Club as a high performer in the sales field. So you had the opportunity to probably remain and choose to grow in the sales profession or sales leadership and executive roles within the space. What made you choose to take this path into entrepreneurship versus continuing to climb into higher levels of sales stream? DJ Eidson:                          05:53 That's a great question. And you know, I started out, like I said, there's always been this on me to be an entrepreneur and Harry and I, when we met, we would always bounce off ideas, whether it was how we were going to build our teams or what we wanted to do next. During the time that we met, Harry had lost his father. And then during the time we worked together, I lost my father both ironically to complications of diabetes. So this whole thing about, I remember sitting in a Panera bread with Perry as we were kind of discussing kind of what do we want to do really want to do next? You know, we started talking about the people that we wanted to impact, the people that our fathers had impacted, and how can we create a legacy that really has a profound and positive impact, not just on the company that we were at at that time, but also throughout the world. And so we said, we're going to impact thousands or millions of people. We're going to have to figure out a vehicle to do that. And so we said, what are we good at doing? And who do we know? And, and you know, what's our network look like? And, and so that's how we formed the business. But you're right, I mean, jumping out of that, right? Harry and I talk about it all the time, the career that we built in big business and pharmaceuticals, then healthcare was a great career.   DJ Eidson:                          06:57 and we had made great impressions on people and we're moving up that corporate ladder, but it was always this tug to do more inherit throughout that word legacy and what type of legacy do we want to leave for our kids and families and just our footprint on the world. And that drew us to Limitless Minds. Harrison Wilson:              07:12 Also. Tiffanee, I think that, um, if you Google entrepreneurship or entrepreneur, the word risk is somewhere in that definition. I think, right? DJ has five kids. I have three. I have three daughters that are seven, four and two. At 35 years old or so, I started thinking about like risks and I'm not really an incredibly risk averse person. I'm kind of moderate unlike DJ. I didn't really previously have this entrepreneurial kind of plan per se until I started thinking about risk and the desire to think about to DJ's point about like our father's passing. My dad died at 55 years old and I thought, man, what if I really just had like 20 summers left, 20 Christmases left, 20 years left to do whatever I'm going to do? Like, am I really just going to kind of take the easy path, the path of least resistance, right? DJ Eidson:                          07:59 To DJ's point, we thought about what are we good at, what do we like to do, what I do want to impact people? And the risk part of it was really attractive all of a sudden because I know looking at the faces of my daughters, they're only gonna be as risky and ta

  Host: T Neighbors            00:43 Welcome to the Winning in Health podcast in this new series we're connecting with high performing growth executives in roles such as Managing Director and Vice President of Sales and Business Development that have achieved $1 billion in sales revenue during the course of your careers. What's remarkable about these individuals is that they've achieved these numbers, not as managers of the team or even through a single large transaction, but as individual contributors who have had multiple deals that comprise this total revenue. At WINNASIUM we study high performers and seek to learn from their extraordinary success.  In this series our guests will help us expose the secrets behind their exceptional performance. Host: T Neighbors                     01:30  In this interview, episode 15 - we will interview JR Glass, Vice President of Business Development with one of the largest government Health IT contractors in the federal contracting space. Today JR will discuss his career progression and we will glean and capture lessons on how he prepares and competes to achieve the results obtained over the course of his career.    Guest:  JR Glass                01:54 Well, thank you very much, Tiffanee. Thanks for having me. Host: T Neighbors            01:57 This series is super exciting because it takes us back to the core of what Winning and Health is all about. It's really about capturing these lessons of sales performance and high performance in business, particularly in the health space and JR that's the bulk of where you've spent your sales career. Is that correct? Guest:  JR Glass                02:15 Yes, that is correct. I've been supporting federal health clients now for, geez, my professional career is about 23 years, but in business development for the last 12 Host: T Neighbors            02:26 That's quite commendable for you to achieve such numbers in just almost 12 years when you really narrow down the time spent in sales. You know, sales is not something that we intend to do, right? Business development, sales. I kind of use those interchangeably. Can you tell us a little bit about how you entered the Business Development/Sales profession and how your career has progressed? Guest:  JR Glass                02:50 That's a bit of a loaded question. I feel like I'm blessed to be where I am, but it was not by design, so I come from delivery. I've been a consultant in the federal space for, like I said, for over 20 years. I progressed through project leadership and became a project director and I was the Director of healthcare programs for a small 8a, a business that was doing business at the Centers for Medicare and Medicaid Services. A lot of small businesses, anyone that's growing at all, everybody's responsible for growth and so it just kind of worked out that I found myself working on a lot of different proposals. We had one vice president for business development who took a liking to me, took me under his wing and said, for better or worse, Hey, I want this guy to come work for me, and my leadership said to me, how would you like the opportunity to do business development full time? Guest:  JR Glass:               03:44 We had been very successful. We grew the company from about 50 people to about 200 in a span of about a year and a half. We were going to grow and I needed a Deputy, this opportunity was presented to me to go and do business development full time. And I said, well, um, I know how to deliver, I know what success looks like from delivery so it was an opportunity for me to learn and to learn how to get business in the first place. So with my career I've always looked for new opportunities to learn new and exciting things. So I did that and that's kind of how I ended up in business development. And it's been a wild ride ever since. Host: T Neighbors:          04:22 That's interesting. And you know, it's kind of consistent kicking off this series we interviewed an author and the book that’s pretty funny in terms of its title, but it's really a business book for children - it's about wanting to be in sales when you grow up. And of course there's the play on that, right? No one really by design interests, sales though that is changing. And we talk about that in that prior episode, episode 14 but you mentioned two things that I'd like to make sure we capture, which is that there was someone who mentored you and that you also kind of had experience in an environment where you had to do everything. You mentioned the term 8a and of course for those in the audience who aren't familiar with the government space, that's a small business, almost the equivalent of a startup in the commercial world. Can you tell us a little bit about that particular growth experience where you had, as you said, experience growing that organization or contributing to growth from an employee base of 50 to 200 so with mentorship included and that prior experience delivering that opposite side of the sales process, what do you attribute to your success in that moment? Guest:  JR Glass                05:31 Oh wow. So that's a great question. It's interesting how many times people have asked me that question like, Hey, how did you guys grow that company so quickly? Because by the time I switched to business development full time, we had grown from 50 to 200 by the time I left several years later we were at about 800 employees, so we had 40% year over year growth. And I attribute that success in a large to the hard work of a lot of people. You know, I jokingly used to say when you're at a small business, you're chief cook and bottle washer, so you kind of have to do everything. There was no real formal process that we were following. It was loosely based on the Shipley method of business development and capture and proposals, but we were kind of figuring out as we went along and I had a very aggressive leadership that were very all in for bidding, lots of opportunities. So we bid everything. We were bold, we were unconstrained, and we went after a lot of different things that were not necessarily in our core set of offerings. As a company, as you might imagine, when you're a 50 person company, people say, well, what kind of company are you? And we say, well, we'll be whatever you want to. Guest:  JR Glass                06:47 You know, we can prove it to you. As we started getting more programs under our belt and we were hiring the right people that knew how to deliver those programs, we earned the trust of our client and they said, Hey, you know, if we're going to go to a small business and they have many that they can choose from, they knew the company that I was working for could deliver for them. They brought real resources that understood their business and they could deliver effectively. And I think that that was in large part, a major contributor to our ability to win new business. The past is prologue. You gotta be able to say that you can deliver because there's nothing worse than going in and convincing a client to trust you and give you some work and then you screw it all up and then it looks bad. Guest:  JR Glass                07:30 From a business development perspective. And just in general. And you know, I came from the delivery side of the house. So I was already managing all the people trying to make the projects that we had one, be profitable because it was my experience at the time that these BD people didn't know what the heck they were doing. They would say, ah, you know, I don't need a project manager on this project. And then we went at and I'd say, okay, who's the project manager? And I say, well, we didn't bid one. And I use that as an extreme example, but I think that the owner of the company recognized, Hey, you know, this guy comes from delivery, he's pretty smart. Let's make sure that we have this guy doing business development so that we can be profitable on all the things that we went. It's one thing to get the business and then you have to make money on it. So I think perhaps that combination of having delivered the business and then having customer intimacy and understanding what the customer's needs were and then having a boss who let me be on constrained and would back me and provide the resources to allow us to bid were key factors in the success. Host: T Neighbors            08:34                   I think that a lot of those factors are different, right? In a large company, some are the same, but you talk about the ability to bid in an unconstrained way and larger companies such as the one that you work and there is a little bit more discipline around what opportunities are allowed to go through a bid process. Right. And you've been able to deliver a similar, so I have to put you on the spot to say, okay, so you've delivered in a small environment, but you've also delivered in a large environment, one that is in a very competitive space right now. In the government space where sometimes it comes down to just cost and that's one of those things that we would be dismissive of in the past. Like cost is never really the factor is what we use to say, but you've been able to do both. Can you tell us a little bit about how you've been able to succeed with similar growth results in a large company? Guest:  JR Glass                09:25 So when I left that small business and ended up at the company I'm at today, we were what I consider a mid sized company. We had about 6,000 employees, but we were a very, again, unconstrained and aggressive. We bid much like a small company, very agile, very nimble. That company merged with another company and at the time we became the largest, only government contracting entity that was out there. We had about 20,000 employees. So now we're on a whole nother scale. We have so much more to sell. You know I have from a business development perspective, multiple arrows in my quiver that I'm shooting, right? I have lots

In Episode 14 of the Winning in Health podcast we sit down with John Barrows - Author, CEO and LinkedIn Sales Influencer.  We discuss his new business book for children and discuss the motivations behind him authoring this book and title.  We also discuss trends in sales training, explore the attributes of high performing sales reps and get John’s take on what it looks like when sales is done right. 

In this two part episode of the Winning in Health podcast our guest is retired United States Air Force health IT executive - Jaime Parent.  In this episode Jaime shares tells us what compelled him to launch an organization helping other Veterans in their IT and health career transitions.  We also discuss his new book Moving Past PTSD and his journey to create inclusive environments supporting Veterans and others with disabilities. 

In this two part episode of the Winning in Health podcast our guest is retired United States Air Force health IT executive - Jaime Parent.  In this episode Jaime shares tells us what compelled him to launch an organization helping other Veterans in their IT and health career transitions.  We also discuss his new book Moving Past PTSD and his journey to create inclusive environments supporting Veterans and others with disabilities. 

In Episode #11 we continue our discussion on transformation in healthcare with senior executives in the Federal and Defense health space.  Guests include CAPTAIN Gabriel T. Brown, USN (North Capital Area Regional CIO, Defense Health Agency) and Dr Kenyon Crowley - Deputy Director, Center for Health Information and Decision Systems (CHIDS) at the University of Maryland College Park - Smith Business School.  CAPTAIN Brown shares his military health leadership journey and discusses the current enterprise transformation and medical treatment facility consolidation underway within the Defense Health Agency (www.dha.mil). Dr Kenyon Crowley shares insight into how the new graduate program prepares IT professionals to address the strategic and operational components of organizational and system transformation within complex, large scale health organizations. SHOW NOTES Episode Overview Guest Intros Captain Brown's Journey in Health IT Scale and Transformation - Drivers for Defense Health Agency (DHA) Transformation Kaiser and Data Sharing Introduction of University of Maryland College Park graduate program in Strategic and Transformational IT Evolution of Health IT  Agile in Healthcare, Digital Transformation Data Sharing and mHealth Patient Story  - hip surgery, 70 year old patient Transformation to Consumer Driven Healthcare Consumer Landscape & Trends Care that is tailored to an individual AI (artificial intelligence) to create vale and use cases AI Implementation  AI in Defense Health Agency, Data Discovery - Womack AMC and  Transferring Data and Efficiency SPONSORSHIP MESSAGE Thank you to our sponsor www.hcdi.com for the generous support of this episode.  HCD International is an award-winning WOSB that has supported national, state and local quality improvement and healthcare transformation programs for over 20 years. Today HCDI shares innovative thought leadership to the nation’s largest government and commercial payers create high performance quality improvement services for some of the most vulnerable populations in health. For more information on Defense Health Agency visit - www.dha.mil For more information on University of Maryland College Park CHIDS graduate program in Strategic and Transformational IT visit -  go.umd.edu.healthleaders  

In Episode #10 we are joined by Suzana Iveljic Director of Digital Media for the Office of Communications at the Veterans Health Administration.  During this interview we continue our discussion on transformation in healthcare with a focus in this episode on how social media in particular has impacted the way healthcare organizations engage with their beneficiaries, vendors, providers and other stakeholders.   We will also get Suzana’s perspective into the evolution and impact of marketing in healthcare during her 20 years leading Marketing and Communications functions in large complex health organizations. Show Notes   [:50 – 1:54] Welcome & Guest Intro:  Suzana Iveljic – Veteran Health Administration’s Director of Digital Media for the Office of Communications [1:56 - ]  Suzana Iveljic background [3:01]  VHA Social Media at a Glance The Veterans Health Administration has approximately 1.1 million Facebook followers. If you tally all of the medical centers nationwide, we have over 100,000 Twitter followers and we're interacting with those people on a daily basis, actually many times in a day. [3:50] QIO (Quality Improvement Organizaiton) Experience   [5:49] Evolution of Communication and Social Media over last 20 years in healthcare [7:47] Self Education and Social Media [9:41] Social Media Engagement and Efficiency [10:42]  Social Media Good News Stories [11:42] Advice and metrics for large health systems around social media.  [13:07] Using Social Media to Help Capture the Voice of the Veteran [14:22] Conversations and building trust and community with Veterans via social media [15:15] Connect with Veterans Health Administration Main website:  www.va.gov Twitter @VeteransHealth Blog:   https://www.blogs.va.gov/VAntage/

In this episode we are joined by COL Gina E. Adam, 9th Director for the US Army Medical’s Telemedicine and Advanced Technology Research Center (TATRC) located at Fort Detrick, Maryland.  During this interview with COL Adam we begin our 4 part series  on transformation and innovation in healthcare with a focus in this episode on how innovation and research has impacted the way healthcare organizations particularly the military engage with their beneficiaries, providers and other stakeholders.   We will also get COL Adam’s perspective into the role that research and innovation plays in advancing unique care gaps in healthcare.   Show Notes   [0:44] Guest Intro:  COL Gina E Adam (Bio here - https://www.tatrc.org/www/about/leadership.html) [1:19] Show Description [1:44] Show Begins [2:07] COL Gina E Adam - overview of professional background [4:27] Autonomous evacuation [4:44] Allowing innovators to innovate [5:12] Telemedicine and Advanced Technology Research Center (TATRC) mission – using data and technology to advance the mission [6:43] Artificial Intelligence and Robotics [7:17] Programs with impact on care outcomes. Mobile surgical center, Army Knowledge Online, Teleconsultation, Telemedicine used in healthcare and disaster relief [9:34] Fort Gordon Mobile Healthcare Innovation Center – Mobile Care (MCare) – connect with provider from personal device. Remote Monitoring, behavior change coaching tele behavioral health, [10:48] Work in Diabetes – study and partnership in Patient Centered Medical Home at Clemson University Medical Center. [12:55] How TATRC Partners with industry - SBIR, CRADA [14:21] Telestration project - surgeon telementoring and telesurgical consult and coaching   [17:09]  Changes at TATRC, US Army Future's Command and Defense Health Agency [19:11] Engagement and partnerships to advance innovation, addressing critical healthcare gaps  [21:11] How to foster innovation and ideas at an organizational level. Science meetings, vendor meeting, cross agency exchanges   Links provided in the episode US Army Medical Research Development Command (MRDC) https://mrdc.amedd.army.mil/ Telemedicine and Advanced Technology Research Center (TATRC) www.tatrc.org  

In this episode of the Winning in Health podcast, host Tiffanee Neighbors is joined by the #RadicalCPA Jody Padar. Jody Padar is CEO and Principal of the New Vision CPA Group, a public accounting firm based in the Chicago area. Jody not only leads New Vision CPA Group, but is also a highly sought after speaker and thought leader in the tax and accounting profession. For more info on Jody Padar click here.  We discuss Jody's growth journey and how her desire to balance motherhood and growing professionally led to becoming a highly successful social business.  Jody shares lessons and best practices as a transformational agent in an industry.  We also discuss the importance of having a voice and knowing what that voice can do to create impact and change on an industry.   TIME-STAMPED SHOW NOTES: 1:00  Guest intro:  Joday Padar 2:18  Transforming an industry from an individual contributor role 2:40  Doing social media vs being a social business 3:10  Working around mommy schedule necessitated finding ways to network differently 3:24  Developing relationships online vs in person 4:46  640,000 followers on LinkedIn - what is the value of being a social business? 5:44  Thought leadership, change agent, community building, earned media, creating content 6:56  Writing leads to influence 8:04  Passion: "you can't build a following like I did if you don't like what you do 8:14  People want to be connected to that brand, to the radical CPA brand as well as to my following.    8:22  Passion + Authenticity led to Influence. Influence spawned growth   8:33  Merger considerations and lesson learned.  Impact of being social on brand value    11:17  Most people don’t get that personal and that’s why I’m different   11:43  Being vulnerable    12:17  The radical brand - what it means to be “radical” and why this go to market with this brand   12:29  I've always been the person who doesn't fit in all ways. And it cracks me up because for as much as I don't fit in, I think a lot of people identify with that feeling of not fitting in. And that's why they connect to the brand radical cause they feel radical themselves.    13:09  The evolution From new business model with technology to artificial intelligence and bots. Radical is always evolving    14:37  Creating change in an industry resistant to change. Creating change across general lines - baby boomers   15:00  Disruption and resistance - "I didn't realize I was displacing people's power and money"   16:07  Disruption and monetization    16:18  Early adopters and influential champions who rallied w me    16:50  Leadership - mentors vs sponsors.  Many people in the background who were older and wiser that knew it needed to happen and pushed me up   17:55  Selling transformation and change   18:29  Managing resistance to the status quo    19:00  Changing the status quo    20:15  What's hard is a lot of the stuff are your ideas and people start to steal them   20:27  If you really want to move a profession you have to get outside of yourself.  The goal is to move a profession, not for me to be a star   20:42  Mindset:  what it takes to being a conduit for change   21:21  We started using new tools ...   21:30  What I realized is that the business model was broken and that the next generation wanted to interact with their accountant differently    21:59  Technology adoption, Re-defining pricing models   22:00 We had to re-define what that customer relationship looked like.  Once you re-define pricing you have to look at what that customer relationship looks like   22:24  How do you transform that relationship from being a transactional relationship to what today they would call a subscription based economy or a subscription based relationship in an accounting services standpoint?   22:49  So we can be all in because we're not worried about tracking time, keeping time, billing time   23:08  There were a handful of us, we were the ones who figured it out ourselves because we prototyped it, not because someone told us how to do it. We just started working with our clients differently and we found that they liked working with us this way.   24:12 They live in an old school model yet they are taking their customers through a transformational change.  They didn't go through their own transformational change.     24:26  The fact that Fortune 100 firms want to buy me shows me that the bigger firms need to change   24:36  When you think about any innovation, it always starts in the small light 25:22 Transformation in healthcare, transformation in sales.  Practice transformation.  Modern selling 26:26  Knowing what a voice can do to impact an industry 27:04  For me it was never about changing an industry. I didn't realize it was me, but about just doing what was right, doing the right thing. And as it evolved now you look back and you think, wow, as an itty bitty firm like a small, small from the impact that I've been able to have on the profession 27:41  I mean ultimately I was mistreated and that chip on my shoulder got my fire going to say I got to make a change, I got to do something better. 29:59  Merger fit How to reach Jody  www.botkeeper.com Twitter @JodyPadar LinkedIn https://www.linkedin.com/in/jody-padar-18a9711/

In this episode we interview Mohammad 'Sam' Elias, Founder and President of RELI Group - one of the fastest growing health IT startups in the federal government contracting space. During this episode we uncover success clues, levers for success as a start up in the federal government space and share this growth journey with our audience. TIME-STAMPED SHOW NOTES: 01:04 Today’s Topic: Success Clues from One of the Fastest Growing Health IT companies in Federal Market 01:35 Federal Health Space Growth 02:06 Sam's personal growth journey in health IT 03:32 Leveraging socioeconomic set asides to grow 04:17 How to use levers of federal contracting to grow and make impact in health IT 04:52 RELI Group - winning track record 04:58 RELI Group's impact on healthcare 05:37 RELI Group Growth Journey 06:15 Levers and strategy chosen for growth 06:23 Succeeding as a 'Lone Star' CEO without a sales rep 06:57 The ROI of relationships & building trusted partnerships 08:44 Learning the customer's business, language and enabling program success with IT 09:33 Porting success to other markets 10:00 Looking at programs from a policy perspective.  Using game theory to identify bad actors 11:15 Program Integrity & Improper Payments 11:36 Attracting Key Talent & Building Credibility in the Market to support growth 13:21 Company Culture 15:22 Impact on healthcare 17:00 Partnerships of the future 17:50 Innovation:  Claims documentation, APIs, EHR integration, ONC driven standards, HIMSS 20:37 Mentoring Others 21:41 Contact Sam Elias and RELI Group - www.religroupinc.com 

In this episode of Winning in Health, we are joined by 6X bestselling author and leadership guru Jon Gordon and top performing senior marketing and sales executive Reginia Hester.  We discuss the 4Cs in Jon Gordon's book 'You Win in the Locker Room First' (written with Atlanta Falcons championship coach Mike Smith).  As a sales manager and rep at Oracle, Reginia performed at exceptional levels and led her organization in sales consistently for almost ten years.  Reginia and Jon share secrets to success and help our listeners understand what it takes to create cultures that drive sustained excellence in individuals and teams.  We also discuss what happens when great teams can't win and gain Jon's perspective on how to help struggling teams position themselves to win in highly competitive environments.        

In this final interview of the Winning in Health podcast launch series, host Tiffanee Neighbors is joined once again by author of Why the Best are the Best and former NBA Champion Assistant Coach Kevin Eastman along with Andrew Sherman, author and Senior Partner at Seyfarth & Shaw law firm in Washington, DC.  In this two part interview, Andrew discusses merger and acquisition growth trends in the healthcare space. 

In this final interview of the Winning in Health podcast launch series, host Tiffanee Neighbors is joined once again by author of Why the Best are the Best and former NBA Champion Assistant Coach Kevin Eastman along with Andrew Sherman, author and Senior Partner at Seyfarth & Shaw law firm in Washington, DC.  In this two part interview, Andrew discusses merger and acquisition growth trends in the healthcare space.   

In this episode of the 'Winning in Health' podcast launch series host Tiffanee Neighbors is joined by former NBA Champion assistant coach and author of Why the Best are the Best - Kevin Eastman and health industry executive Sean Kelley.  During this episode entitled 'Success Habits Travel' we capture Kevin Eastman's insights from his book and his experience coaching high performers and discuss Sean's diverse experience as a high performing sales team leader at Leidos and other companies including his own consulting firm after serving in the US Navy Medicine.  We also learn how Sean Kelley's experience as a senior government executive (and Buyer of services) serving in roles such as the Deputy CIO and CISO for the Department of Veteran Affairs and the EPA subsequently helped shape his success as a growth and sales leader.

If you’ve ever wondered what it takes to SELECT, RETAIN & DEVELOP high performing SALES talent you have to check out episode 2 on our podcast launch series. In this episode we are joined by NBA Champion assistant coach Kevin Eastman and 20 years Oracle sales executive and Air Force Medical reservist - Jim Palmisano, to discuss what drives his consistent high performance for 20 years.

This episode is the first of four in a launch series that includes author and former NBA Champion assistant coach, Kevin Eastman. Kevin is joined by health start up CEO Jeremy Pierotti of Sansoro Health.