You Didn’t Lose the Sale. You Lost the Relationship.

Most healthcare vendors think they lost the deal because another product edged them out. But the truth is quieter and far more uncomfortable: the relationship never had time to grow. If you’ve ever wondered why conversations stall or vanish, this one hits close to home. In this candid interview, Alan Shoebridge, AVP & Chief Communication Officer (National) at Providence, breaks down how large health systems actually decide who gets a meeting, who gets remembered, and who gets quietly ruled out. We talk about the 75 percent relationship factor, the long memory buyers have when vendors ghost, and why case studies carry more weight than any logo wall on LinkedIn. If you sell into healthcare marketing, patient experience, or communications, this conversation gives you a clear picture of what truly moves the needle.