Selling to Anyone?

Vendors often don't take a lot of time on the vendor side to evaluate, are we going to be able to deliver? Is this going to be a good relationship? Do they really seem to understand where we're going and how our product or our vision for our product could grow over time? That's not the health system's responsibility to do that. I think it's the vendor's responsibility to understand how the health system is working. So much of communication is about what we say, but it should be about what the other person hears.