3/24/2016. The Future of the Laboratory: Patient as Consumer. Disclosure. Learning objectives: Relevant Financial Relationship(s) None
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1 The Future of the Laboratory: Patient as Consumer Jane M. Hermansen MBA, MT(ASCP) ASCLS-MO/STL CLMA 2016 Spring Meeting April 5, MFMER slide-1 Disclosure Relevant Financial Relationship(s) None Off Label Usage None 2015 MFMER slide-2 Learning objectives: Define the factors that influence patient behavior, current and in the future Describe the value that laboratory diagnostics play in the future healthcare environment Develop a plan to incorporate patient-focused support into the laboratory s service 2015 MFMER slide-3 1
2 INFLUENCERS OF PATIENT BEHAVIOR Demographic Psychographic Current & Future 2015 MFMER slide-4 Demographic Increasing demand for services More insured Medicare Chronic illness Increasing comorbidity Shift in care provision Outpatient Primary Care gatekeepers 2015 MFMER slide-5 Attributes that Drive Patient Choice Appointment flexibility Lab is accessible Insurance Availability/hours Education Consistent Community Location The Advisory Board Company 2015 MFMER slide-6 2
3 Psychographic Tech-savvy Online Self-help Informed and engaged Seek to drive or control own care Price-sensitive Loyalty conundrum Primary -vs- Specialty 2015 MFMER slide-7 Use of Technology and Benefits Google-ization of medicine Patients are no longer satisfied with just meeting with their doctors. Increasingly, they expect to access lab results on their phones soon after leaving the medical center. Better informed patients use less healthcare services 2016 AHA Environmental Scan 2015 MFMER slide-8 Engaged Patients "I deserve more. I want to be healthy. I want to help manage my care and my health. I want to see every piece of data you have. The Patient of the Future, Gienna Shaw, HealthLeaders Media, September 10, MFMER slide-9 3
4 The Rise of Consumerism >75% of exchange customers list premium and out-of-pocket cost as extremely or very important Range of benefits (61%) Choice of providers (60%) 2015 MFMER slide-10 Increasing Medical Debt 43% of patients indicated their deductible was somewhat, very difficult, or impossible to afford Unexpected medical bill (not covered by insurance) = $1,500 31% pay it off without going into debt 43% would have to go into credit card debt or borrow money to pay it 15% would not be able to pay at all MFMER slide-11 Cost-Prohibitive Care In January through March 2015, 4.4% of the population failed to obtain needed medical care due to cost at some time during the past 12 months Clarke TC, Ward BW, Freeman G, Schiller JS. Early release of selected estimates based on data from the January March 2015 National Health Interview Survey. National Center for Health Statistics. September Available from: MFMER slide-12 4
5 Commoditization of Service Patients view Primary Care and associated services (including laboratory) as commodities Most highly-valued attributes (rank): Access and Convenience (1-4) Continuity (5) Credentials (8) Commodities are most susceptible to price-shoppers The Advisory Board Company 2015 MFMER slide-13 What about Brand Loyalty? 53% are loyal to primary care but would switch if they had a compelling reason 1. No longer accept insurance 2. Cost >$250/year additional 3. Error/poor experience Brand or affiliation is of little importance (19) unless specialty care is needed 1. Distance 2. Affiliation 3. Quality The Advisory Board Company 2015 MFMER slide-14 The Phantom Appeal Autonomy/Control Direct Access Testing Access Walgreens Pricing 50% Medicare CLFS Transparency Complete test menu and fees published online Experience Schedule/No wait Spa-like Less pain Innovative New technology Fast turnaround time Results available online Compelling leader 2015 MFMER slide-15 5
6 DIAGNOSTIC VALUE IN HEALTHCARE Integrate Across Continuum of Care Align for Wellness Assist in Managing Population Health 2015 MFMER slide-16 The Laboratory and the Continuum of Care Source: Sg2.com 2015 MFMER slide-17 Realigning the Purpose of Laboratory Testing 2015 MFMER slide-18 6
7 High Value Diagnostics Support population-based initiatives Population Health Management Triple Aim Payment models Shift to prevention Reward wellness 2015 MFMER slide-19 Population Health Management Proactive Model ABILITY TO IMPACT SITUATIONAL RISK Family Hx Environment EARLY RISK Diet Exercise HIGH RISK Cholesterol BP Blood sugar SYMPTOMATIC ILLNESS Active Dz Diabetes COMPLEX ACTIVE ILLNESS 80% OF COSTS LIFETIME 2015 MFMER slide-20 The Triple Aim (Institute for Healthcare Improvement) Improving the patient experience of care Improving the health of populations Reducing the per capita cost of health care MFMER slide-21 7
8 Technologic Enhancements Personalized medicine -omics Wearables Etc This is not the enemy 2015 MFMER slide-22 THE PATIENT-FOCUSED LABORATORY Exceed Expectations Address Consumer Needs Enhance Service and Support Create Loyalty 2015 MFMER slide-23 Cycle of Patient Choice and Points of Contact The Advisory Board Company 2015 MFMER slide-24 8
9 Relationship Management Focus: Quality Value Community Remove the hurdles Access Transparency Affordability Develop consumer loyalty Customer-focused staff Personal connections Repeat business Integrate laboratory into the larger picture of care 2015 MFMER slide-25 A Call to Action Management is doing things right. Leadership is doing the right things. ~Peter Drucker 2016 FMER slide-<#> 2015 MFMER slide-26 The Tale of Two Questions What s the matter with you? What matters to you? 2015 MFMER slide-27 9
10 Accept the New Reality When the wind is blowing at gale force, there's no point in sailing against it If patients don't want to receive laboratory services from you: 1. Listen 2. Understand 3. Adapt and change 2015 MFMER slide-28 Change is Inevitable The patient of the future demands to know how much each appointment, test, outpatient procedure, or hospital stay will cost them down to the very last prescription pill. And they use price and quality data to make decisions about where they go for care. The Patient of the Future, Gienna Shaw, HealthLeaders Media, September 10, MFMER slide-29 Exceed Consumer Expectations Transparency Price Posted hours of service Online scheduling Access Convenient locations Extended hours Positive Encounter Maps and wayfinding No waiting Durable Relationship Historic information Know them Care The Advisory Board Company 2015 MFMER slide-30 10
11 Questions & Discussion 2015 MFMER slide-31 Contact Information Jane M. Hermansen, MBA, MT(ASCP) Manager, Network and Outreach Development Mayo Medical Laboratories 3050 Superior Drive NW Rochester, MN Toll free: MFMER slide-32 11
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