Guerra On Healthcare: The Importance Of Clarity - InformationWeek

InformationWeek is part of the Informa Tech Division of Informa PLC

This site is operated by a business or businesses owned by Informa PLC and all copyright resides with them.Informa PLC's registered office is 5 Howick Place, London SW1P 1WG. Registered in England and Wales. Number 8860726.

IoT
IoT
Government // Leadership
Commentary
8/9/2010
01:14 PM
Anthony Guerra
Anthony Guerra
Commentary
50%
50%

Guerra On Healthcare: The Importance Of Clarity

No matter the issue, honesty and transparency are winning ingredients, especially when it comes to your career.

On my site, healthsystemCIO.com, articles about career management do extremely well. It's clear that while everyone is interested in how to best implement healthcare IT, they are just as interested in how to navigate a career in this HITECH-fueled market.

Recently, one of my bloggers, Bonnie Siegel, associate partner at Sanford Rose Associates in Charleston, S.C., wrote about how critical it is that candidates know exactly what's important to them when entering a job negotiation. It is only with such tenets in mind that one can maneuver through the thrust and parry of offers and counter-offers. The questions of "What's most important to me... What can I not do without... What constitutes a dealbreaker?" should be asked and answered before a resume is even sent.

Bringing such focus to the table, of course, requires preparation, forethought, and reflection, but is only with such focus that we can clearly articulate both what we offer and what we require in return. It is only with such preparation that we can know when to say no, and not be pulled in this direction or that.

Sometimes, positions which seem to offer a good fit turn out slightly off, and that represents a critical moment when knowing yourself can mean avoiding a huge error. On the verge of "settling" for a position that will ultimately prove disastrous for both employer and employee, the candidate who has attained a high degree of self-awareness will walk away from the table before it's too late.

Clarity does something else for the employee -- it absolutely impresses the interviewer. It's amazing how many people, organizations and vendors lack clarity. Often there is intentional obfuscation at work born of a reluctance to say "no" to any potential business, or the desire to seem an appropriate choice for any open position. I have heard stories of salespeople who've been ordered to never, ever write "no" on an RFP, but rather to promise anything and figure out how to deliver it later.

I've had calls from people who refused to actually say what they wanted until I demanded a clear answer. Someone I thought for the better part of three minutes wanted to buy, actually was trying to sell -- talk about frustrating.

For those of you trying to break into healthcare IT, develop a clear value proposition that can be articulated in a 30-second "elevator pitch." Be prepared to offer as much clarity around what you do as what you don't, and address the latter with as much gusto as the former. Explaining what you don't do puts people at ease, because they realize you are not trying to win at all costs. After that, a level of comfort and trust enters the interview that instantly increases your chances of success.

Whether you are applying for a job, starting a business, creating products or selling them, clarity in all things is a key ingredient. In a world full of yes men, the no man or woman stands apart. The no person brings clarity, courage, and principles to the table -- a winning combination in any negotiation.

Anthony Guerra is the founder and editor of healthsystemCIO.com, a site dedicated to serving the strategic information needs of healthcare CIOs. He can be reached at [email protected]

We welcome your comments on this topic on our social media channels, or [contact us directly] with questions about the site.
Comment  | 
Print  | 
More Insights
Slideshows
10 Ways to Transition Traditional IT Talent to Cloud Talent
Lisa Morgan, Freelance Writer,  11/23/2020
News
What Comes Next for the COVID-19 Computing Consortium
Joao-Pierre S. Ruth, Senior Writer,  11/24/2020
News
Top 10 Data and Analytics Trends for 2021
Jessica Davis, Senior Editor, Enterprise Apps,  11/13/2020
White Papers
Register for InformationWeek Newsletters
Video
Current Issue
Why Chatbots Are So Popular Right Now
In this IT Trend Report, you will learn more about why chatbots are gaining traction within businesses, particularly while a pandemic is impacting the world.
Slideshows
Flash Poll