PWH Q3 2018

P R O F E S S I O N A L W O M E N I N H E A LT H C A R E ® • W E C R E AT E L E A D E R S

Heather Davis Secures Her Dream Job 20 years in the making and so worth it

p.6

INSIDE: p.8

p.9

LEADERSHIP TIP Resilience During Adversity REGISTRATION Opens for 2019 PWH® Leadership Summit

DEVOUR Goes to p.12 College Station, PA p.19

READ UP Refresh on a Professional Development Classic www.mypwh.org Issue 3 • winter 2018

PROFESSIONAL WOMEN IN HEALTHCARE®

CONTENTS LETTER FROM CHAIR: Delivering Value, Making an Impact and Creating Pathways for New Leadership

pg.3

HIDA Legislative Update by Linda Rouse O’Neil Key Federal Agencies Advance Preparedness Collaboration At HIDA Healthcare Supply Chain Continuity Summit pg.4 Corporate Partner Spotlight, Henry Schein

pg.5

Member Spotlight Heather Davis, HealthFirst

pg.6

Coach’s Corner by Katie Snapp 4 Strategies for Boosting Resilience

pg.8

PWH Leadership Summit 2019 Registration pg.9 ®

Wellness by Marie Holowaychuk Are You Too Tied to Technology?

pg.10

Devour by Jackie Jones Sat College, PA Food Scene

pg.12

PWH® Annual Meeting and Open Board Positions

pg.14

John Sasen Scholarship Nominations Open Congrats to HIDA Scholarship Winner

pg.15

PWH® Board Members

pg.16

PWH New Members and Upcoming Events pg.18 ®

Book Review by Rachel Bailey Refresh with a Professional Development Classic

pg.19

Thank You PWH 2018 Corporate Partners pg.20 ®

Connect Staff and Volunteers PWH® PROFESSIONAL DEVELOPMENT COMMITTEE Susan Kaiser, skaiser@midmark.com Enid Oquendo, Tania Steinbruegge

ART DIRECTOR Brent Cashman Graphics Manager, BOCdesign, Inc. brent@bocdesigninc.com

EDITOR Rachel Baiey Penwan Communication Inc. rachel@penwancomm.com

EDITORIAL & CIRCULATION MANAGER Michelle Rydberg Executive Director, Professional Women in Healthcare mrydberg@mypwh.org

VICE CHAIR of MARKETING & BRAND DEVELOPMENT Natalie Martin Director, Creative Services at NDC nmartin@ndc-inc.com FOOD & TRAVEL EDITOR Jackie Jones Director of Dental Sales & Marketing at NDC jjones@ndc-inc.com

PWH® MISSION & PURPOSE Professional Women in Healthcare® is an organization dedicated to ongoing professional leadership development for women and men in healthcare businesses. We are a member organization providing a national voice and progressive leadership for women in the healthcare manufacturing, distribution and service industries. Our mission is to empower women to lead and succeed. Our vision is a health care industry equally led by women.

2

winter 2018 • Issue 3 • www.mypwh.org

LETTER FROM THE CHAIR

Delivering Value, Making an Impact and Creating Pathways for New Leadership I am in awe as I reflect back on the past two years at PWH®. PWH® is delivering impactful content and leadership development to all in our industry. In 2017, we launched distance learning modules to target specific levels of leadership. In 2018, we delivered our first annual leadership summit, the premier leadership development event specific to our industry. We have increased content in our newsletter, webinars, blogs and other areas, focusing on our members’ needs.

In a time of so much disruption in the healthcare space, PWH® has provided a place where leaders can come together, share insights and best practices, support each other and learn new skills that will take their leadership to the next level. We often hear comments from leaders who attended a PWH® event, that they feel energized, enlightened and ready to face the challenges ahead. We are living through a time where there is much uncertainty about the future, and our business models are radically transforming before our very eyes. Being able to realize a vision, let alone leading a team through change, is more complex than ever. The energy, enlightenment and education that PWH® is delivering could not be more needed than it is now.

I have been so inspired by the women that comprise the PWH® leadership and membership. These women are dynamic, insightful, diligent visionaries. They pay forward and they give back. They raise the bar every day, and they are committed to investing in themselves and to mentoring those around them. They are committed to the success of the organizations that they work for and to making our industry one of the best industries to work in.

I am excited for the future of PWH® and to watch as Rachelle Ferrara takes PWH® to the next level.

In parting, I leave you with this: Never stop learning, never stop leading and never stop sharing what you have learned with those coming behind you. It is in these three simple steps that we can drive the change we envision and leave the next generation stronger than ours.

It has been a tremendous honor, and a great joy, to be able to serve as the PWH® Chair for 2017 and 2018. Thank you for entrusting me with this responsibility. I have learned so much from all of you and am blessed to call so many of you friends.

We are living through a time where there is much uncertainty about the future, and our business models are radically transforming before our very eyes.

Kind Regards, Julee Prefer PWH® Chair 2017-2018

www.mypwh.org • Issue 3 • winter 2018 3

HIDA LEGISLATIVE UPDATE

Key Federal Agencies Advance Preparedness Collaboration At HIDA Healthcare Supply Chain Continuity Summit

PHOTO CREDIT: HIDA

If you’ve attended HIDA’s annual September meeting in the past, you probably know that very few industry conferences match the collaboration opportunities available to attendees over two and a half days. This year’s Streamlining Healthcare Expo & Business Exchange featured more than 900 healthcare distributor, manufacturer, group purchasing and health system attendees taking part in over 1,200 business meetings.

While networking is a core component of the event, this year’s meeting offered unique education sessions covering topics such as medical product quality evaluation, e-commerce capabilities and key trends impacting healthcare supply chain stakeholders.

One session I was particularly excited to lead was our first ever Healthcare Supply Chain Continuity Summit, which built off of the success of last year’s Readiness Partner Workshop between HIDA members and Strategic National Stockpile (SNS) representatives.

The Summit brought together event attendees with government officials to discuss product continuity issues like shortages,

(From left to right): The Supply Chain Continuity Summit offered a Government and Commercial Partnerships panel featuring Laura Wolf, ASPR/HHS, Julia Marders, FDA, Greg Burel, SNS/CDC, and Tom DiStanislao, BD. disruptions and the public/private response to emergency events.

To strengthen coordination between distribution and federal agencies, representatives from the Office of the Assistant Secretary for Preparedness and Response (ASPR/HHS), Food and Drug Administration (FDA) and Office of Public Health Preparedness and Response (PHPR/CDC) offered insights into the crucial roles partners can play during public health scenarios.

The biggest takeaway from the workshop was that industry leaders must continue to work closely with these and other

4

winter 2018 • Issue 3 • www.mypwh.org

PHOTO CREDIT: HIDA

By Linda Rouse O’Neill, Vice President, HIDA

Linda Rouse O’Neill, HIDA, provides an update on reimbursement programs like value-based purchasing that are tied to medical product quality and healthcare outcomes. government agencies to identify ways to integrate capabilities faster and more efficiently. Our country is currently experiencing the effects of two severe hurricanes this year in Florence and Michael. Any organization involved in the production or delivery of lifesaving medical countermeasures should be aware of current and future processes and procedures, informationsharing capabilities, capacity or market availability and potential vulnerabilities during emergency events.

HIDA continues to lead the commercial charge on this effort as the collaboration with federal resources is an important one. The Pandemic and All-Hazards Preparedness Act (PAHPRA)—which includes numerous public health programs and federal initiatives to improve preparedness, as well as all of HIDA’s advocacy priorities—is up for reauthorization in 2018 and has been passed by the House and awaiting action by the Senate.

We anticipate having more to share this upcoming April at our Supply Chain Visibility Conference (April 17-18, Orlando, FL), and we’ll be sure to bring our key preparedness advocacy messages back to Capitol Hill for our annual Washington Summit next summer. As always, there is more work to be done.

If you or your teams would like to get more involved in HIDA’s advocacy efforts and collaborations with the federal government, please email me at Rouse@HIDA.org or our team at HIDAGovAffairs@HIDA.org. And be sure to mark your calendar for HIDA’s 2019 Streamlining Healthcare Expo & Business Exchange in Chicago, September 23-26.

CORPORATE PARTNER SPOTLIGHT

Company Name: Henry Schein, Inc. Location: Headquarters: Melville, NY Year Established: 193 Number of Employees: 22,000+ Number of PWH® Members: 18 CEO: Stanley M. Bergman, Chairman of the Board and Chief Executive Officer Internal PWH® Champion: Rachelle Ferrara, Senior Director, Marketing, Enterprise Sales, Brasseler USA Surgical Instrumentation

Company Vision and/or Mission: To provide innovative, integrated health care products and services; and to be trusted advisors and consultants to our customers enabling them to deliver the best quality patient care and enhance their practice management efficiency and profitability.

Tell us about your products/services?

Henry Schein, Inc. (Nasdaq: HSIC) is a solutions company for health care professionals powered by a network of people and technology. With more than 22,000 Team Schein Members serving more than 1 million customers globally, the Company is the world's largest provider of Business, Clinical, Technology and Supply Chain solutions to enhance the efficiency of office-based dental, animal health and medical practitioners. The Company also serves dental laboratories, government and institutional health care clinics, and other alternate care sites.

A Fortune 500® Company and a member of the S&P 500® and the Nasdaq 100® indexes, Henry Schein's network of trusted advisors provides health care professionals with the valued solutions they need to improve operational success and clinical outcomes. The Company offers customers exclusive, innovative products and solutions, including practice management software, e-commerce solutions, specialty and surgical products, as well as a broad range of financial services. Henry Schein operates through a centralized and automated distribution network, with a selection of more than 120,000 branded products and Henry Schein private-brand products in stock, as well as more than 180,000 additional products available as special-order items.

Why did your organization choose to become a PWH® corporate partner?

At the heart of Henry Schein's success are its employees—Team Schein Members ("TSMs"). Henry Schein is committed to building

its TSMs into strong leaders and at the same time Henry Schein continues to support the industry - especially when its partners come together to develop programs together as an industry vs. standing alone. Professional Women in Healthcare® is a wellrespected organization that aligns with the industry on relevant leadership curriculum and through its professional development, networking and mentoring programs. The organization offers an "outside-in" view and explores additional leadership models.

Henry Schein recognizes the importance for our TSMs to become relevant and diverse - especially when working with other suppliers and our customers.

Describe the value PWH® brings to your organization?

There are several success stories in which PWH® has prepared our TSMs with enriched leadership skills. This keeps our organization relevant and on-point with marketplace expectations.

Gaining access to high caliber Professionals at PWH® events have opened up key opportunities and relationships for our TSMs and the company. The impact PWH® has provided our TSMs include hard and soft professional development skills and has created a whole new pedigree of talent.

What is the impact PWH® has had on your organization and your team members?

Henry Schein's PWH® members greatly benefit personally and professionally. Our partnership with PWH® has enhanced industry relationships and provided tremendous exposure for TSMs. Some have moderated leadership panels and mentored several incredible leaders within our industry. PWH® has also provided TSMs with the tools needed to diversify their skills, keep reinvesting in themselves and to become stronger leaders. Our industry requires strong leaders because healthcare is dynamic and always changing.

www.mypwh.org • Issue 3 • winter 2018 5

MEMBER SPOTLIGHT

Heather Davis Secures Her Dream Job 20 years in the making and so worth it

Member Spotlight: Heather Davis, National Account Manager, HealthFirst

How long have you been a member of PWH®?

I have been a member of PWH® since 2009 and joined the board as the Vice Chair of Membership in 2011. From 20132017, I held the position of Membership Chair, and today I am the Chair of the Regional Connections Committee

Why did you choose to join PWH®?

I joined PWH® for a several reasons.

I began my medical career with a

6

winter 2018 • Issue 3 • www.mypwh.org

pharmaceutical distributor where I worked inside sales and corporate accounts going on ten years when I left. I then started a new role with a GPO, VHA SE, now Vizient, as a non-acute field representative. I needed to expand my network and knowledge in the industry as I began working closer with manufacturers and distributors. I have always believed in personal and professional development, and I knew the only way I would grow was to find a network on my own and seek the development. My new boss at the time was a big supporter of both. She was also supportive of my involvement in PWH® and began to make it a part of my MBOs since our company did not have a development program available to its employees.

What is your current PWH® role and what would you like to bring to the organization this year?

Currently, I am the Chair of the Regional Connections Committee, and I would like to see our Regions grow this year to areas that we have not had a presence with new faces to the organization. We need current and future leaders to mentor to be our successors.

moved to Florida where I was hired as an inside account rep for a pharmaceutical distributor where I worked for nine years. I sold into the ambulatory surgery and oral surgery markets and moved into corporate accounts. While I was there, I networked with many others from our industry and then landed a role as a sales representative at a GPO, VHA SE (now Vizient) in 2008. It was there that I began working closely with Henry Schein Medical as they began to work with GPOs. I built my relationships with the management team and Bill Barr, VP of HealthCare Services – now, Chief Sales and Marketing Officer of Henry Schein’s U.S. Medical Group – saw potential in me and gave me a chance to come work for him on his executive sales team. Bill quickly became another mentor and a great leadership example. More than 20 years later, I was finally working for Henry Schein. I recently made a move that was outside of my comfort zone, within the Henry Schein family of companies to HealthFirst. HealthFirst is well-positioned within the medical and dental field, and it’s an exciting new opportunity for me to use the skills I have learned throughout my career. I continue to be thankful for all my mentors, supporters and future leaders that I get to work with at HealthFirst.

My mission to gain experience started when I took a job with a janitorial supply distributor.

I was green and young but highly motivated. The leader of that company took a chance on me and set me on the right track for my career.

He also became a mentor.

What is your current title and what is your role at your organization?

I just began my new role as National Account Manager at HealthFirst. I’m responsible for enterprise sales, GPO relations, contracting and distribution relations.

What is your favorite moment about your career so far?

My favorite moment in my career is the story of how my career started at Henry Schein. In 1997, I was a 22-year-old dental assistant when Henry Schein Dental bought the local dental supply company that I purchased product from. I was not satisfied with my job, and after talking with my sales rep decided that I wanted to work for Henry Schein Dental. The problem was that I needed sales experience. My mission to gain experience started when I took a job with a janitorial supply distributor. I was green and young but highly motivated. The leader of that company took a chance on me and set me on the right track for my career. He also became a mentor. I realized then the power of having a mentor to learn from. In 1999, I

What was your dream job as a child?

My own plan for my life was to be an interior designer/architect, and that was my major when I first went to college. That is still a passion for me, one that I can enjoy in designing my own home and helping family and friends with theirs.

What advice do you have for someone just starting in the Healthcare Industry and new to PWH®?

Network, listen, don’t be afraid to ask questions, find a mentor and build relationships. There are so many amazing men and women in this industry who are willing to mentor new people starting out. This is a relationship industry. Network inside and outside of your organization and within PWH®. Most of all, remember when you walk into a room, every single person there has been exactly where you have been. Don’t be intimidated to ask for help or to reach out to them as they are all your mentors, and we all need future leaders to be our successors.

www.mypwh.org • Issue 3 • winter 2018 7

COACH’S CORNER

4 Strategies for Boosting Resilience

By Katie Snapp, Better Leadership

Your world changes daily. With it comes an emotional ride that you're generally pretty good at handling. But occasionally that ride becomes the Tilt-A-Whirl, leading to some inner swelling of emotions. Resilience is the ability to bounce back from adversity. A resilient individual is not someone who avoids stress, but someone who learns how to effectively master it, and optimize performance while doing so. Think of it this way, when you look at others on your team, you notice (whether you are aware of it or not) that you recognize your stronger players as those who handle adversity with poise and focus. They seem to bounce back more quickly. Want to be more like that yourself and help more of your team members inhabit resilience too? Here are some great tips for boosting resilience.

1 Reinterpret negative events by reframing for possibility Recent research demonstrates two approaches for regulating states of mind and enhancing resilience: cognitive reappraisal and mindfulness meditation. Both cognitive reappraisal and mindfulness meditation have been shown to increase activation of the left prefrontal cortex, a brain pattern associated with greater emotional control, a boost of positive emotions and faster recovery from uncomfortable feelings.

• Cognitive reappraisal reframes from a negative to a positive, from problem to possibility in order to reinterpret the meaning of an adverse event to see it as a challenge and opportunity. A Mount Sinai School of Medicine study of Vietnam prisoners of war found that those who had actively reappraised their imprisonment to find meaningful ways in which to grow stronger and more resilient showed the most adaptive responses • Mindfulness meditation focuses on how to get grounded and centered in the present moment and is associated with improved ability to focus, increased flexibility of thinking and greater psychological wellbeing.

8

winter 2018 • Issue 3 • www.mypwh.org

2 Enhance positive emotions A great way to cultivate positive emotions is to cultivate gratitude.

It can be really simple and possible even when you feel miserable.

Indeed, when you feel particularly crabby is a great time to cultivate positive emotions. Just grab a scrap of paper and start writing down everything that pops into your head for which you feel grateful. If you come up blank at first, think superficially.

Seriously. Did you happen to make an exquisite cup of coffee this morning? For some reason was it just the right blend of cream and sugar. Or maybe your dog was able to not mess in the house yesterday even though you got home really late. Once you write down a few, more will come to you. Don’t stop till you feel satisfied you’ve accounted for everything and everyone you appreciate. You’ll feel the joy inside build as you write. No matter how bad it gets, there is always something to be grateful for.

3 Become physically fit This one is easier said than done. It requires more physical effort than writing on a piece of paper. But again, start small. Get into it.

Get into you! If not for you, do it for those you love. If you do it long enough, you’ll get addicted to it because it feels good. You don’t have to strain yourself. Just try walking more. Get up from your desk a couple times a day and do some simple stretches. Bend forward. Our lives get busy, but even a few knee push-ups can get your blood pumping.

4 Maintain a supportive social network for resilience role models Think of some famous or not so famous people who display resilience. What did they have to overcome and how did they do it? Consider these people as your resilience role models. What is it about how they handled adversity that makes you admire them so much? Think of how you can adopt some of their resilience methods into your life.

REGISTRATION NOW OPEN! REGISTRATION NOW OPEN! REGISTRATION REGISTRATION NOW NOW OPEN! OPEN! REGISTRATION NOW OPEN! REGISTRATION NOW OPEN! N NOW OPEN!

Minneapolis, MN

TheThe Industry’s Premier Leadership Development Event The Industry’s The Premier Industry’s Leadership Premier Development Leadership Development Event The Industry’s Industry’s Premier Premier Leadership Leadership Development Development Event Event The Industry’s Premier Leadership Development Event Event The Industry’s Premier Leadership Development Event Join professional women & men in the industry for two JoinJoin professional Join professional women & men men in the &industry industry in for for thetwo two industry Join professional professional women women &women &men men inin the the industry industry for for two two Join professional women &in men inmen the industry for twofor two Join professional women & the days of leadership, networking, inspiration & innovation!

The Industry’s Premier Leadership Development Event days of leadership, days of networking, leadership, inspiration networking, & inspiration innovation! & innovation! days ofofleadership, networking, networking, inspiration inspiration & &innovation! days ofleadership, leadership, networking, inspiration &innovation! innovation! daysdays of leadership, networking, inspiration & innovation!

Whether you are an Aspiring Leader ora C-Suite Executive, Join women & men in the industry for two Whether you Whether are an Aspiring you are Leader an Aspiring or C-Suite Leader Executive, or aExecutive, C-Suite Executiv Whether Whether you you are are an an Aspiring Aspiring Leader Leader ora Executive, Whether you are an Aspiring Leader oraC-Suite aC-Suite C-Suite Executive, 01972–,| e 5–,7e2,502eprofessional Whether you are an Aspiring Leader or aaor C-Suite Executive, Jun N nNneN i9n ,9M neen an7o pn ,ilone2iilsa –iM 0ise1nM 5ae| | JJu 21,JM 2ii1n 09u N M M Ju ,J2nu0n–11e5799–,5| 7n n0n| p polis, MN nee 55J––u7 un , MaN |07M sl,M sli,sM iop oiM aoeplaN n1M lisnn,,p oM e9|a p ® Leadership ® ® Summit will cover a host of relevant the PWH ® ® ® ®PWH days of leadership, networking, inspiration &the innovation!

Leadership Summit Leadership will will cover Summit acover host will of relevant arelevant of relevan the PWH PWH the PWH Leadership Leadership Summit Summit will cover cover a ahost host ofof relevant the PWH Leadership Summit will acover host ofhost relevant the PWH Leadership Summit will cover a host of relevant the topics to take your leadership skills to the next level.

Whether you are an Aspiring Leader or atopics C-Suite Executive, topics to take take topics your leadership to take your skills leadership to the next skills level. to the next level. topics topics toto take take your your leadership leadership skills skills totonext the the next next level. level. topics toyour take your leadership skills to the next level. to leadership skills to the level. the PWH® Leadership Summit will cover a host of relevant topics to take your leadership skills to the next level.

® LEADERSHIP ® ® LEADERSHIP ®® ®LEADERSHIP PWH SUMMIT KEYNOTE THIS YEAR’S SPEAKER LINE-UP INCLUDES: ® LEADERSHIP PWH PWH SUMMIT SUMMIT KEYNOTE KEYNOTE THIS YEAR’S THIS SPEAKER YEAR’S LINE-UP SPEAKER INCLUDES: LINE-UP INCLUDES: PWH PWH LEADERSHIP SUMMIT SUMMIT KEYNOTE KEYNOTE THIS THIS YEAR’S YEAR’S SPEAKER SPEAKER LINE-UP LINE-UP INCLUDES: INCLUDES: PWH LEADERSHIP SUMMIT KEYNOTE THIS YEAR’S SPEAKER LINE-UP INCLUDES: YOU WON’T WANT TOWANT MISS! YOU WON’T TO MISS! YOU YOU WON’T WON’T WANT WANT TO TO MISS! MISS! YOU WON’T WANT TO MISS! YOU WON’T WANT TO MISS! UMMIT KEYNOTE THIS YEAR’S SPEAKER LINE-UP INCLUDES: Colleen Risk Colleen Colleen Colleen Risk Risk Colleen Risk Risk Colleen Risk David &Jonah Jonah Stillman David & David Stillman & Jonah Stillman David David & & Jonah Jonah Stillman Stillman David & Jonah Stillman MISS! Chief People Officer, Chief People Chief Officer, People Chief Chief People People Officer, Officer, Chief People Officer,Officer, Chief People Officer,

ForFor over 20 years, David hashas been researching, writing, Vizient For over 20 For years, over David 20David years, has been David researching, has been researching, writing, writing, For over over 20 2020 years, years, David has been been researching, researching, writing, writing, For over years, David has been researching, writing, Vizient For over 20 years, David has been researching, writing, Colleen Risk Vizient Vizient VizientVizient Vizient consulting and primarily speaking about the generations for consulting and consulting primarily and speaking primarily about speaking the generations about the for generations for consulting consulting and and primarily primarily speaking speaking about about the the generations generations for for consulting and primarily speaking about the generations for consulting and primarily speaking about the generations for Chief People Officer, organizations ranging from the IRS to MTV. Hehas has received organizations organizations ranging from ranging the IRS to from MTV. He IRS toHe MTV. received He has received been researching, writing, organizations organizations ranging ranging from from the the IRS IRS tothe to MTV. He has has received received organizations ranging from the IRS toMTV. MTV. He has received organizations ranging from the IRS to MTV. He has received Vizient rave reviews from world-renowned companies including rave reviews rave from reviews world-renowned from world-renowned companies including companies including ng aboutrave therave generations for rave reviews reviews from from world-renowned world-renowned companies companies including including rave reviews from world-renowned companies including Dominick Gallo reviews from world-renowned companies including Dominick Dominick Dominick Gallo Gallo Dominick GalloGallo Dominick Gallo Deloitte, Walt Disney, Pepsi, GE, Pfizer and Best Buy. Deloitte, Walt Deloitte, Disney, Walt Pepsi, Disney, GE, Pfizer Pepsi, and GE, Best Pfizer Buy. and Best Buy. RS to MTV. He hasWalt received Deloitte, Deloitte, Walt Walt Disney, Disney, Pepsi, Pepsi, GE, Pfizer Pfizer and Best Best Buy. Buy. Deloitte, Walt Disney, Pepsi, GE, Pfizer and Best Buy. Deloitte, Disney, Pepsi, GE, GE, Pfizer andand Best Buy. Vice President, Process Excellence ViceVice President, Vice Process President, Excellence Process Excellence Vice President, President, Process Process Excellence Excellence Vice President, Process Excellence Vice President, Process Excellence David’s creative communications work hashas earned himhim David’s creative David’s communications creative communications work has earned work him has earned him wned companies including David’s David’s creative creative communications communications work work has earned earned him David’s creative communications work has earned him David’s creative communications work has earned him & Contracts, Henry Schein Dominick Gallo & Contracts, & Henry Contracts, Schein Henry Schein &&Contracts, Henry Henry Schein Schein &Contracts, Contracts, Henry Schein & Contracts, Henry Schein numerous accolades and recognition, most recently named numerous accolades numerous and accolades recognition, and most recognition, recently most named recently GE, Pfizer and Best Buy. numerous numerous accolades accolades and and recognition, recognition, most most recently recently named named numerous accolades and recognition, most recently namednamed numerous accolades and recognition, most recently named Vice President, Process Excellence ashas one of 200 People Watch bythe the Business Journal. as one of 200 as People one of toto200 Watch People by the to Watch Business by Journal. the Business Journal. ns work earned him asasone one ofof 200 200 People People toto Watch by by the the Business Business Journal.

Journal. as one of 200 People toWatch Watch by the Business Journal. as one of 200 People to Watch by Business Journal. & Contracts, Henry Schein ition, most recently named Ellen Raynor Ellen Raynor Ellen Raynor Ellen Ellen Raynor Raynor Ellen Raynor Jonah Stillman graduated from high school in2017 2017 and is Jonah Stillman Jonah graduated Stillman from graduated high school from in high school is in 2017 Jonah Jonah Stillman Stillman graduated graduated from from high high school school inin 2017 2017 and and isisis and is Jonah Stillman graduated from high school inand 2017 and Jonah Stillman graduated from high school in 2017 and is the Business Journal.

Director, Talent Management, Director, Talent Director, Management, Talent Management, Director, Director, Talent Talent Management, Management, Director, Talent Management, Director, Talent Management, pursuing life an entrepreneur, sharing hisinsights insights with pursuing life pursuing as an entrepreneur, life as an entrepreneur, sharing his insights sharing with hiswith insights pursuing pursuing a as life aas asentrepreneur, as an entrepreneur, entrepreneur, sharing sharing his his insights insights with pursuing alife life asaan an entrepreneur, sharing his insights with with pursuing aaalife an sharing his with McKesson Medical-Surgical Ellen Raynor McKesson Medical-Surgical McKesson Medical-Surgical McKesson McKesson Medical-Surgical Medical-Surgical McKesson Medical-Surgical McKesson Medical-Surgical variety companies and industries.

He has contributed aaavariety of aand ofand companies industries. andHe industries. has contributed He has contributed high school 2017 ain avariety ofvariety ofcompanies companies and and industries. industries.

He He has has contributed contributed avariety variety ofis companies and industries.

He has contributed variety ofofcompanies companies and industries.

He has contributed Director, Talent Management, Gen ZGen stories with MSNBC, CBS, and Fast Company. totohis Gen ZGen stories Gen with Zwith stories MSNBC, with CBS, MSNBC, and Fast CBS, Company. and Fast Company. ur, sharing insights with toto Gen Zto Zstories with MSNBC, MSNBC, CBS, CBS, and and Fast Fast Company.

Company. to Zstories stories with MSNBC, CBS, and Fast Company. to Gen Z stories with MSNBC, CBS, and Fast Company.

McKesson Medical-Surgical Early Bird Regular Jonah is a nationally ranked alpine snowboarder and has EarlyRegular Bird Regular Jonah is a nationally Jonah is ranked a nationally alpine ranked snowboarder alpine snowboarder and has and has Early Early Bird Bird Early Bird ustries. He has contributed Regular Regular Regular Jonah Jonah is is a a nationally nationally ranked ranked alpine alpine snowboarder snowboarder and and has has Jonah is a nationally ranked alpine snowboarder and has Early Bird Jonah is a nationally ranked alpine snowboarder and has before 3/1/19 after 3/1/19 served as an ambassador for the international nonprofit before 3/1/19 before 3/1/19 after 3/1/19 after 3/1/19 before before 3/1/19 3/1/19 before 3/1/19 after after 3/1/19 3/1/19 after 3/1/19 before 3/1/19 after 3/1/19 served asCompany. an ambassador as an ambassador for for the international for the international nonprofit nonprofit CBS, and Fast served served asserved asambassador anan ambassador ambassador for the the international international nonprofit nonprofit served as an ambassador for the international nonprofit served as an for the international nonprofit WE, traveling to Kenya and Ecuador to build schools.

WE, traveling WE, to Kenya traveling and Ecuador Kenya and to Ecuador schools. toschools. buildBird schools. Regular Early pine snowboarder and WE, traveling traveling totoKenya and and Ecuador Ecuador to tobuild schools.

WE, traveling toKenya Kenya and Ecuador tobuild build schools.

WE,WE, traveling tohas Kenya andto Ecuador to build build schools.

Member $595 $795 Member$595 Member Member $595 $595 $795 $795 Member $595 $595 $795 $795 $795 before 3/1/19 afterMember 3/1/19 he international nonprofit ador to build schools.

Non-Member $795 $995

n

Member

$595

$795 Non-Member Non-Member Non-Member $795 $795 $995 $995 Non-Member $795 $795 $995 $995 Non-Member $795 $995

Non-Member

$795

ONLINE REGISTRATION NOW OPEN: $995 ONLINE REGISTRATION ONLINE REGISTRATION NOW OPEN: NOW ONLINE ONLINE REGISTRATION REGISTRATION NOW NOW OPEN: OPEN: ONLINE REGISTRATION NOW OPEN:OPEN: www.mypwh.org www.mypwh.org www.mypwh.org www.mypwh.org www.mypwh.org www.mypwh.org

ONLINE REGISTRATION NOW OPEN: www.mypwh.org JUNE 5–7, 2019 JUNE 5–7, JUNE JUNE 5–7, 5–7, 2019 2019 JUNE 5–7, 20192019 JUNE 5–7, 2019 HYATT REGENCY MINNEAPOLIS HYATT REGENCY HYATT MINNEAPOLIS REGENCY MINNEAPOLIS HYATT HYATT REGENCY REGENCY MINNEAPOLIS MINNEAPOLIS HYATT REGENCY MINNEAPOLIS JUNE 5–7, 2019 HYATT REGENCY MINNEAPOLIS ® LEADERSHIP ® ® LEADERSHIP PWH SUMMIT SPONSORS: ®® ® ®PWH PWH LEADERSHIP PWH SUMMIT SPONSORS: SUMMIT SPONSOR PWH PWH LEADERSHIP LEADERSHIP SUMMIT SUMMIT SPONSORS: SPONSORS: LEADERSHIP SUMMIT SPONSORS: PWH® LEADERSHIP SUMMIT SPONSORS:

REGISTER TODAY! www.mypwh.org REGISTER REGISTER TODAY! TODAY! www.mypwh.org www.mypwh.o REGISTER REGISTER TODAY! TODAY! www.mypwh.org www.mypwh.org REGISTER TODAY! www.mypwh.org

WELLNESS

Are You Too Tied to Your Technology?

By Marie Holowaychuk, DVM, criticalcarevet.ca Technology is clearly necessary with the work that we do in the business of healthcare and in our personal lives. If it weren’t for technology, we might miss an important client connection, not to mention stay connected to lifelong friends, distant family members and colleagues worldwide. However, there is no doubt that technology has negative effects on our lives as well. If you find yourself unable to disconnect by turning off notifications, closing your lap top, binge-watching Netflix, or going 10 minutes without checking your phone, you might use some of the information presented in this article to rethink your technology time and how it impacts your mental health and well-being.

10

winter 2018 • Issue 3 • www.mypwh.org

What are the negative ramifications of constant smart-phone use?

The feeling of constant connection can create a sense of anxiety around not being able to truly disconnect from work, thereby increasing stress, interrupting in-person interactions and impairing productivity. There is research demonstrating that even the presence of a phone sitting next to you can impair focus and disrupt conversation. Additionally, research suggests that social media decreases wellbeing by increasing feelings of jealousy, insecurity and depression. It is not uncommon for mental health providers to advocate that people experiencing anxiety

and depression close their social media accounts to reduce the negative consequences of constant comparison.

But doesn’t social media provide a means of human interaction and support?

Social media has a plus side. It offers people a way to stay connected with clients, colleagues, friends and family members.

However, while some studies suggest that networking on social media offers benefits for social wellness, many other studies demonstrate an association between social media use and depression, low self-esteem and even internet addiction.

Are there other negative consequences of increased screen time?

Research suggests some startling statistics when it comes to the amount of time spent in front of screens, whether it be the TV, computers or smart phones. In addition to the detrimental effects on mental health mentioned above, increased amounts of screen time have been associated with a higher risk of physical health concerns, as well as greater odds of dying young. This is probably because while a person is engaging in screen time, they are sacrificing time that would be spent participating in more healthful actions such as exercise, time outside or other self-care activities.

Nine Tips for Decreasing Screen Time 1 Turn off notifications such as buzzing,

4 Decide how much time you are willing

beeping, vibration or flashing lights to decrease unnecessary interruptions.

If a notification does go off, pause and consider whether it could be of importance before interrupting your activity to check.

to allocate to the use of technology outside of work. Consider the activities you like to do during your downtime and the amount of time that you have outside of working hours. Once you fill your downtime with exercise, time outdoors, family/pet activities, selfcare, and sleep, the rest of the time should be the maximum available dedicated to screen time.

2 Set boundaries around the use of technology when spending time with others. Make a point to put away phones during meals, social gatherings and family functions.

Decide when it is appropriate to check email, scroll social media or send text messages and adhere to that.

3 Communicate boundaries around the use of technology for work when not actually working. Ensure that expectations regarding checking work email, being accessible by phone or text, and responding to non-urgent messages are clearly understood and followed.

5 Consider downloading apps like “Moment” or “Quality Time” to track the amount of time spent online or on social media sites and ensure that you are not missing out on other activities due to endless scrolling and screen time.

6 Try “batching” screen time rather than checking your phone, social media or email repeatedly all day.

Limit yourself to a certain duration a couple of times each day and even set an alarm to let you know when your screen time is up.

7 Take a digital vacation by allocating time during which you take a break from technology. If you do not need your computer while on vacation, leave it behind. If you can go on a walk and leave your phone at home, then do so. Other tactics to limit screen time include turning data off, using airplane mode or turning off the phone altogether during periods of the day.

8 Be intentional when using technology to avoid watching hours of mindnumbing Netflix episodes or scrolling mindlessly through social media feeds.

If you find yourself in a fog and not focused on the screen in front of you, redirect your focus or purposefully switch to a different activity.

9 Don’t take your phone to bed. Use an alarm instead. That way you won’t be tempted to check your email right before trying to fall asleep. Not exactly a lullaby.

www.mypwh.org • Issue 3 • winter 2018 11

By Jackie Jones

State College, PA Food Scene Fall means but one thing: FOOTBALL! Pro Football is great (GO LIONS!) but College Football offers so much more – rivalries, tailgating, school spirit and memorable Saturdays. I was fortunate to visit Suzanne Lord in State College, Pennsylvania to experience a Penn State Whiteout this year. She was also willing to give her recommendations for the complete food and beverage tour of her town. – Jackie Jones

Happy Valley Bar Tour: Café 210 West www.cafe210.com the tour starts with some carbs and Café Tea, $2.50 on Mondays, but always on the menu. Learn about 55 days!

Local Whiskey, known to locals as The Second. Small menu, with great food. www.ocalwhiskeybar.com Ernie’s Famous Cheesesteak, best in town, Tray of fresh cut fries, is a must.

Best selection of whiskey in town.

The Deli & Z Bar www.dantesinc.com 57 beers on tap, 150 bottled beers, plus a fabulous menu of traditional deli favorites.

12

winter 2018 • Issue 3 • www.mypwh.org

Federal Tap House www.federaltaphouse.com Great menu and food. Burgers, gourmet wood fire pizza, 100 beers on tap, as well as wine and cider.

Bill Pickles Tap Room www.billpicklestaproom.com Great College Bar atmosphere, you could spend hours here!

Rolling Rock pony cases on Monday nights.

The Phyrst – father of Local Whiskey www.phyrst.com Great basement bar, local bands, drink specials everyday. Sing along with the Phyrst Family Band.

Primanti Brothers www.primantibros.com/locations/ state-college Made famous in Pittsburgh in 1933, now a staple in State College.

One of a kind sandwiches, Pizza Feast Tuesday and Thursday nights and of course, the famous Drunk Duck.

Bar Bleu www.dantesinc.com/locations/bar-bleu Specialty drink – Fishbowls. Great place to end the bar tour, with a burger and fries!

Champs champsdowntown.com 55 beers on tap, plus pony cases of Miller Lite. Great Happy Hour specials, everyday!

www.mypwh.org • Issue 3 • winter 2018 13

ANNUAL MEETING

More Great Programs for Mentoring, Education and Networking coming your way!

On Wednesday, October 24, 2018 PWH® held its annual membership meeting via webinar. In case you missed it, here are some highlights.

PWH® Leadership Summit PWH held its first-ever Leadership Summit this past June. The event attracted 175 attendees. Testimonials from attendees appear on our website. Encouraged by the event’s success, we are making it an annual event. In 2019, we’ll present new speakers, education sessions and a new venue. Please join us June 5-7, 2019 at the Hyatt Regency in Minneapolis, MN. You can register at www.mypwh.org. ®

Passing the Gavel Julee Prefer will be passing the gavel at the end of December to our incoming chair, Rachelle Ferrara. If you don’t already know Rachelle, you can get to know her by reading her letter from the chair next issue. We’ll also post our 2019-2020

Board of Directors and Board Advisors in the next issue of Connect.

Marketing Committee Reinstated Among some of the structural enhancements you’ll notice in 2019 is the reinstatement of our Marketing Committee. With all of the new programs and development of existing programs, we want to make sure marketing gets the attention it deserves.

Summit Programming New Sub-Committee We’ve also created a new subcommittee under Professional Development dedicated to planning the annual Leadership Summit.

New Goals for the Newsletter We are outsourcing more of the newsletter

to help improve efficiency. Rachel Bailey will serve as editor. Our goal is to deliver an engaging printed newsletter to each member each quarter. Nonmembers can read a digital copy online.

Membership Update PWH® now has 525 active members, 100 more than we had in 2018. All new members get enrolled in our onboarding program. Contact Michelle Rydberg to find out more details, recommend colleagues to join,or register yourself. You can also go to www.mypwh.org.

Ongoing PWH® Programs Regional Connections, Premier Events, Distance Learning, Webinars, Blog, Mentor Program, Membership Directory …

OPEN BOARD POSITIONS

Get Involved There are many opportunities for you to get more involved in PWH® by serving on a committee. We also currently have three openings on the PWH® leadership team. Below is a list of committees.

• Corporate Partnership Committee • Programming Committee • Marketing Committee • Regional Connections Committee • Membership Committee • Strategic Oversight Committee • Mentoring Committee

We currently have three open positions on our leadership team. Below is a list of those positions with the skill sets needed for the role.

1 - Vice Chair Content Strategy – Corporate writing, PR writing and professional communications skills

2 - Vice Chair PWH® 3 - Vice Chair Education and Marketing – marketing Innovation – executive and graphic design skills trainer, educator, coach

In you are interested in getting involved, please contact PWH® Executive Director Michelle Rydberg at mrydberg@mypwh.org.

14

winter 2018 • Issue 3 • www.mypwh.org

JOHN SASEN MEMORIAL SCHOLARSHIP

Nominations for PWH® John Sasen Scholarship Now Open John Sasen was an amazing individual. He was an incredible mentor, an extremely kind soul and a person who brought out the best in everyone that knew him. He was an ambassador for the industry and an “elder statesman” in his own right. He was open to diversity and truly cared about the young women and men that he brought along and tutored patiently. He made us want to be better for the industry, our organizations and ourselves. It is in missing him and all that he stood for, that we are committed to carry on his legacy in the industry that he loved. “...his story is that of a person who has never stopped dreaming, and who believes that change can only make a person

better and stronger. It is the story of someone who is committed to training and education.” – Repertoire In honor of our dear friend and mentor, PWH® announces the John Sasen Memorial Scholarship. The scholarship annually awards one woman within our industry a one-year PWH® membership as well as registration, travel and hotel expenses to the HIDA Executive Conference.

By attending the HIDA Executive Conference, PWH® John Sasen Scholarship winners gain the opportunity to learn from and network with senior executives from healthcare distributors, healthcare manufacturers, group purchasing organizations and industry service firms. This year’s conference will be held March 26-29, 2019 at the Ritz-Carlton Amelia Island, FL.

Please visit mypwh.org to nominate or apply for the scholarship. Deadline for submission is January 31, 2019.

HIDA SCHOLARSHIP WINNERS

Congratulations to This Year’s HIDA Scholarship Winner PWH® awards one woman in the industry a scholarship, including airfare, hotel and attendance to the HIDA Streamlining Healthcare Conference. A one-year membership to PWH® is also included.

This year, the scholarship was given to Kara Borgstrom, an Implementation Associate with Provista.

Kara Borgstrom

“ Thank you for the amazing opportunity to attend the HIDA Streamlining Healthcare Conference. To start things off, I attended the PWH® luncheon and Leadership Forum, and what a great start it was! The women of PWH® welcomed me with open arms, and I could really feel the love and respect in the room. I enjoyed getting to know some of the members as the week progressed. I am looking forward to new friendships and learning from all the inspiring women in our industry. It was evident at the conference that we have some rockstars among us. I’m thankful that PWH® has given me the chance to meet them!”

– Kara Borgstrom

www.mypwh.org • Issue 3 • winter 2018 15

BOARD MEMBER RECOGNITION

PWH ® EXECUTIVE BOARD, 2018

JULEE PREFER

ODRA ANDERSON

Healthcare Solutions Group President

B. Braun Medical, Inc. (Aesculap) Product Manager | Surgical Specialty Products

HEATHER LLORCA-KROPP

VICKY LYLE

PWH Chair ®

PWH® Past Chair

Mentoring Committee Chair

DUKAL Corporation Vice President, Marketing & Channel Management

Owens & Minor Operating VP, Service Line Strategy

RACHELLE FERRARA

SUSAN KAISER

Brasseler Medical Senior Director, Marketing and Enterprise Sales

Midmark Corporation Media and Communications Manager

PWH® Chair Elect

ALLISON THERWHANGER Treasurer

Shippert Medical Technologies President

ELIZABETH DAY-CURI

Corporate Partnership Committee Chair

Director of Sales, National Distribution/Medical

16

Membership Committee Chair

winter 2018 • Issue 3 • www.mypwh.org

Professional Development Committee Chair

HEATHER DAVIS

Regional Connections Committee Chair HealthFirst National Account Manager

SUZANNE LORD

Strategic Oversight Committee Chair Coalition for Independent Care COO

PWH ® ADVISORY BOARD, 2018 CATHY DENNING

PWH® Board Advisor Vizient Senior Vice President, Sourcing Operations

JANIS DEZSO

PWH Board Advisor

PWH ® LEADERSHIP ROSTER, 2018 STRATEGIC OVERSIGHT COMMITTEE Suzanne Lord, Strategic Oversight Chair Sue Hulsmeyer, Vice Chair Organizational Leadership Development Natalie Martin, Vice Chair Marketing Strategy & Brand Guidelines Amy Swift, Vice Chair Committee Liaison

®

Bovie Medical Vice President of Sales

MEMBERSHIP COMMITTEE Odra Anderson, Membership Committee Chair Ashleigh McLaughlin, Vice Chair Member Engagement

JOAN ELIASEK

PWH® Board Advisor McKesson President, Extended Care Sales

SHARYL GARDNER PWH® Board Advisor Midmark Corporation

Shannon Trahan, Vice Chair Market Intelligence Eryn Marx, Vice Chair PR & Marketing

REGIONAL CONNECTIONS COMMITTEE Heather Davis, Regional Connections Committee Chair Geri Lamano, Vice Chair Regional Events OPEN, Vice Chair PDC Liason

CORPORATE PARTNERSHIP COMMITTEE Elizabeth Day-Curi, Corporate Partners Committee Chair Jennifer Ramthun, Vice Chair Strategic Partners Jennifer O’Reilly, Vice Chair Sales Distribution

CINDY JUHAS

PWH® Board Advisor CME

Laura Reline, Vice Chair Sales Manufacturing Carmel Veron, Vice Chair Sales GPO Suzy Carlino, Vice Chair PR & Marketing

PROFESSIONAL DEVELOPMENT COMMITTEE Susan Kaiser, Professional Development Committee Chair

ANNE EITING KLAMAR

Enid Oquendo, Vice Chair Summit Programming

Midmark Corporation Chair, Board of Directors

OPEN, Vice Chair Education & Innovation

PWH® Board Advisor

Tania Steinbruegge, Vice Chair Webinars

MENTORING COMMITTEE Vicky Lyle, Mentoring Committee Chair Susan Hunter-Vinson, Vice Chair Individual Mentoring

PAMELA WEDOW

PWH Board Advisor ®

Jen Nicholson, Vice Chair Group Mentoring Shelley Bache, Vice Chair PR & Marketing

www.mypwh.org • Issue 3 • winter 2018 17

Welcome New Members* Allison Byerly McKesson

Lisa Durant B. Braun Medical Inc.

Abbi Manson Vizient/Provista

Cheryl Rickard McKesson

Azra Behlim Vizient

Laura Duttenhaver Brasseler Medical / BUSA International

Olivia Maxey Medline Industries

Laura Schwertz McKesson Medical-Surgical

Kara Borgstrom Provista

Rayna Frisby Provista

Alison Byerly McKesson

Jenny Graves Owens & Minor

Penny McKenna Midmark

Sarah Seaton Midmark

Rachel Calhoun McKesson Medical Surgical

Kimberly Haas B. Braun

Tracy Melton Henry Schein

Sara Shelton McKesson

Ku-Yu (Virginia) Chang Amsino International

Jennifer Hawley World Vision

Shana Neal Owens & Minor

Morgan Todd Ledford McKesson

Tammy Cross McKesson

Katarina Ivkovic Brasseler Medical / BUSA International

Lisa Prieve Cardinal Health

Erin Turner Medline Industries

Francesca D’Annibale Aesculap Inc.

Lisa Larue Brasseler Medical / BUSA International

Ruth Rahn Brasseler Medical / BUSA International

Sandi Ward Midmark

*From July 10, 2018 – October 31, 2018

UPCOMING EVENTS

January 9, 2019 | 12:00 PM EST | Online Webinar Presenting as a Professional: Sharpen Your Public Speaking Skills Public speaking isn’t reserved just for C-suite executives. All levels of your career require strong oral communication. Whether you’re talking with a colleague or speaking to an auditorium full of people, face-to-face, one the phone or on video conference, you need to speak clearly, confidently and persuasively. And, while sometimes you have time to practice your speech in advance, other times the challenge to inspire and persuade presents itself in a moment you did not expect. Either way, leaders and aspiring leaders must seize these opportune moments.

Join PWH® Connect Editor Rachel Bailey for an interactive webinar on public speaking skills for business professionals. PWH® Vice Chair of Webinars Tania Steinbruegge will host and help moderate questions and comments. Register at www.mypwh.org

January 14, 2019 | Tustin, CA Southern CA PWH® Networking Event Join us for a networking event in Southern CA. We want to bring together interested women in the healthcare and pharma industry,

18

winter 2018 • Issue 3 • www.mypwh.org

network with peers and build up leadership skills with a speaker. Save the date! More information on a speaker will be announced soon.

January 23, 2019 | Irving, TX 2019 Pathways - Lessons from Leaders Save the date! We are planning a networking event in the Irving, Texas area for January 23rd. Stay tuned for details on the location and speaker.

June 5-7, 2019 | Hyatt Regency | Minneapolis, MN PWH® Leadership Summit Registration is now open for the 2019 PWH® Leadership Summit.

PWH® is hosting the industry’s premier leadership education & networking event. The 2019 PWH® Leadership Summit line-up will include Leadership Insights to address the pressing issues in leadership today, motivational keynote speakers and breakout sessions that will cover a host of relevant leadership topics. Whether you are an aspiring leader or a C-Suite executive, the summit will help take your leadership to the next level. A more detailed agenda is forthcoming. Register today to join women, and men, in the industry for two days of leadership, inspiration & innovation!

BOOK REVIEW

Refresh with a Professional Development Classic

By Rachel Bailey, PWH Connect Editor

Originally published in 1936 for depression-era Americans, the principles taught in Dale Carnegie’s enduring text of business advice “How to Win Friends & Influence People” remains poignant today.

Dale Carnegie (originally spelled Carnagey) was no relation to Andrew Carnegie, the man who made America first in big business. But, Dale knew that a slight change in spelling could significantly improve the marketing of his ideas.

Similarly, a slight (positive) change in attitude can significantly improve business relations. Starting out as a traveling salesman, Dale Carnegie’s method for success was to combine genuine kindness

with exquisite business acumen, and then share the learned benefits. In fact, his greatest achievement in terms of a legacy came from helping others to be their very best. His many books and training courses on public speaking and professional development are testament to that.

While you have to read “How to Win Friends & Influence People” to get the full meaning behind each principle and feel the inspiration to carry them out, below are the key takeaways. In what ways do these axioms still ring true today? How would you revise them for further improvement and to fit your style of professional relationship building?

Six Ways to Make People Like You 1. Become genuinely interested in other people.

2. Smile.

3. Remember that a person’s name is to that person the sweetest and most important sound in any language.

4. Be a good listener. Encourage others to talk about themselves.

5. Talk in terms of the other person’s interests.

6. Make the other person feel important – and do it sincerely.

Win People to Your Way of Thinking 1. The only way to get the best of an argument is to avoid [the argument].

2. Show respect to the other person’s opinions. Never say: “You’re wrong.”

3. If you are wrong, admit it quickly and emphatically.

4. Begin in a friendly way.

5. Get the other person saying “yes, yes” immediately.

6. Let the other person do a great deal of talking.

7. Let the other person feel that the idea is his or hers.

How to Win Friends & Influence People: The Only Book You Need to Lead You to Success

By Dale Carnegie

8. Try honestly to see things from the other person’s point of view.

9. Be sympathetic with the other person’s ideas and desires.

10. Appeal to the nobler motives.

11. Dramatize your ideas.

12. Throw down a challenge.

Be a Leader 1. Begin with praise and honest appreciation.

2. Call attention to people’s mistakes indirectly.

3. Talk about your own mistakes before criticizing the other person.

4. Ask questions instead of giving direct orders.

5. Let the other person save face.

6. Praise the slightest improvement and praise every improvement.

Be “hearty in your approbation and lavish in your praise.”

7. Give the other person a fine reputation to live up to.

8. Use encouragement. Make the fault seem easy to correct.

9. Make the other person happy about doing the thing you suggest.

www.mypwh.org • Issue 3 • winter 2018 19

2018 CORPORATE PARTNERS

PWH Patrons ®

Diamond Partners

Emerald Partners

Ruby Partners

FOR MORE INFORMATION, VISIT: WWW.MYPWH.ORG