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    5 Things to Support Hospital Value-Based Purchasing

    by Jan Beery on May 8, 2014 7:42:41 AM

    The necessity to address Hospital Value-Based Purchasing has surpassed the office of the clinical CEO. It's the responsibility of all aspects of the industry. Reaching that decision maker with your solution is nearly impossible. They’re laser focused on VBP for the survival of their institution. The rest of the industry needs to be just as focused.

    The Department of Health and Human Services definition:

    “The Hospital Value-Based Purchasing (VBP) Program is a Centers for Medicare & Medicaid Services (CMS) initiative that rewards acute-care hospitals with incentive payments for the quality of care they provide to people with Medicare.”

    As manufacturers, distributors, and service providers, the responsibility is on you to improve quality and performance of every product or service that crosses the doorway of a healthcare institution. Your reputation and business viability depend on it.

    What will it require to support Hospital Value-Based Purchasing? Content, Education and Resource Development, and quality products and services. All of which need to improve patient outcomes.

    Is your product solving a need and providing answers where clinicians and patients are seeking answers? Providing good content, is the first step to becoming a trusted resource for your customers.

    Aligning your sales and marketing teams to develop quality content that focuses on 5 key points is a great foundation. This team alignment needs to work cohesively, as opposed to the traditional marketing/sales functions.

    Start With These 5 Things Your Business Should Be Doing To Support VBP.


    1. Reduced HAI’s = Improved Patient Outcomes And Unreimbursed Expense

      1. Developing products that reduce cross-contamination and infection.

      2. Implementing education for clinical staff.

    2. Product Consolidation = Cost Effective Inventory Management

      1. Cost effective packaging (larger increments per pkg).

      2. Promotion of best practices for product consolidation shipments.

    3. Product Comfort = Patient Satisfaction

      1. Develop products focused on patient comfort for improved compliance.

      2. Educational support for clinicians and patients focused on ease of use and comfort.

    4. Education = Improved Patient Outcomes

      1. Utilizing of social media for easy access.

      2. Quick response and accessibility for both clinicians and patients.

      3. Provide educational support immediately.

    5. Capital Equipment Product quality = Reduced Maintenance Costs

      1. Example: 5 Critical Must Haves For Your Ventilator Operations. Develop clearly defined content that educates.

      2. Brand reputation is based on product and service performance. The manufacturers of a top quality product, known as a work horse, will educate on - talk about - all the information that supports the product performance.

    KBK Communications was co-founded by a Medical Manufacturing Industry Veteran. Focused on supporting manufacturing, distribution, and service providers in healthcare. KBK prides itself on it’s unique approach to prospect and lead generation, sales training, and corporate alignment across all departments and leadership. We help by listening, educating, and delivering qualified leads with a clear plan for follow up and growth.

    Jan Beery is President here at KBK Communications, where she leads her team as they help their clients manage inbound and outbound marketing strategies. Prior to founding KBK Communications, Jan spent 25+ years in the Healthcare field, on the Medical Manufacturing side. You can connect with Jan on Twitter, LinkedIn, and Google Plus, or read more of her posts on KBK Communications’ blog.
    Like what you've read? Click here to subscribe to our blog.Image courtesy of: Vichaya Kiatying-Angsulee/

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