Listen closely.....

....excerpt from the daily email that I send to my team

"We think we listen, but very rarely do we listen with real understanding, true empathy. Yet listening, of this very special kind, is one of the most potent forces for change that I know" - Carl Rogers

Carl Rogers was a pioneer in the field of Psychology, specifically the humanistic approach to understanding the individual's personality and relationships with others. He is considered by the field of psychology as influential if not more than his more famous counterpart and contemporary Sigmund Freud. Carl Rogers focused on understanding how the person moves through their reality, and how individual perception, environment, and conditions will reflect personal happiness, success, and full realization of the potential of the "organisms" (as he referred to people).  

I have been thinking a lot lately about our value proposition and what we say and think versus how others (our customers) think and say about us. Sometimes, we need to pause and just listen and hear what is being said regarding our technology. If we listen close enough, we will hear exactly what we need to do and the answers to our questions will present themselves.

Rebecca, Phillip, Saheel, and I had an early morning call last week with a massive SoCal hospital system. The call was organized by a renowned heart failure doctor. What was more amazing was he pulled in 7 surgeons, physicians, and administrators. The surgeons represented Liver and Kidney transplant, Cardiac Surgery, and General and Trauma Surgery. 

Key takeaways - IAP is the key. One of the surgeons said "now that we know it (IAP), we can fix it". Team - this is huge.

If this call was an isolated incident I would say "great, that is an "N" of 1". However, this is literally every week when Monica and I speak with clinical teams at potential clinical study sites and when the commercial teams speak with doctors and nurses. Two weeks ago Lee Morrison and I heard this loud and clear from the surgeon, Anesthesiologist/Critical Care MD, and the GI doctor at the dinner in Chicago. UO is critical, and solving accurate UO and mechanically flushing the line is important because it allows for accurate IAP measurements. Without a managed bladder accurate IAP would be impossible due to retained Urine in the bladder which will distort the true IAP.

Our timing to the market is incredible and the problem that we are addressing is a huge clinical .  I have attached the latest "Current Opinion of Critical Care" - hot off the press. Read it. It is amazing - at least ONE THIRD of ICU patients have Intra-Abdominal Hypertension!! Dr. Kimball highlights multiple disease states and specialties that are affected by IAH/ACS.

Team, we have an amazing solution to a massive unmet need, and we need to make sure that we deliver the right message to the world as we deliver the Accuryn technology to every hospital. Keep listening, keep sharing, and keep grinding each and every single day!!!

ALWAYS FORWARD!!!!!

Joe

This is a series of articles based on the daily letters that I write to my company (slightly modified - company specifics removed). My hope is to share some positive thoughts that gently push the world toward positive thinking and encourage many to achieve their fullest God-given potential