Tips for Getting Buy-In from Radiologists, Techs, and IT
Switching PACS isn’t just a technical decision—it’s a team decision. Whether you’re leading an imaging department, managing IT systems, or overseeing operations, getting internal buy-in is one of the most important (and often overlooked) steps in the PACS evaluation process.
Here’s how to have the right conversations with the right people—so you can explore a better solution without friction, frustration, or fear of change.
1. Start with Listening, Not Selling
Before diving into what a new PACS might offer, take time to understand what’s not working today.
- Are radiologists frustrated with slow load times or clunky tools?
- Are technologists using workarounds just to move images between systems?
- Is IT overwhelmed with support requests or vendor escalations?
Opening with, “What would make your day easier?” goes further than, “I think we need a new PACS.”
2. Acknowledge the Fear Factor
Even when the current system isn’t perfect, switching can be intimidating. Many teams fear downtime, data loss, or a painful implementation process.
Ease concerns by reframing the conversation:
“We’re not committing to anything—we’re just exploring what’s out there.”
“Other practices have made the switch without disruption—we can learn from them.”
“We’d only move forward with a plan that protects our workflow from day one.”
3. Highlight the Hidden Costs of Staying Put
Sometimes, the cost of switching feels more visible than the cost of staying. But slow systems, inefficient workflows, and poor support add up—every single day.
Encourage your team to think in terms of:
- Time spent waiting on images to load
- Extra hours troubleshooting with non-specialized support
- Delayed reads, lost revenue, or unhappy referrers
- Technical debt from outdated infrastructure
You don’t need a hard ROI calculator to make the point—just connect the dots between workflow pain and practice performance.
4. Focus on Workflow, Not Features
It’s easy to get lost in technical specs. Instead, anchor the conversation around what matters most to each group:
- Radiologists: Viewer speed, hanging protocols, AI tools, remote access
- Technologists: Simplicity of image routing, automation, fewer steps
- IT Staff: Integration, uptime, vendor responsiveness, ease of updates
- Practice Leaders: Cost transparency, long-term scalability, contract flexibility
A better PACS doesn’t just add features—it removes obstacles.
5. Keep the First Step Low-Stakes
No one wants to sit through a full demo on day one—especially if they’re not sure a change is needed. Keep the conversation informal and exploratory.
You might start by asking:
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“If we could fix one thing about our current PACS, what would it be?”
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“Have you seen anything recently that made you think, ‘I wish our system could do that’?”
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“What would make your day-to-day workflow noticeably easier?”
By approaching the topic as a collaborative discussion—not a decision—you’ll reduce resistance and open the door to valuable insights from your team. Let curiosity lead the way.
Ready When You Are
Whether you’re six months or 16 months from renewal, it’s never too early to start the conversation. And when your team’s on board, the process becomes a lot less stressful—and a lot more successful.
