turn your clinical integration strategy into a profit center
TRANSCRIPT
February 9, 20111:00 PM ET
Turn Your Clinical Integration Strategy Into a Profit Center
Meet the Hosts
Jeff GartlandVice President, Business DevelopmentRelayHealth
Matt SimonDirector HIMformatics LLC
Topics
• Accelerating the clinical integration strategy
• Aligning physician regardless of EHR
• Establishing a patient-centric experience
Defining success
Success is defined by the level of ‘adoption’ where users gain value
through practice efficiencies, improvements in clinical quality,
and/or financial gain.
Success is defined by the level of ‘adoption’ where users gain value
through practice efficiencies, improvements in clinical quality,
and/or financial gain.
Stages of adoption
Self-Interest
“The Bump”
Cooperative Adoption
Workflow Integration
# of
Pro
vide
rs
Getting to “The Bump”
Providers
• Turn off faxed results
• Targeted results and workflow integration
• Empower transitions of care
Patients
• Targeted populations (e.g., employees)
• Targeted campaigns (e.g., incentives)
Traits of Success
The most successful organizations are those that treat clinical
integration not as an IS project, but as a functional business.
The most successful organizations are those that treat clinical
integration not as an IS project, but as a functional business.
Adoption task force (sample)
Sales EngineerAdvocacy ExpertSales EngineerAdvocacy Expert
Technical ServicesInterface Expert
Technical ServicesInterface Expert
HIE MarketerMarketing Expert
HIE MarketerMarketing Expert
Program ManagerProgram Manager
Vendor Liaison
RelationshipManager
Vendor Liaison
RelationshipManager
• Branding• Campaigns• Product Management• Target Analysis
• Leverage existing (e.g. lab outreach, physician liaisons)• Providers• Employers• Hospital-sponsored events
• Strategic• RelayHealth• EMR Vendors
•Technical• Interoperability• Source Systems• External HIEs
• Project Mgmt• Testing• Resource Coordination
Expanding reach
Regulatory relaxations such as the Stark Exception opened some doors, but it is the development of cloud-
based data integration platforms that now allows health systems to meet
the very different needs of providers.
Regulatory relaxations such as the Stark Exception opened some doors, but it is the development of cloud-
based data integration platforms that now allows health systems to meet
the very different needs of providers.
Employed Provider EHR
Employed Provider EHR
Previously…
Provider with OtherEHR
Provider with OtherEHR
Provider Without EMR
Provider Without EMR
RISRISRegistration (ADT)
Registration (ADT)LISLIS Other HospitalOther Hospital Reference LabReference Lab
Secure Messaging
Secure Messaging
ePrescribingePrescribing
EHREHR
PatientPatient
……
Ambulatory (EHR, PMS)Ambulatory (EHR, PMS)
Via Platform Model
Other EHROther EHR Without EMRWithout EMR
RISRISRegistration (ADT)
Registration (ADT)LISLIS Other HospitalOther Hospital Reference LabReference Lab
Rel
ayCl
inic
alPl
atfo
rm
PatientsPatients
Gaining adoption
The industry is evolving from portal-based integration to data and
workflow integration requiring an appreciation of provider workflows
as well as prioritization of integration projects.
The industry is evolving from portal-based integration to data and
workflow integration requiring an appreciation of provider workflows
as well as prioritization of integration projects.
14
Workflow Integration
One click from the patient’s chart…•Review/print community health record•View results and release to PHR•Send patient a message•Send colleague a referral about the patient•Share the patient’s record with a colleague•Create eScript•Link to record of same patient at other providers•Reconcile community health record
Clinical ExchangePlatform
Regional ProvidersHospital
Employed Practices
Other System Employed & Community Practices)
Other System Non-Employed Practices
without EMR
Non-Employed Practices with EMR
ResultsOrders Results
OrdersResultsOrders
Orders to Hospital
Results from Hospital
Orders to Hospital
Results
OrdersResults
Orders
Results
Orders
ResultsFrom Hospital
HospitalResults to EMR
EMRInterop
EMRInterop
EMR Interop
EMRInterop
EMR Interop
Orders
Results
ED Notification
ED Notification
ED Notification
ED Notification
Results
Orders
ED Notification
“Many Projects” Problem
Recommendations
• Leverage RelayHealth experience
• Do due diligence with EHR vendor
• Prioritize, prioritize, prioritize
• Set unbelievable deadlines
• Create monetary consequences
• Stay involved
Judicious use of “warnings”
Judicious use of “warnings”Questions?
For More Information
Jeff GartlandVice President, Business [email protected]
Matt SimonDirector HIMformatics [email protected]