Eric Dutton 👀

Find out how real-time data sharing is empowering providers to deliver more personalized care experiences.​ Avaneer Coverage Direct​: - Provides immediate hard savings from improved administrative efficiencies and reduced denial rework​ - Reduces write-offs​ - Eliminates retroactive prior authorizations​ - Improves regulatory posture (No Surprises Act)​ - Improves patient financial experience and patient retention​ - Lowers clearinghouse costs​ Transform your revenue cycle workflow. Sign up for a demo here​ https://hubs.li/Q02PpRTb0 #HealthcareTransformation #DataDrivenCare ​

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There’s a category we believe is getting too little attention when it comes to AI in healthcare: AI Clinical Documentation Integrity (CDI) While AI ambient scribes and autonomous medical coding solutions have gotten most of the headlines, we’d argue AI CDI is equally impactful when it comes to quality care and accurate billing. For those not familiar, CDI ensures that clinical documentation accurately reflects the patient’s medical condition and the provided care. Historically, CDI was a manual slog, with dedicated CDI specialists, nurses, and physicians painstakingly reviewing patient charts to ensure documentation supported the care delivered. Today, AI is reshaping this landscape. While it’s still early days, we’re seeing three primary approaches to applying AI when it comes to CDI: 1️⃣ CDI + ambient scribing—an AI ambient scribe and AI CDI assistant operate simultaneously, generating comprehensive notes and surfacing codes for physicians to review at the point of care. (Example: Ambience Healthcare’s AutoCDI) 2️⃣ CDI via real-time diagnosis support—diagnoses are suggested at the point of care based on clinical data in the EHR, with auto-generated documentation and audit trails. (Example: Regard) 3️⃣ CDI via an AI-driven post-coding / pre-billing review—the entire patient record is ingested and analyzed against what is coded, surfacing suggestions for revenue and quality opportunities. (Example: SmarterDx) To date, AI in healthcare has focused primarily on administrative use cases. With the increasing adoption of AI CDI solutions, we’re now taking a step closer to clinical workflows. As clinicians get used to AI-suggested diagnoses in the CDI context, it will be interesting to see if this increases their comfort with AI playing a role in clinical care. Here's our working list of AI CDI vendors. Anyone else we should add? • Ambience Healthcare • Brellium • Iodine Software • Regard • Semantic Health • SmarterDx   

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The Art of Asking Questions in B2B Sales: (And building stronger client relationships) Asking the right questions can transform your sales game. It can turn a potential client into a long-term partner. 13 powerful tactics to master the art of questions: 1. Highlight Client Successes ↳ Ask about their past wins and achievements. ↳ Focus on their strengths and positive outcomes. 2. Envision Future Improvements ↳ Encourage them to imagine future possibilities. ↳ Use generative questions to spark new ideas. 3. Adopt a Learner Mindset ↳ Shift from judging to understanding. ↳ Ask open-ended questions to gain deeper insights. 4. Avoid Assumptions ↳ Seek to understand their perspective fully. ↳ Never assume; always clarify. 5. Use the "Choice Map" ↳ Navigate conversations with strategic questions. ↳ Guide the dialogue towards productive outcomes. 6. Conduct a Thorough Needs Assessment ↳ Use thoughtful questions to uncover true needs. ↳ Identify their challenges and goals clearly. 7. Co-Create Solutions ↳ Collaborate on potential solutions. ↳ Use questions to explore possibilities together. 8. Build Strong Relationships ↳ Show genuine interest through curious questions. ↳ Be willing to change the agenda of the call based on the client’s needs. 9. Overcome Objections ↳ Approach objections with a learner mindset. ↳ Understand and address underlying concerns. 10. Frame Value Propositions ↳ Ask questions that highlight the benefits of your solutions. ↳ Help clients see the positive impact. 11. Focus on Strengths ↳ Emphasize the client's strengths in the conversation. ↳ Build on what they do well. 12. Encourage Collaborative Dialogue ↳ Foster a two-way conversation. ↳ Use questions to keep the dialogue open and constructive. 13. Embrace awkward silence ↳ It means people are thinking and present; it builds comfort. ↳ Moving the call in a new direction creates opportunities to address objections. The right questions can change everything. Use these tactics to become a trusted advisor. Watch your client relationships and outcomes improve. ♻️ Like if you think asking the right questions are key to closing deals. - 🔔 Follow for more on GTM and B2B sales in healthcare. 📞 Book a call to discuss your GTM or sales strategy.

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I’m worried about the state of venture capital and direct-to-consumer (DTC) healthcare startups. Hims & Hers is the poster child for DTC healthcare at $1.2B proj 2024 revenue and a $3.6B valuation. By most accounts, they have been an outlier success for DTC since bottoming out in May 2022. So why is this bad news for DTC healthcare? Because the market leader (Hims) trades at a 3x forward revenue multiple. And the category leader typically gets a higher valuation multiple than smaller startups. We see this phenomenon in private equity. They “roll up” smaller companies within the same category at a lower multiples just to create one larger platform that trades at higher multiples. Now back to DTC healthcare startups. If Hims commands a 3x revenue multiple, it’s not unrealistic that smaller, unprofitable startups may be valued 1-2x revenue at exit. At 2x revenue, a startup must generate $500M to produce a $1B exit in today’s market (depending on growth and profitability). Series A/B venture capitalists must see a pathway to $1B outcomes. And if the growth-stage investors with billions under management are less interested in DTC healthcare, the future funding rounds necessary for fueling growth are not guaranteed. Juxtapose this against 2017-2022 where DTC could raise Series B-E funding. Let’s take a DTC startup doing $25M after 3-4 years of operations and has already raised a Series A. By most accounts, it would be a phenomenal accomplishment. But today, investors will question the chances of that same company scaling from $25M to $500M revenue in the next 3-4 years with unknown future funding sources from Series B and beyond. You're stuck in VC-funding purgatory. Some of these companies will shut down. Some may sell for 1-3x revenue. And some may try to transition to profitable, cash-flowing businesses. All of which are certainly not the venture-backed goal the founders, investors, and employees often had in mind when first taking capital. I say this all with friends working at or starting DTC healthcare companies, I feel bad for them. I also feel bad for the patients who enjoy those products or services. To caveat (b/c I know people will object), there will be other DTC brands that exit for $1B+ (i.e., Ro). However, they were forged and scaled during a different time period where seemingly endless venture capital was available for DTC healthcare. Now we're in a different time with no end in sight. Thoughts?

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Clinic owners! Use our data to help renegotiate your contracts. Here's operational benchmark data for PT practices in Arizona - Let's dive in 👇 Average days until documentation completion - 4.14 days Average units per visit - 4.947 First pass clean claim rate - 93.09% (average) Denial Rate - 6.47% (average) Average Reimbursement Per Visit - $104.34 Top Payers in AZ: Medicare of Arizona- $123.00 paid in 17 days Aetna - $96.65 paid in 15 days Curious to see more benchmark data like this for other states? Comment "StrataPT" below and I'll DM you a link to them! #physicaltherapy #healthcare

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Clinic owners! Use our data to help renegotiate your contracts. Here's operational benchmark data for PT practices in Arizona - Let's dive in 👇 Average days until documentation completion - 4.14 days Average units per visit - 4.947 First pass clean claim rate - 93.09% (average) Denial Rate - 6.47% (average) Average Reimbursement Per Visit - $104.34 Top Payers in AZ: Medicare of Arizona- $123.00 paid in 17 days Aetna - $96.65 paid in 15 days Curious to see more benchmark data like this for other states? Comment "StrataPT" below and I'll DM you a link to them! #physicaltherapy #healthcare

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CareMax and Steward Health Care are besties What is CareMax you ask? But of course a value based care provider that went public via SPAC in 2021 $297 open price at IPO $487 high price post IPO $3.00 current trading price Notably, CareMaxbought Steward's Medicare VBC business in 2022 for $135M As part of that transaction, double yacht owning Ralph de la Torre became a board member of CareMax Solid foreshadowing Here's what CareMax recently said in it's 10-Q related to its business: "These conditions raise substantial doubt regarding the Company’s ability to continue as a going concern..." Meaning, it may file for bankruptcy if it can't turn things around Some numbers from the quarter: $156M current assets $507M current liabilities $232M revenue ($21.7M) op loss ($23.8M) cash from ops 1:30 reverse stock split recently issued Translation, you had 30 shares and now you have 1 Some more numbers: 55 centers 218,000 covered members 99% under VBC arrangements And last interesting bit of info: "Our principal sources of liquidity have been cash generated by our centers and MSO operations, and borrowings under our credit facilities." When your third key source of liquidity is borrowing, that's an issue Sorry, sorry, one more thing... Apparently, after the acquisition of Steward's VBC business, Steward doctors continued to serve these patients, though they would then be paid from CareMax... which didn't happen What's going on at CareMax? P.S. If you liked this mystery breakdown, you'll love The Healthcare Breakdown, where I breakdown the business of healthcare and all these wheelings and dealings so you can see what's really going on Check it out here: https://buff.ly/47NeASx See you out there!

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There’s something I hear early healthtech sales reps get wrong when they move upmarket. When you sell to SMB customers, they want to know they’re going to get the attention they think they deserve. Whether it’s customization or time talking to someone on the phone, it’s a bit of a “We’ll be there for you!” attitude. When companies move upmarket RFPs and big asks can seem like inviting opportunities to let an enterprise customer know that you’ll do anything for them. “Let us know what you want and we can build it.” Or, when health systems ask about roadmap, it can seem like the answer should be… “We’ll your our largest customer so if there’s something you want then we’ll build that for you.” Enterprise customers often don’t want to hear this. This approach takes consultative selling off the table. You’re actually asking them to consult for you on your next steps! Enterprise customers don’t want to hear that you’ll do anything for them. They want you to listen to their pain points and have the experience and expertise to confidently tell them the best ways to fix their problems. See enterprise customers aren’t just buying your tech, they’re buying the team that comes with it. While enterprise customers do want to hear your roadmap isn’t locked in for the next year, be wary how you walk this fine line of adjusting just for them. Talking about how big they are can backfire into them thinking, “Well great we’re prioritized until the next big customer signs with them.” Again, enterprise customers want to know your experts in the market. It can be tempting to go broad because an organization so big must have opportunities to use all aspects of your product, but, you’re seen in a better light the narrower you stay focused on the thing they’re begging you to solve. There’s a lot of nuance in sales and adjusting to your prospect. In fact, your pitch may even be different to the PM versus the CIO evaluating the deal. But you’re always at your best when your prospect believes you’re the team to help them. #sales #digitalhealth

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Prediction: Healthcare sales is going to . . . Rapidly evolve over the next few years. Why? With the advancement of AI, comes a wealth of new sales tools. Some good, some great, some not worth the time. Sales optimization isn't just about having a great product or service anymore. It's about leveraging data to predict trends, understand client needs, and tailor solutions accordingly. Advanced analytics can provide your team with insights that were once unimaginable. Combine these analytics with current and near future AI capabilities and you have a powerful combination. Transforming raw data into actionable strategies will not only enhance sales performance but also foster long-term growth. 2 things will never change though. 1️⃣ People buy solutions to problems 2️⃣ People buy from people they trust and like So, what’s your take?

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How to Break Down the ROI of Social Work: 1. QUANTIFY your impact Track specific, measurable changes + Assign monetary values ↳ i.e healthcare costs avoided, potential economic productivity gained 2. MONETIZE your mission Estimate long-term societal savings from intervention ↳ Compare program costs against potential future expenses 3. TRANSFORM compassion into data Include both financial and qualitative indicators ↳Use standardized assessment tools to demonstrate program effectiveness 4. VISUALIZE success Use infographics ↳ Clarity >>> Complexity (Don't sit on your metrics and pray) Remember What gets measured gets funded What gets tracked gets respected Try this for 90 days and see how much funding you'll attract ❤️

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Practice owners --> your schedulers are ready to help you improve your balance sheet...empower them to text waiting patients when last minute cancellations arrive or to re-activate established patients that you haven't seen but need to see again to check in on things! OpenSpot is a HIPAA-compliant text messaging platform for busy practices...from inside your EMR you can generate a list of patients in need of care (deliquent for check-ins, specific conditions that you have a new offering for, etc etc.) and then bulk upload the list directly into OpenSpot to re-establish contact. If you have a long wait, OpenSpot can manage your waitlist and as soon as an last minute cancellation arises your team can jump in and starting text those waiting patients to offer that slot to so you can quickly fill those holes in the schedule. Book a free chat & demo today and see how it can dramatically improve your practice flow, patient communication, and bottom line at https://lnkd.in/gwFPN9gG

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Practice owners --> your schedulers are ready to help you improve your balance sheet...empower them to text waiting patients when last minute cancellations arrive or to re-activate established patients that you haven't seen but need to see again to check in on things! OpenSpot is a HIPAA-compliant text messaging platform for busy practices...from inside your EMR you can generate a list of patients in need of care (deliquent for check-ins, specific conditions that you have a new offering for, etc etc.) and then bulk upload the list directly into OpenSpot to re-establish contact. If you have a long wait, OpenSpot can manage your waitlist and as soon as an last minute cancellation arises your team can jump in and starting text those waiting patients to offer that slot to so you can quickly fill those holes in the schedule. Book a free chat & demo today and see how it can dramatically improve your practice flow, patient communication, and bottom line at https://lnkd.in/gwFPN9gG

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Practice owners --> your schedulers are ready to help you improve your balance sheet...empower them to text waiting patients when last minute cancellations arrive or to re-activate established patients that you haven't seen but need to see again to check in on things! OpenSpot is a HIPAA-compliant text messaging platform for busy practices...from inside your EMR you can generate a list of patients in need of care (deliquent for check-ins, specific conditions that you have a new offering for, etc etc.) and then bulk upload the list directly into OpenSpot to re-establish contact. If you have a long wait, OpenSpot can manage your waitlist and as soon as an last minute cancellation arises your team can jump in and starting text those waiting patients to offer that slot to so you can quickly fill those holes in the schedule. Book a free chat & demo today and see how it can dramatically improve your practice flow, patient communication, and bottom line at https://lnkd.in/gwFPN9gG

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Practice owners --> your schedulers are ready to help you improve your balance sheet...empower them to text waiting patients when last minute cancellations arrive or to re-activate established patients that you haven't seen but need to see again to check in on things! OpenSpot is a HIPAA-compliant text messaging platform for busy practices...from inside your EMR you can generate a list of patients in need of care (deliquent for check-ins, specific conditions that you have a new offering for, etc etc.) and then bulk upload the list directly into OpenSpot to re-establish contact. If you have a long wait, OpenSpot can manage your waitlist and as soon as an last minute cancellation arises your team can jump in and starting text those waiting patients to offer that slot to so you can quickly fill those holes in the schedule. Book a free chat & demo today and see how it can dramatically improve your practice flow, patient communication, and bottom line at https://lnkd.in/gwFPN9gG

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Two posts, one day 😁 🚨 New Podcast Episode alert for my show, The Promise of Personalized Medicine. Today's guest features Tom Cronin from Quadax, Inc. Quadax is the leading and trusted healthcare partner delivering revenue cycle optimization solutions driven by the needs of our clients, powered by business analytics, and supported by superior service to improve reimbursement of care. The fight for reimbursement often feels like navigating a maze. From lengthy appeals to prior authorizations, labs and healthcare providers must balance innovation with complex payer policies. But what if this process could be less adversarial, more collaborative, and streamlined with the help of cutting-edge technology? Tom acknowledges that while appeals can be a necessary tactic to challenge denied coverage, they are costly and time-consuming. He contrasts older adversarial approaches with today’s more collaborative methods, where payers increasingly appreciate the economic value of tests in the long-term healthcare of patients. He explains how medical policies and prior authorizations play a critical role in determining coverage, while also discussing the evolving trend of health plans requesting medical records electronically to streamline the process. Let us know what you think about the episode in the comments below! Thanks! #podcast #PersonalizedMedicine

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