Top 5 Questions CEOs Asked at AHCA

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In contrast to the pizzazz of the strip, the mood was in a word—sober—as AHCA’s 62 annual convention got underway this week in Vegas.   As one editor commented, not a single provider said “great” when asked “so, how are you doing?”  Frustration with regulators, frustration with lawmakers, frustration with economic uncertainties filled the airwaves.  It was good the convention was held far away from DC, where the desert air offered industry leaders needed time to reset, reflect, and revise strategy. The cuts are here, the stakes are up, and new bets must get placed.  

 Here’s an executive summary of what CEOs asked at AHCA:

 1)      “With cuts our new M.O., where can I drive efficiencies?”  With Medicare and Medicaid under increasing attack, it’s no surprise that executives have responded with an attack on waste in every direction. Every expense and every workflow is under scrutiny.  Many execs came with questions like…are we maximizing return on our software investment?  Are we using 10%, 30%, 50% of our investment?  If I’m on the low end, how can I speed forward with full digitization of my business?  Fortunately there are dozens of providers who have paved the way, resulting in a new generation of experts to help those earlier on the adoption curve with best practices.  As the Diversicare example taught us, deep technology adoption with full EMR can happen quickly:  Diversicare implemented full EMR in 45 facilities in under 18 months.  To find out how, link to Diversicare’s story.

2)      “Cash, cash, cash..how can I maximize flow?”  Payment cuts will impact the way therapy is assessed, calculated and reported. Overnight the MDS Coordinator became the CFO’s New Best Friend.  With the number of assessments increasing dramatically, workflows will require scrutiny to ensure that the cost of the assessments themselves are kept in check.  Years ago we never saw Director-level MDS roles.  They are on nearly every provider’s payroll today, and are playing roles of increasing responsibility.  With cash flow tied to their keystrokes, their workstations are increasingly moving from the basement to a corner office.  It’s imperative that today’s MDS coordinators, on whose shoulders the financial viability of the entire operation rest, have real-time visibility and control over data like never before. 

3)      “How can I market outcomes to win census share with local hospital(s)?”  With poor-performing hospitals facing cuts in 2013 related to the top three diagnosis triggering readmits, hospitals are increasingly asking SNFs to come to the table with ideas and hard data for lowering readmissions. In the next 12 months, hospital CFOs will shop around and make data-driven decisions about strategic partnerships. Marketing of outcomes data must be a core competency.  As one CEO commented, “cash is king, and data is queen—we know we must focus on both to win in the new era of healthcare reform.”  For more information, link to a white paper on marketing your outcomes.

4)      “How can I get connected and better coordinate care?”  While the name of the entity to manage them may change, episodic payments are coming to this industry and fast.  Partners will demand visibility to drive up efficiencies, eliminate duplicate data entry, round out EMRs for better visibility and proactive care; and smooth handoffs to the next partner managing an episode.  In the past, custom connections were a solution; however, they were expensive to set up and maintain.  Emerging standards and interoperability engines are making cost-effective connections a reality, and there are dozens of providers piloting programs around the country. Just as no two business drivers are exactly alike, no two interoperability models are alike. For a list of strategic questions to ask, see a white paper on interoperability. 

5)      “How can I even get started to make the move to electronic health records?”  The move is a more of a strategic decision than it is a technology decision due to the importance of change management and optimizing workflows before processes get automated.  Being able to tap into a talent pool of seasoned change management experts, armed with best practices that have helped adoption frontrunners for years, is an essential first step. You’ll also want comfort that experts will be there before, during, and after your transition, to maximize the quality, ROI, and outcomes you’re expecting. The bottom line: you don’t have to go it alone.   To hear from a provider who is fully digital, link to Clapp’s white paper about EMR for the Independent Owner.

Executives are hedging their bets, and we heard loud and clear in Vegas that technology is the ace in the hole.  Over the next 1000 days, those bringing data to the negotiating table with hospitals and physicians will have regional competitive advantage.  With great outcomes reporting completely dependent on the quality of underlying electronic medical records, the urgency to propel forward with full healthcare automation has never been more intense.