In this session, Brendan McAdams translated consultative selling into an engineer-friendly system: how to run discovery like a diagnostic, map stakeholders, and design pilots that generate credible evidence (not just activity) that converts.

You’ll learn how to avoid getting ghosted, prevent “pilot purgatory,” and leave every conversation with a clear, mutual next step—so your solution moves from interest to adoption.

Key Takeaways:

🔷 Why hospitals/health plans are different: A quick primer on how these organizations buy: risk, workflow fit, incentives, and the navigating the org chart (champions, veto players, procurement, security, etc.).

🔷 How to run discovery in an engineer-friendly way: Define the problem clearly, map workflow constraints, identify stakeholders/decision path, and end each conversation with a mutual next step (so you don’t get ghosted).

🔷 How to design a pilot that produces credible evidence: Hypothesis + success criteria, metrics that matter to hospitals/plans, and decision gates upfront (“what does yes look like, and by when?”)

🔷 How to package results for different audiences and turn validated results into a practical next step: Expansion scope, owners, timeline, and the right “budget lane.”