1.
AWARE-Just Clinical©
Accountable Wellness and Revenue Efficiencies

2.
AWARE- Just Clinical©
is an industry consulting firm that specializes in business planning,
marketing and sales program development, and training. This module is intended for
informational purposes only and should not be relied upon as legal advice.
All rights reserved.
Copyright©
2016
This document may not be reproduced in whole or in part without the express written permission of the
publisher.
For more information contact Judy Elkourie:
205.913.4809
jaelkourie@gmail.com

3.
A Statistical Snapshot of Health Care
 27% of Americans say they’ve told their doctors lies or omitted relevant
information during office visits
 30% of women and 23% of men admit to fibbing in the exam room
 18% of women and 11% of men say they’re more likely to confess bad health
behaviors to someone like a manicurist or hairstylist than to their doctor
 62% of 3,000 adults surveyed said they have been or will be vaccinated against
the flu this season. Among those who wont:
 16% worry about the side effects
 14% say it would infect them with the flu
 8% believe it is ineffective
 14% offered no reason for not getting immunized
H&HN, January 21, 2016; Bill Santamour

4.
Health Marketing
Creating …
Communicating …
Delivering …
… health information and interventions using customer-centered and
evidenced-based strategies to protect and promote health.

5.
What’s Included?
 Programs to educate, motivate and inform customers on health messages
 Integration of public health research, theory and practice to identify Patients/Groups at risk
to promote healthy living and managing and preventing disease
 Topics
 Nutrition and weight management
 Smoking
 Cholesterol
 High blood pressure
 Physical activity
 Controlling risk factors
 Cardiovascular conditions
 Treatments
 Procedures
 Stroke
 Infection control
 Job Safety
 Patient-centered skills

6.
Bring Focus to Patient [Client]
Populations
 Why do chronic populations struggle with managing care?
 Why are you not connecting more services to get them to the care they
need?
 Why are you letting existing barriers stand in your way?
 Connect your facility to communities and expand care beyond the doors
of a hospital or clinic
 Empower the voice of the customer and put them at the heart of all you do
 The attention to the voice of the customer engages patients — particularly those
who may be facing chronic or challenging conditions — in new ways.
 By involving patients and educating them to take more ownership of their own
health, you are in a unique position to influence population health

7.
Maximizing Value for Patients
 Achieving the best outcomes at the lowest cost
 Move from what physicians do toward a customer-centered system
organized around what patients need
 Health status achieved
 The nature of the care cycle: the customer experience should be timely and free
of chaos, confusion, and unnecessary setbacks
 Sustainability of health
 Maintained functional level
 Susceptibility to infection
 Symptoms due to unrecognized complications

8.
Measuring the Cost of Care
 Understand the resources used in customer care
 Capacity Costs
 Personnel
 Equipment
 Facility
 IT & Administration
 Time-driven activity-based costing (TDABC)
“Providers are achieving savings of 25% or more by tapping opportunities such
as better capacity utilization, more standardized processes, better matching
of personnel skills to tasks…” Harvard Business Review, The Strategy That Will Fix Health Care

9.
Service-line Management
 New health care payment models, along with price sensitivity among the
growing number of people in high-deductible health plans, are pushing
hospitals to strive for value in their service lines.
 Unnecessary variations in care could account for about 30 percent of
health care spending by some estimates.
 The goal is to use evidence-based medicine to weed out unnecessary
variation to improve care quality, patient experience and to lessen the cost
of care.

10.
Hub and Spoke Model – Partnership!
 Customers get their initial evaluation and development of a treatment plan
at the hub (physician/hospital)
 Some or much care takes place at more-convenient (and cost-effective)
locations (your facility!)
 Satellites (your facility!)deliver less complicated care, with complex cases
referred to the hub
 If complications occur whose effective management is beyond the ability
of the satellite facility, the customer’s care is transferred to the hub
 ‘Senior management [of MD Anderson] estimates that 50% of comparable
care currently still performed at the hub could move to satellite sites – a
significant untapped value opportunity.”
Harvard Business Review, The Strategy That Will Fix Health Care

11.
Use Common Data Definitions
 Terminology and data fields related to diagnoses, lab values, treatments,
and other aspects of care should be standardize so that everyone is
speaking the same language
 Enable data to be understood, exchanged, queried between partners
 Sharing data should be routine – communicate with clinicians
 Templates make it easier and more efficient to enter and find date, use
standard order sets, and measure outcomes and costs
 Templates help clinicians identify needed steps (i.e., follow-up for an
abnormal test) and possible risks (drug interactions that may be
overlooked)

12.
Improve Doctor/Patient Dialogue
For Example
Indication Effectiveness
Safety
Adherence &
Lifestyle Choices
Medications

13.
Medications …
 Are customers reaching anticipated goals with their prescribed meds?
 Are customers current meds not working or not effective?
 Are customers current meds causing problems or are not effective?
 Are customers taking multiple meds for the same condition?
 Are customers taking multiple meds from multiple prescribers?
Create Value …
 Provide a health and medication questionnaire
 Provide customer feedback:
 Identify medication therapy problems
 Provide customer education about medication therapy
 Educate customers on key lab values