To be understood, seek first to understand.

It applies in life, and it applies when you're trying to gain traction with an innovative product, solution, or workflow in the Health IT market. Why? Because there are too many draws on your customers' attention. If you want them to take the time to understand you, then you'd better position yourself where they already are, or will soon be looking. In short, get to know your market.

On this episode, we're talking with Dexter Braff, President of The Braff Group, one of the nation’s leading health care merger and acquisition advisory firms. Dexter walks us through the analysis his team performed on the Health IT market and shares with us key insights they uncovered along the way. They studied 300-400 transactions, identified patterns of consolidation, and used their findings to re-categorize the entire Health IT market. You'll benefit from understanding the process they went through, and you'll get to take a few shortcuts via the insights he shares.

What you'll learn:

• How to survey the Health IT market landscape and organize it into understandable categories
• How to use your market analysis to predict where market consolidation is likely to occur
• Which Health IT Market categories are experiencing the most consolidation and M&A activity. Interestingly, more than 40% of the transactions The Braff Group examined came from a single category.
• Predictions on which categories will move next
• A breakdown of the forces expected to drive the next round of consolidation
• Different approaches to enable "Collaborative Reimbursement" across provider disciplines (i.e. Bundled payments and other innovative reimbursement programs)
• Why we should be mindful of the potential value in Social Determinants of Health (SDOH) data.
• The differences between cutting edge and bleeding edge and the importance of timing.

And if you enjoy this one, be on the lookout for Part 2 with Dexter Braff where he offers practical advice on how companies can best position themselves for future raises and acquisitions.

~ Don Lee

About Dexter Braff:

Dexter W. Braff is President of The Braff Group, one of the nation’s leading health care merger and acquisition advisory firms (source: Thomson Reuters). Since its founding in 1998, the firm has completed more than 300 health care deals.

With 30 years of experience representing health care service companies, Dexter is recognized as the industry expert in health care M&A. He has written and contributed to feature articles that have appeared in numerous health care industry publications and has written a chapter in the Handbook of Business Valuation published by John Wiley & Sons. He is frequently interviewed on various topics regarding health care mergers and acquisitions by news outlets including Bloomberg News, CNBC, USA Today, The Huffington Post, The Palm Beach Times, and numerous health care sector journals. Additionally, the firm is the publisher of marketWATCH, a quarterly review of mergers and acquisitions activity in six industry segments: Behavioral Health Care, Health Care Information Technology, Home Health and Hospice, Pharmacy Services, Urgent Care, and Home Medical Equipment.

Dexter has presented seminars, webinars, moderated discussion panels, and has been the keynote speaker on various issues regarding health care mergers and acquisitions and finance at conferences across the country including Art of the Deal, the Remington Think Tank, Health Care Capital Investors Conference, HME News Business Summit, HHFMA Financial Managers Conference, Treatment Center Investment and Valuation, Foundations: Moments of Change, Behavioral Health Care: Buying, Selling and Valuing, National Association for Home Care, National Home Infusion Association Conference, Homecare 100, Long Term Care 100, Medtrade, Urgent Care Association of America, and many more. He was recently inducted into The Home Care and Hospice Financial Managers Association Hall of Fame as “deal-maker extraordinaire.”

Dexter holds an MBA from the University of Pittsburgh, a Master of Science from the University of Oregon, a Bachelors of Arts from Cornell University, and received the Vincent W. Lanfear Award for academic achievement.

About The Braff Group:

The Braff Group is a leading mergers and acquisitions advisory firm specializing exclusively in health care services including behavioral health care, home health care, hospice, pharmacy services (home infusion, specialty Rx, institutional Rx), urgent care, health care information technology, health care staffing, home medical equipment, and ancillary health care services.

Unlike many brokers and investment sectors that work many sides of the negotiating table which can create conflicts of interest, we provide sell-side only transaction advisory services including representation, divestiture strategy, debt and equity recapitalizations, and valuation.

Since the firm’s inception in 1998, we have closed more than 300 transactions, more than any other mergers and acquisitions advisory firm covering these sectors.

Mentioned on the podcast:

Dexter mentioned a chart that shows his team's analysis of the Health IT Market categories. You can find it here under Market Data - M&A Environment for HIT.

Related:

Accelerating Digital Health for Social Good | Christian Seale | Startupbootcamp Miami On this episode Christian talks about sub-categories within the market that can be drawn by community and cultural lines. A very interesting supplement to Dexter Braff's analysis.

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