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A LOOK AHEAD FOR HME
that I’ve been talking about for 28 years, the scripting. ... Now I know what I’m going to say when I go in there on how to win that referral source over from company A, B and C.”
The final component is the CRM — how do providers analyze their performance against their plan? And the tools available to the industry, such as Playmaker Health, Bello says are taking it to that activity to the next level.
“CRM used to mean simply tracking the account information,” he says. “Today, it’s actionable intelligence. It informs strategic growth. It helps you see, not just where we’re going but what we’re talking about, what we’re doing and how to prioritize those and how to take advantage of switching those over time.”
Need for Even Greater Automation
Rob Boyeye, executive vice president of HME for Brightree LLC
And as providers work
with a wider array of funding
sources and referral part-
ners, the need to automate business processes
becomes even greater than it has in the past. As a result, the ability to securely share information throughout the care continuum is growing crucial.
“Our customers have told us that they really need more automation and efficiency regarding the intake process,” Boeye says. “So, we’re answering that through solutions like a new patient hub app, and e-prescribe integration where that allows them to connect many EHRs, and to many third- party solutions, which will allow them really to improve service levels, not only at the referral sources, but also with the patients.”
The goal: get rid of the back-and-forth paper process involving physician’s notes, discus- sions of CMNs, and documentation hunts that gum up providers’ workflows. Instead, they’ll be able to electronically share the types of information needed to get a claim paid, such as patient data and demographics, insurance information, ordering physician and diagnosis information. This will be a boon not only in terms of processing claims, but in cementing referral relationships, according to Boeye.
“They’re going to be able to connect with their clinical providers, and receive and process
those orders electronically without even inter- rupting ... that clinician’s existing workflow,” he says. “We’re not trying to have physicians or referral sources change their workflows.”
Moreover, the provider can become the source of data that can help referrals, as well.
“With this type of technology, we feel we can move post-acute care away from that whole black hole of being seen as only care delivery,” Boeye adds. “The HME provider goes from being seen as the one to deliver care, to the one that can really provide that referral source with the right information on the patient when they need it.”
Amazon-Proofing Providers’ Retail Sales Wayne Slavitt, founder and CEO of Mobül: The Mobility Store
Competition from online retailers is forcing many providers to wonder about how they can protect
their retail revenues and truly compete with e-retailer. Slavitt has a strategy.
20 HMEBusiness | October 2018 | hme-business.com
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