CREATING A PREMIUM INTRAOCULAR LENS VENTURE

Transcription

1 CREATING A PREMIUM INTRAOCULAR LENS VENTURE Why have a premium lens program? Patient satisfaction that we offer the full spectrum of cataract services Provider satisfaction that they are performing the full scope of cataract surgery Money becomes available in the departments to hire admin assistance that facilitates the work of the Optometrists and Ophthalmologists. MY ADMIN ASSIST.WROTE THIS TALK! 1

2 REVENUE YTD APRIL 2009 Lasik Toric Multifocal Total Revenue Freemont 36, , , , Fresno 5, , Oakland Redwood City 33, , , , Sacramento 128, , , , San Francisco 65, Santa Clara 166, , , , Santa Rosa 44, , , , Stockton 55, Walnut Creek 243, Total 414, , , ,105, PRICING MULTIFOCALS PATIENTS WITH CATARACTS: REZOOM OR RESTORE $ PER EYE PLUS SURGICAL COPAY TO OR TORIC LENSES $ PLUS SURGICAL COPAY TO THE OR PAIENTS WITHOUT CATARACTS (PATIENTS WILL BE OPERATED AT A SURGERY CENTEROUTSIDE OF Kaiser) Rezoom or restore $ per eye If the targeted correction is not reached you may require refractive surgery at a cost of $ per eye. 2

3 OVERALL PROCESS TO DELIVER FINANCIAL AND STRATEGIC VALUE Business Case Development Leadership support Create a venture team to set business goals. Evaluate current position to overall industry, the local and community market. Financial projections. Legal/Regulatory issues. START UP/IMPLEMENTATION Build venture team Chief Monitor and meet region access standards for Optometry and Ophthalmology Provide the operational and financial resources such as MD time and appropriate support staff needed for venture Surgeons Commit to raising medical center employee awareness about the program Collaborate with OD s and working relationship Optometry Discuss multifocal options with candidates Collaboration/Referrals/post op care Manager Financials, review general ledger to ensure appropriate funds flow Ensures compliance with the patient complaint process Coordinator/Administrative Assistant External Marketing Internal Marketing Customer Service Business Development Group Strategic planning and operations Medical Office Controller Provides Analyst for revenue reports 3

4 HAVE PAYMENT OPTIONS IN PLACE Contract with Credit Company (Carecredit) Flexible Spending accounts MD INCENTIVE PAYMENTS MD s in Northern California receive 6% of gross revenue. 4

5 PATIENT FLOW PROCESS Cataract Class Consult with Ophthalmologist Informed Consent Surgery Scheduling Payment of fees Develop Marketing Plan Team meetings to discuss annual goals and projections, marketing opportunities and obstacles specific to their site. Tactics: Direct Mail Cataract Class Educational Seminars Marketing collateral Patient information packets assembled /brochures, FAQ s, MD bio s. 5

6 PATIENT EDCUATION AND SALES Educational seminars/cataract Class Information Packet Telephone enquiries scripts/keep call log Follow up letter templates Solid sales and communication skills Ongoing patient followup warm leads should be carefully managed and cultivated Service is elective and feebased so effective sales skills and excellent service are essential. RISK MANAGEMENT Risk prevention Preventing complaints through patient education, credentialing, appropriate charting and provider training Risk Reduction Involves managing patient complaints. The local department, venture manager, physicians and other providers work together and with the patient to review the complaint and determine the verbal and/or financial efforts needed to address dissatisfaction. Risk Financing Indemnification for risk exposures through professional malpractice and liability insurance. 6

7 OVERSEE PERFORMANCE Report profit/loss Revenue Reconciliation Advise local venture staff EXPAND/GROW VENTURE Build revenue/net income Deliver strategic value 7

8 Kaiser Doesn t Provide Admin Support to Providers. Premium IOL program give us a chance to earn our own support in OptometryOphthalmology 8