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Why do we say Right Patient, Right Payer, Right Service Line?

Posted Aug 01 2012 9:20am
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Posted by: on Aug 1, 2012

A health system CEO once told instructed me “Bring the right patient with the right payer to the right service line!“  That CEO was a genius for bringing focus to a task.

Let’s break it down:

Right Patient: 1) Pre-Episode- 2) with Loose Medical Relationships; or 3) the patient that just received a catastrophic diagnosis.

Right Payer: Whatever DRG’s you are bringing into the system have to contribute to the bottom line. Mostly, but not always, that generally means a patient with great private payer.

Right Service Line: This is at the intersection of Capacity, Profitability, and Expertise. You only use precious marketing resources to drive business at this intersection. Seems obvious but this is a very common mistake.

So look at one of your current ads: does it comply with all three prerequisites? This is a great way to quickly check the effectiveness of your communications.


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