Send us a textBarbara Strain is an expert in Value Analysis and Management. Barbara has forty-one years of provider experience, thirty-four of them in the University of Virginia Health System where she led teams in Value Management and Supply Chain Analytics. Barbara is one of the founders of the Association of Healthcare Value Analysis Professionals (AHVAP), and a past president. She earned the Brooke Berson Founders award from AHVAP in 2019, and in 2021 was honored to enter the Bellwether League Foundation Hall of Fame for Healthcare Supply Chain Leadership. In episode 1 of a 2-part series, Barbara discusses the evolution of value analysis, managing deal flow and how projects are prioritized, what a committee or group looks like, and what questions you need to ask to get to the right people. Links from this episode:Barbara Strain LinkedInBarbara Strain ConsultingAssociation of Healthcare Value Analysis ProfessionalsSupport the showConnect with Mastering Medical Device: Website: https://www.masteringmedicaldevice.com LinkedIn: https://www.linkedin.com/company/mastering-medical-device Patrick Kothe LinkedIn: https://www.linkedin.com/in/patrick-kothe Patrick Kothe Twitter: https://twitter.com/patrickkothe Support the show for as little as $3/month: https://www.buzzsprout.com/1286645/support Thanks for listening!

Send us a textDr. Nishi Viswanathan is the Director of Texas Health Catalyst, a program inside Dell Medical School at The University of Texas at  Austin that provides researchers, innovators and entrepreneurs customized guidance on product development from industry and clinical experts as well as milestone-based seed funding.  In this episode Nishi shares the problems that needed to be solved, the vetting process new ideas go through, what financial and non-financial resources are available, the importance of clinicians and engineers working together, and how industry experts are utilized as advisors to help fill in the gaps.Links from this episode:Nishi Viswanathan, MD LinkedInTexas Health CatalystDell Medical School at the University of Texas at AustinSupport the showConnect with Mastering Medical Device: Website: https://www.masteringmedicaldevice.com LinkedIn: https://www.linkedin.com/company/mastering-medical-device Patrick Kothe LinkedIn: https://www.linkedin.com/in/patrick-kothe Patrick Kothe Twitter: https://twitter.com/patrickkothe Support the show for as little as $3/month: https://www.buzzsprout.com/1286645/support Thanks for listening!

Send us a textCheryl Nagowski is an expert in Federal Market Access. She runs a consulting firm, Middleton Market Access, and her team helps companies with their federal market strategy and helps them obtain access to the federal markets. In this episode Cheryl shares the size of the federal markets, how they’re organized, the steps to successful access and implementation, and best practices. Having spent eight years working for the US Department of Defense, Cheryl provides unique insights and a framework on how to successfully navigate the federal procurement process. Links from this episode:Cheryl Nagowski LinkedInMiddleton Market AccessUS Department of Veterans Affairs - Office of Procurement, Acquisition and LogisticsUS Defense Logistics AgencySupport the showConnect with Mastering Medical Device: Website: https://www.masteringmedicaldevice.com LinkedIn: https://www.linkedin.com/company/mastering-medical-device Patrick Kothe LinkedIn: https://www.linkedin.com/in/patrick-kothe Patrick Kothe Twitter: https://twitter.com/patrickkothe Support the show for as little as $3/month: https://www.buzzsprout.com/1286645/support Thanks for listening!

Send us a textJohn Dayton is an Emergency Medicine Physician who has practiced in settings as diverse as the University of Utah Hospital and the Navajo Nation Reservation. In this episode John shares what it’s like to practice medicine on a reservation, how he built his company, Medforums, which is a Yelp for medical education, what he has learned as an angel investor, preventing physician burnout, and pursuing dreams. John discusses how multiple passions keeps him invigorated, refreshed and motivated, and why he believes it is a good model for others to follow to lead to more productive careers. Links from this episode:John Dayton, MD LinkedInNavajo Nation GovernmentIndian Health ServiceMedForumsSupport the showConnect with Mastering Medical Device: Website: https://www.masteringmedicaldevice.com LinkedIn: https://www.linkedin.com/company/mastering-medical-device Patrick Kothe LinkedIn: https://www.linkedin.com/in/patrick-kothe Patrick Kothe Twitter: https://twitter.com/patrickkothe Support the show for as little as $3/month: https://www.buzzsprout.com/1286645/support Thanks for listening!

Send us a textJohn Keane is the Co-Founder and CEO of MindRhythm where they are developing an interesting technology to help diagnose stroke early, when treatment decisions can have a big impact on patient outcomes. In this episode, John discusses why emerging technology is his true calling, what types of people are drawn to it and how he identifies them for his teams, how someone giving him a break made all the difference in his career, what it’s like to be a first-time CEO, how his two companies, in completely different industries, have so much in common, and his philosophy on serving customers.  Links from this episode:John Keane LinkedInMindRhythmNoble & CooleySupport the showConnect with Mastering Medical Device: Website: https://www.masteringmedicaldevice.com LinkedIn: https://www.linkedin.com/company/mastering-medical-device Patrick Kothe LinkedIn: https://www.linkedin.com/in/patrick-kothe Patrick Kothe Twitter: https://twitter.com/patrickkothe Support the show for as little as $3/month: https://www.buzzsprout.com/1286645/support Thanks for listening!

Send us a textSoft launches are an important tool when introducing any new product to the market. In this episode Pat discusses why you do a soft launch, what you are trying to learn, some key issues related to the types of customers who buy in the early phases, and setting expectations. He shares why Key Performance Indicators are important to establish up front,  best practices for conducting a successful soft launch, and how what you learn in this phase prepares you for a successful full launch of your product.Support the showConnect with Mastering Medical Device: Website: https://www.masteringmedicaldevice.com LinkedIn: https://www.linkedin.com/company/mastering-medical-device Patrick Kothe LinkedIn: https://www.linkedin.com/in/patrick-kothe Patrick Kothe Twitter: https://twitter.com/patrickkothe Support the show for as little as $3/month: https://www.buzzsprout.com/1286645/support Thanks for listening!

Send us a textLaura Yecies is the CEO of Bone Health Technologies and has a fascinating career arc. Laura had an extensive, and successful career working in tech in the Bay area, before crossing over into medical device. Coming up primarily from the marketing and sales track, she held positions of increasing responsibility, including becoming the CEO of several venture-backed companies, in both the tech and medical device spaces. In this episode we discuss her tech experiences including what she learned that applies to medical device, her move into medical device and how she prepared to do so, how Bone Health is poised to tackle a big problem, and what it’s like to be a female entrepreneur.Links from this episode:Laura Yecies LinkedInBone Health TechnologiesSupport the showConnect with Mastering Medical Device: Website: https://www.masteringmedicaldevice.com LinkedIn: https://www.linkedin.com/company/mastering-medical-device Patrick Kothe LinkedIn: https://www.linkedin.com/in/patrick-kothe Patrick Kothe Twitter: https://twitter.com/patrickkothe Support the show for as little as $3/month: https://www.buzzsprout.com/1286645/support Thanks for listening!

Send us a textDr. Michael Gorn is a Pediatric Emergency Medicine physician who was inspired to develop a medical device for treating a common ailment - an abscess. Mike is also the partner of your host, Pat Kothe! Our company is call EM Device Lab and the product Mike was inspired to invent is the Quickloop Abscess Treatment Device. In this episode Mike shares how he became interested in the problem, how he built a team and company, sought expertise in areas he was unfamiliar with, and how the team developed the product and are in the early days of launching it in the US.Links from this episode:Dr. Michael Gorn LinkedInEM Device LabSupport the showConnect with Mastering Medical Device: Website: https://www.masteringmedicaldevice.com LinkedIn: https://www.linkedin.com/company/mastering-medical-device Patrick Kothe LinkedIn: https://www.linkedin.com/in/patrick-kothe Patrick Kothe Twitter: https://twitter.com/patrickkothe Support the show for as little as $3/month: https://www.buzzsprout.com/1286645/support Thanks for listening!

Send us a textAndrew Mead is a successful orthopedic device sales rep who sells products used in the OR for Smith+Nephew. In this episode Andrew describes the intensity of the training he received and sought out, what separates the consistently good reps, a unique team approach to sales, why putting your customer's needs above yours is the only way to success and redefining what value is. He learned the value of the grind from his days as a baseball player in the minor leagues, preparing him for mastering all of the little things necessary for his role supporting his customers in surgery and with their businesses.Links from this episode:Andrew Mead LinkedInSmith+Nephew Sports MedicineSupport the showConnect with Mastering Medical Device: Website: https://www.masteringmedicaldevice.com LinkedIn: https://www.linkedin.com/company/mastering-medical-device Patrick Kothe LinkedIn: https://www.linkedin.com/in/patrick-kothe Patrick Kothe Twitter: https://twitter.com/patrickkothe Support the show for as little as $3/month: https://www.buzzsprout.com/1286645/support Thanks for listening!

Send us a textMike Langlois is a Supply Chain expert, working his way up from the bottom to become Senior VP of Supply Chain for two large and widely recognized Integrated Delivery Networks (IDNs), Ascension Healthcare and Beaumont Health. He helped develop the strategies and tactics for the groups and introduced some truly innovative programs. In this episode Mike takes us inside the world of supply chain in an IDN and helps us understand their challenges and opportunities, and how medical device companies fit in. Some of the things covered were the best way to introduce a product, how to build an effective relationship, what you should be asking your customers, if your customers are talking to each other, and what happens in the middle of a contract when things change.Links from this episode:Mike Langlois LinkedInAscension HealthcareBeaumont HealthSupport the showConnect with Mastering Medical Device: Website: https://www.masteringmedicaldevice.com LinkedIn: https://www.linkedin.com/company/mastering-medical-device Patrick Kothe LinkedIn: https://www.linkedin.com/in/patrick-kothe Patrick Kothe Twitter: https://twitter.com/patrickkothe Support the show for as little as $3/month: https://www.buzzsprout.com/1286645/support Thanks for listening!