In a world as complex and multinational as military medical simulation, vendors often misunderstand the unique structure and constraints of Medical Simulation Training Centers (MSTCs). This article by Rémy Roe, Ph.D., former special operations combat medic and current simulationist at the Stanford University School of Medicine’s Center for Immersive and Simulation-based Learning (CISL), explores critical insights vendors need to grasp before they approach military medical simulation programs, like purchase authority, approved equipment standards, and the role of individual medics.
Chain of Command and Purchase Authority
Military medics serve as end users and subject matter experts, but rarely possess direct purchase authority. The procurement process involves multiple levels of approval, and often extends far beyond the MSTC itself. While medics can express preferences and provide feedback on equipment, the final purchase decisions typically rest with higher-level procurement officers or committees. However, vendors who dismiss medic input risk significant consequences.
Though medics lack direct purchase power, their recommendations strongly influence decision-makers. Negative feedback from end users can effectively end potential business relationships before they begin.
The Committee on Tactical Combat Casualty Care (CoTCCC): A Foundation for Military Medicine
Before exploring the complexities of military medical simulation, a review of the Committee on Tactical Combat Casualty Care (CoTCCC) is essential. This committee serves as the prehospital arm of the Joint Trauma System for the Department of Defense, and is responsible for the development and maintenance of trauma care guidelines designed explicitly for tactical environments.
The CoTCCC consists of 42 voting members, each selected for their expertise in trauma, battlefield medicine, tactical medicine, and prehospital care. These subject matter experts, combined with their combat deployment experience, form the core of military medical doctrine development. The larger TCCC Working Group expands this expertise through hundreds of additional subject matter experts across multiple domains, which includes Department of Defense representatives, government agencies, and partner nations.
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This committee’s mission focuses on the development and updates of the best possible trauma care guidelines for tactical environments. They also ensure these recommendations translate effectively into battlefield practice. Their work directly impacts service members, combat medics, corpsmen, pararescue personnel, and medical technicians who operate in harm’s way worldwide.
TCCC Standards and Approved Equipment
The Committee for Tactical Combat Casualty Care (TCCC) maintains strict standards for approved medical devices and equipment. These guidelines serve as the foundation for military medical training and field operations. Regardless of a product’s innovation or potential utility, the adoption will face significant barriers if the product does not appear on the TCCC-approved list. Military medical personnel must train with and utilize approved equipment to maintain standardization across units and ensure interoperability in combat situations. This standardization proves crucial for mission success and casualty care in combat environments.
Personal Investment and Risk
Some medics demonstrate their belief in specific products when they purchase them with personal funds. This practice, a demonstration of dedication to their craft, carries professional risks. The use of non-approved equipment, even if potentially more effective, can result in serious consequences for military personnel. These personal purchases highlight a significant gap between available technology and approved equipment. However, vendors should understand that the encouragement of such purchases could place military personnel in compromised positions.
Effective Vendor Approaches
Successful vendors recognize and respect the military’s hierarchical structure and still engage with end users. This approach includes a comprehension of the full procurement process and the identification of appropriate decision-makers at various levels. Vendors should also recognize that relationships with end users remain crucial despite their limited purchase authority. One strategy is to focus on products that align with or complement the current TCCC guidelines and approved equipment lists.
Build Trust and Credibility
Vendors can establish credibility within the military medical community through several approaches. The ability to demonstrate knowledge of TCCC guidelines and military medical protocols proves essential. When they have an accurate idea of deployment conditions and combat medicine requirements, vendors are more able to present relevant solutions. Most importantly, vendors must simultaneously respect the chain of command and receive input from all levels. This balanced approach helps build more meaningful relationships within the military medical community.
Successful vendors often demonstrate their commitment through sustained presence at military medical education events and conferences. They invest time in an attempt to comprehend specific challenges faced by different branches of service and different types of units. This might include attendance at military medical conferences not to sell, but to learn and understand. Many successful vendors employ former military medical personnel who understand both the technical requirements and cultural aspects of military medicine. These representatives can bridge the gap between civilian product development and military medical needs.
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Long-term Relationship Development
Successful business relationships with MSTCs and military medical personnel require patience and comprehension of military processes. Vendors should focus on the development of products that meet military medical standards and requirements that are already in place, relationships formed from end users to procurement officers, and acceptance that the sales cycle may extend longer than in civilian markets.
Concepts that Lead to Long-term Success
This article, by Rémy Roe, Ph.D., former special operations combat medic and current simulationist at Stanford University School of Medicine’s Center for Immersive and Simulation-based Learning (CISL), has discussed crucial aspects vendors must understand before they approach Military Medical Simulation Training Centers (MSTCs). Success requires comprehension of military structure, respect for established standards, and recognition of end-user influence despite limited purchase authority.
The relationship between vendors and military medical simulation facilities continues to evolve. However, the fundamental principles of chain of command, adherence to TCCC guidelines, and value of end-user input remain constant. Vendors who grasp these concepts position themselves for successful long-term relationships with military medical simulation programs. A firm grasp of these dynamics will help vendors navigate the complex military medical simulation environment and maintain professional relationships at all levels. This knowledge proves essential for any company that aims to serve the military medical simulation community effectively.
