Finally, we have partnering. We know that is not a new word. Aren’t we always partnering? This year it is different. Partnering has become the mission statement of every vendor. They don’t want to just sell something today, they want to be your partner, they want to hold on to you forever, and they are never going to let you go. (Sorry, they don’t want you, they want the IDN.) They want your heart and soul, and if they get it, they are never giving it back. They are building a lasting relationship; they are much more focused on the future and holding on to you in the future, not just today. They are not just selling to the IDN, they seem to want to acquire it.

These three terms — IDN, data analytics, and partnering — are old words that have developed a new buzz this year. The repetitiveness, intensity, and boldness of the words are different. Maybe the perceived stabilization of the Affordable Care Act has helped to clearly define the future for vendors. Maybe the computer age has been fully embraced. Whatever it is, this word sequence is strong and it is clearly defining the future of the laboratory space for hospitals. I want your IDN, I am going to utilize data analytics, and I am going to be your partner, today and forever. This is the message that vendors are screaming on the floor of the AACC convention.

About the Author: Dennis Matricardi joined MD Buyline in 2000 with over 30 years of hospital-based laboratory experience. He has a strong specialization in infectious disease and experience running both microbiology and infection control programs in a hospital setting. He has previously worked as a laboratory surveyor for the College of American Pathologists (CAP) and has experience with laboratory inspections by the Joint Commission and CAP. He has had oversight for anatomical pathology, cytology, microbiology, immunology, laboratory information systems and laboratory compliance and finance.

Matricardi has worked in various small and large hospital laboratories in Ohio, Florida, and Texas, and has been a microbiology technologist, microbiology supervisor, laboratory technical consultant, and laboratory manager. He has written for ASCP ONELab on topics related to laboratory purchasing and management. He has been published in the ASCP magazine LabMedicine and Critical Values and presented topics at national laboratory conventions.

Matricardi received his Bachelor of Science in microbiology from Ohio State University and Master of Science in management/health systems administration from the University of Akron. He is registered by the American Society of Clinical Pathology (ASCP) as Specialist in Microbiology SM(ASCP) and Diplomat in Laboratory Management DLM(ASCP). He has also held certification in infection control by the Certification Board of Infection Control.

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