Selling AI to Your Partners

Before building your case, understand each partner's priorities, concerns, and decision-making style. The same AI tool can be pitched differently to someone focused on profitability versus someone focused on burnout.

Key Actions

• List each partner and their primary professional priorities
• Identify each partner's concerns about technology (cost, complexity, privacy)
• Note each partner's communication style (data-driven, story-driven, consensus-seeking)
• Identify potential allies who might support early adoption
• Recognize the key decision-maker and any veto holders

Related Resources

Gather concrete data that supports AI adoption. Partners respond to numbers - time savings, cost reduction, and revenue potential. Generic industry stats help, but practice-specific data is more compelling.

Key Actions

• Document current documentation time per provider (hours per week)
• Calculate the financial cost of pajama time (hourly rate x hours)
• Research competitor practices that have adopted AI
• Gather industry statistics on AI documentation ROI (typically 1-2 hours saved/day)
• Estimate potential volume increase if providers have more time

Related Resources

List every objection you've heard (or expect to hear) and prepare thoughtful responses. Being prepared for pushback shows you've done your homework and takes the wind out of naysayers' sails.

Key Actions

• Prepare response to 'It costs too much' (show ROI payback period)
• Prepare response to 'It won't work with our EHR' (verify integration)
• Prepare response to 'Patients won't like it' (share patient satisfaction data)
• Prepare response to 'It's not accurate enough' (share accuracy rates, review process)
• Prepare response to 'We're too busy to implement' (show minimal disruption plan)

Related Resources

Build a concise presentation that tells a story: the problem (burnout, inefficiency), the solution (AI documentation), the proof (data), and the ask (approval to pilot).

Key Actions

• Open with the problem: burnout statistics, documentation burden, time impact
• Present the solution: specific AI tool recommendation with demos or videos
• Share the proof: ROI calculation, case studies, peer references
• Address top 3-5 objections preemptively in the presentation
• Close with a specific ask: 'Approve a 60-day pilot with 2 providers'

Related Resources

Choose the right time and format for the conversation. A rushed discussion between patients won't get the thoughtful consideration your proposal deserves.

Key Actions

• Request dedicated time at a partners meeting (not 'any other business')
• Send a brief pre-read 3-5 days before the meeting
• Choose a time when partners are relaxed (not end of busy clinic day)
• Book enough time for presentation plus discussion (45-60 minutes)
• Consider one-on-one conversations with key influencers beforehand

Deliver your presentation with enthusiasm and conviction. You've done the research - now show your partners why this matters and why you believe it will work.

Key Actions

• Start by acknowledging partners' time pressures and burnout
• Present with energy - your enthusiasm (or lack thereof) is contagious
• Use 'we' language: 'Here's what we could achieve' not 'what I want'
• Pause for questions throughout, don't rush through slides
• End with a clear, specific ask and next steps

Even with great preparation, you'll face questions and concerns. Listen actively, validate concerns, and respond thoughtfully. Some resistance is normal - persistence often wins.

Key Actions

• Listen fully before responding - don't interrupt objections
• Validate concerns: 'That's a fair point' before offering your perspective
• Use prepared responses but adapt to the specific concern raised
• If you don't know an answer, say so and commit to following up
• Look for compromise: 'Would a smaller pilot address your concern?'

After the meeting, maintain momentum. Whether you got immediate approval, conditional approval, or need another conversation, follow up promptly and professionally.

Key Actions

• Send thank-you email within 24 hours with meeting summary
• If approved: send implementation timeline within 48 hours
• If conditional: address conditions and schedule follow-up
• If deferred: ask for specific criteria for reconsideration
• Keep partners updated on implementation progress