1. My Vendor Role Experience Annie Moore-Cox PhD, RN

2.  At least two new terms or ideas about power or business that you didn’t know before  One example of how understanding your power in a situation will help you get something you want 5/1/2015Moore-Cox 2

3.  My Journey to a Vendor Organization  Definitions of Power  Why Power Matters  Power in the Marketplace  Nursing's Power in the Marketplace 5/1/2015Moore-Cox 3

4. Becoming a Nurse Something’s wrong with birthing and I can fix it by going to nursing school Becoming a Teacher Something’s wrong with nursing and I can fix it by teaching Working for a Vendor Something’s wrong with healthcare and I can fix it by developing solutions 5/1/2015Moore-Cox 4

5. And why nurses lack it in healthcare 5/1/2015Moore-Cox 5

6.  Control  Influence  Domination  Ability to get things done  Ability to marshal resources including people  Expert Power- influencing others through knowledge and skills  Transformative and healing power 5/1/2015Moore-Cox 6

7. Traditionally female profession Women have not been socialized to exert power Power often ascribed to males Power is considered antithetical to caring Nurses have had difficulty acknowledging their own power 5/1/2015Moore-Cox 7

8.  a workplace that has the requisite structures that promote empowerment;  a psychological belief in one’s ability to be empowered;  acknowledgement that there is power in the relationships and caring that nurses provide.” Source: Manojlovich, M. (2007), http://www.nursingworld.org/MainMenuCategories/ANAMarketplace/ANAPeriodicals/OJIN/TableofContents/Volume122007/No1Jan07/LookingBackwardtoInformtheFuture.html?css=print 5/1/2015Moore-Cox 8

9. 5/1/2015Moore-Cox 9

10. “Nurse leaders recognize that understanding and acknowledging power and learning to seek and wield it appropriately is critical if nurses’ efforts to shape their own practice and the broader health care environment are to be successful.” Source: Ponte, et. al., 2007, http://www.nursingworld.org/MainMenuCategories/ANAMarketplace/ANAPeriodicals/OJIN/TableofContents/Volume122007/No1Jan07/tpc32_316092.html 5/1/2015 10 Moore-Cox

11. Our Time has Come! 5/1/2015Moore-Cox 11

12.  Healthcare as business  Education as business Take Away #1: We all work in a vendor organization 5/1/2015Moore-Cox 12

13.  All businesses have responsibilities to:  Their customers/patients/students  Their employees/faculty  Their investors/stock holders/taxpayers  The public 5/1/2015Moore-Cox 13

14.  Honesty  Integrity  Respect  Perseverance  Servant Leadership Always tell the truth Always keep your deals Don’t hurt anyone Try harder than all our competitors Care for our customers, our community, and each other 5/1/2015Moore-Cox 14

15. CostsRevenue Volume of Sales Revenue from Sales of Goods and services Costs of reaching customers Costs of Goods and Services 5/1/2015Moore-Cox 15

16. 5/1/2015Moore-Cox 16

17.  Honesty  Integrity  Trustworthiness  Knowledge  Deep understanding of customer needs  Ability to listen carefully and understand  Persistence  The. Best. People. Skills. Period.  Problem Solving ability 5/1/2015Moore-Cox 17

18. Our unfailing, undying, unwavering commitment to safe, quality patient care. 5/1/2015Moore-Cox 18 Take Away #2: This is the source of our power

19. You can have power too! 5/1/2015 19 Moore-Cox Source: USNEWS.com

20. HIGHER EDUCATIONHEALTHCARE  Decreasing government aid  $1 Trillion student loan burden  Federal government scrutiny of outcomes  For profit colleges  Technology  Pay for performance vs. fee for service  Patient centered care  Technology  The Learning Health System  Unsustainable costs of care  Baby Boomers heading for old age 5/1/2015Moore-Cox 20

21. Traditional Lecture 3 Hour Class = 3 Credits x $100 per credit Bedside Clinical 6 Hour Clinical = 2 Credits x $100 Loss=$7,000 40 Students Tuition=$8,000 5 faculty= $15,000Profit=$9,000 40 Students Tuition= $12,000 1 Faculty= $3,000 Note: Clinical and lab are not governed by clock or seat hours. Usually they are set at 2-3 hours to one credit. Note: State BONs and Hospitals specify low faculty: student ratios for clinical practice; 8:1 is avg. 5/1/2015Moore-Cox 21 Take Away #3: If you understand the college’s source of revenue and loss you will get a seat at the decision making table faster.

22.  Limited capacity for product development  Workforce challenges  Fiduciary responsibility to investors/stock holders  Forever putting together business cases to get funded  Competitive environment  Poor leadership  Travel  Fast pace  Ostracization from peers  Difficulty maintaining ones own area of expertise and/or scholarship 5/1/2015Moore-Cox 22 Take away #4: Don’t work for a vendor if you don’t like to travel

23. The Drive for Profit outweighs all other concerns. 5/1/2015Moore-Cox 23

24. When someone tries to sell you something….run. 5/1/2015Moore-Cox 24

25. “Nurse leaders employed as vendors commonly are branded with a ‘V’ as in ‘villain’” (Moorman, 2010) 5/1/2015Moore-Cox 25

26. WWFD (What Would Florence Do?) Source: http://appsmediatama.net/tag/florence-nightingale-quotes-24-science-quotes 5/1/2015Moore-Cox 26

27. annie.moore-cox@atitesting.com 5/1/2015 27 Moore-Cox