Pediatrics has a lot of nuances and complexity compared to an adult hospital and Mr. Higginson says a deep, working relationship with a strategic partner is essential. About 10 years ago Phoenix Children’s Hospital began a long-term relationship with Philips that expanded in early 2017 to become a long-term strategic partnership, collaborating to identify and implement imaging solutions and broadening into patient monitoring, clinical informatics, and a comprehensive range of clinical and business consulting services.
In part, the difference in the pediatric market means Phoenix Children’s looks for commercial maturity and an overarching goal from its technology supplier "beyond transactional thinking", looking at pediatric care and understanding it as an investment in the future of the broader healthcare system.
“The way that children are cared for can affect the adult world, and having a broad and global view means Philips can see the world for all of its parts, not just as one particular market,” says Mr. Higginson.
One of the aspects of the long-term partnership is to "raise all boats" to the same level as Phoenix Children’s diagnostic imaging, to better leverage monitoring and clinical informatics, and to work together to improve pediatric patient care.
“As time goes on, we get to a point where each partner can trust each other to have exactly the same goals and working together becomes less about a sale and more about helping the patient,” Mr. Higginson says. “We can understand what the other wants out of the relationship. We’ve moved into this collaborative space with Philips and it has helped us move so much faster.”
That also has supported Phoenix Children’s drive to define themselves as innovative, forward-looking specialists in pediatric care. “We actually want to do things with technology that are going to make an impact on a child’s life,” Mr. Higginson adds. “We’re not really tied up in the baggage of the past… what we’re doing now is we’re writing our future and the future of care of the children of Arizona.”