iMedConsent Application Training - Dialog Medical drug monographs, and over 4,000 patient education documents. The iMedConsent application ... iMedConsent Application Training iMedConsent

iMedConsent™ Application Training

Atlanta, GA 8-23-11 to 8-25-11 1

iMedConsent™

Application Training

Presented by Tim Kelly I August 23-25, 2011

Background History and Elevator Description


Atlanta, GA 8-23-11 to 8-25-11 2

Background

Founded by a physician

Early work in practice-based urology and ophthalmology

Secured a national Department of Veterans Affairs contract in 2004 (153 medical centers)

Member of National Quality Forum since 2004

Developed a promotional program with the American College of Surgeons in 2007

Private-sector clients include: MDA, EMMC, SLEHS, RHC, LAC

Partnerships and Insurers: ACS, AUA, Scrubs, CMIC, MedPro

History

3

Background

The iMedConsent™ application is a software tool that standardizes and

automates the informed consent and other patient communication processes.

This web-based application prepares easy-to-understand, procedure-specific

consent forms for more than 2,200 treatments and procedures. The clinical

content library includes anatomical images, pre-procedure and discharge

instructions, drug monographs, and over 4,000 patient education documents.

The iMedConsent™ application may also be used to facilitate the electronic

completion of research consents, advances directives, HIPAA

acknowledgements, and related forms – documentation requiring increased

attention due to the HITECH Act.

Trusted by more than 15,000 physicians and in over 200 hospitals, this novel

solution is integral to efforts to enhance patient safety, reduce risk, ensure

compliance, improve satisfaction, lower costs, and better document patient

communications.

“Elevator Description”

4


Atlanta, GA 8-23-11 to 8-25-11 3

Agenda

Agenda

Why Sell the iMedConsent™

Application

Value Proposition

• Patient Safety

• Risk Reduction

• Compliance/Quality

• Efficiency

Targeting Discussion

“Main Course”

6

History/Elevator Description

Detailed Product Overview

Pricing Review

Resources

Other Call Points

Success Strategies

Leads

Rules of Engagement

Competition

Role Play Exercise

Meaningful Use

“A la Carte”


Atlanta, GA 8-23-11 to 8-25-11 4

Why Sell the iMedConsent™

Application?

Why Sell iMedConsent™?

Commissions/$500 Qualified Lead Incentive

Opportunity to expand Call Points within a facility:

• Risk Manager

• Surgeon

Strengthens your(our) product portfolio

• Supports the Standard Register mission to offer a

comprehensive suite of solutions for managing patient

communications and workflows

Value to the SR Rep and BDM

8


Atlanta, GA 8-23-11 to 8-25-11 5

Value Proposition

Value Proposition

10

Ring DC, Herndon JH, Meyer GS.

N Engl J Med 2010;363:1950-7.


Atlanta, GA 8-23-11 to 8-25-11 6

Patient Safety

A 65-year old woman was evaluated for pain and

stiffness in the ring finger of the left hand.

Dexamethasone was injected locally.

Eight weeks later there was no improvement and

informed consent was obtained for a release of trigger-

finger procedure.

The Case of the Trigger Finger Release

11

Patient Safety

One hour before the procedure Dr. Ring, the surgeon,

translated the preoperative preparation for the patient

because no Spanish–speaking interpreter was

available. Dr. Ring confirmed the persistent trigger-

finger of the left ring finger with the patient.

Dr. Ring then left to perform an extremely challenging

carpal-tunnel release procedure on a different patient.

That patient was very agitated both before and after the

procedure. Dr. Ring told himself that the next operation

would be “the best carpal-tunnel release that I have

ever performed.”


12


Atlanta, GA 8-23-11 to 8-25-11 7

Patient Safety

Delays by other surgeons caused a change in the

operating room and in the operating room staff,

including the nurse who had performed the preoperative

assessment on the patient scheduled for the trigger-

finger release procedure.

When Dr. Ring arrived at the OR, the patient was

already prepped. Dr. Ring spoke briefly with the patient

in Spanish – that conversation was believed by the OR

staff to be a time-out.

No formal time-out took place.


13

Patient Safety

Dr. Ring performed an uneventful carpal-tunnel release

on the patient.

15 minutes later, when dictating the report of the

procedure, Dr. Ring realized the error.

Dr. Ring immediately apologized to the patient and

offered to perform the correct procedure.

The staff was reassembled and the trigger-finger

release procedure was performed without complication.


14


Atlanta, GA 8-23-11 to 8-25-11 8

Patient Safety

Is Case 34-2010 and anomaly?

15

Patient Safety

State of Pennsylvania

30-month period

A wrong-site surgery event will reach a patient once per year in a 300-bed hospital

Failure to verify consent forms was a major contributor to errors resulting in the initiation of wrong-site surgery

Wrong-Patient/Procedure/Site Surgery

16

Clarke JR, Johnston J, Finley ED. Ann Surg

2007;246:395-405.


Atlanta, GA 8-23-11 to 8-25-11 9

Patient Safety

17

Patient Safety

WHO Surgical Safety Checklist

18

N Engl J Med 2009;360:491-9. N Engl J Med 2010;363:1928-37.


Atlanta, GA 8-23-11 to 8-25-11 10

Patient Safety

Brief Demo Employing the ACS Consent Template Containing the WHO Surgical

Safety Checklist

Could Use of the iMedConsent™

Application Have Prevented This

Medical Error?

19

Value Proposition

Patient Safety

20

Captures headlines

Difficult to get hospitals

to acknowledge that

they may have a

problem

Difficult to identify any

clients where this was

the primary rationale

for purchasing the

iMedConsent™

application

http://pe-acs.imedconsent.com/iMed4Web/Membership/Login.aspx

http://pe-acs.imedconsent.com/iMed4Web/Membership/Login.aspx


Atlanta, GA 8-23-11 to 8-25-11 11

Value Proposition

Clarke Article

• Very powerful reference:

Great database

“…once each year in a 300-bed hospital.”

Preventing wrong-site surgery – verifying consents,

second only to intervention by patients

• Available via NIH:

http://www.ncbi.nlm.nih.gov/pmc/articles/PMC1959354

/pdf/20070900s00006p395.pdf

Patient Safety

21

Call Points

Needs:

• Improve the safety record of his/her facility relative to

national or local criteria

Never Events/NCDs

Patient Safety Officer

22

• Implement safety

initiatives that address

areas of identifiable

weakness

WHO Surgical Safety

Checklist

http://www.ncbi.nlm.nih.gov/pmc/articles/PMC1959354/pdf/20070900s00006p395.pdf




Atlanta, GA 8-23-11 to 8-25-11 12

Value Proposition

Story

• Tell me about your use of surgical checklists

• Cite the ACS strategy of appending the WHO Surgical

Safety Checklist at the end of the consent and

bringing in the procedure and site, from the consent,

for verification

Bring the patient into the Time-Out

• Invent your own story

Patient Safety

23

Patient Safety

Questions or Comments on the

Patient Safety Value Proposition

24


Atlanta, GA 8-23-11 to 8-25-11 13

Value Proposition Risk Reduction

Risk Reduction

This Corrective Action Plan

and Claims Summary are in

the public domain and were

retrieved from the internet.

26


Atlanta, GA 8-23-11 to 8-25-11 14

Risk Reduction

27

Risk Reduction

$1.9 Million Case

28


Atlanta, GA 8-23-11 to 8-25-11 15

Risk Reduction

Corrective Action - iMedConsent™

29

Risk Reduction

Is informed consent a factor in

medical liability claims?

30


Atlanta, GA 8-23-11 to 8-25-11 16

Risk Reduction

Only 39% of 3,269 closed claims against

anesthesiologists were judged to have

adequate informed consent1

Inadequate informed consent was pursued as a

secondary cause in more than 90% of

ophthalmologic malpractice cases2

Lack of informed consent is one of the top 10

reasons for hospital malpractice claims3

31

1Caplan RA, Posner KL. ASA Newsletter 1995;59(6):9-12.

2Kiss CG, Richter-Mueksch S, Stifter E, et at. Arch Ophthalmol 2004;122:94-98.

3Glabman M. Trustee 2004;57(2):12-16.

Value Proposition

Primary reason for “Practice Edition” (PE) sales

Major reason for some facilities

• LA County (Proof Source: PS&QH, 2010)

Targets

• Risk Management

• Claims

• Lesser Players

Quality

Patient Safety

Risk Reduction

32


Atlanta, GA 8-23-11 to 8-25-11 17

Value Proposition

Extremely sensitive area

• Need to “earn the right” to discuss

Positioning

• WRONG: Protection in a lawsuit

• RIGHT: Avoid lawsuits by better managing

expectations

Risk Reduction

33

Call Points

Needs:

• Effectively contain/minimize the impact of adverse

events

Most of these folks are reactive – not proactive

• Address areas of systemic weakness

• Ensure standardization across providers (particularly if

all physicians are not employees)

Risk Management/Legal

34


Atlanta, GA 8-23-11 to 8-25-11 18

Value Proposition

Story

• Physicians do a great job with informed consent…the

verbal discussion

• Physicians do a poor job documenting what they have

discussed

• Patients do an awful job remembering what was

discussed

• Patient’s families are more of a problem

Risk Reduction

35

Value Proposition

Jim Gottesman, MD

• Two things you never want to hear:

“Had I known this would happen I would have…”

“Wish I had known about Option B…”

• Best scenario with a bad outcome: “It’s OK doc, we

know that this was a possibility”

Gary Wortz, MD

• Frustration = Difference between Expectations and

Reality

Risk Reduction

36


Atlanta, GA 8-23-11 to 8-25-11 19

Patient Safety


Risk Reduction Value Proposition

37

Value Proposition Compliance/Quality


Atlanta, GA 8-23-11 to 8-25-11 20

Compliance/Quality

Then 8-hospital Chicago-area system

Facing a compliance survey (HFAP)

Investigated all alternatives

Implemented the iMedConsent™

application to ensure CMS

compliance

Resurrection Health Care

39

Value Proposition

Accreditation organizations

• Joint Commission

• HFAP

• DNV

CMS/State

Can be a high-urgency factor for facilities

• Reason for RHC purchase (HMT article)

• A factor in the Newton-Wellesley purchase

Compliance/Quality

40

http://www.healthmgttech.com/index.php/solutions/hospitals/filling-in-the-blanks.html




Atlanta, GA 8-23-11 to 8-25-11 21

Compliance/Quality

Name of hospital*

Name of treatment or procedure*

Name of practitioner performing the treatment

or procedure*

Name of practitioner who conducted the

informed consent discussion

Listing of material risks of the procedure *Minimum required element. State law may also apply.

CMS Requirements

41

CMS State Operations Manual (Rev. 47, 06-05-09). Regulations and Interpretive

Guidelines for Hospitals §482.24(c)(2)(v).

Compliance/Quality

Statement that the treatment or procedure,

benefits, material risks, and alternative

therapies were explained to the patient*

Patient’s signature*

Date and time patient signed the consent*

Witness signature

Date and time witness signed the consent *Minimum required element. State law may also apply.

CMS Requirements

42

CMS State Operations Manual (Rev. 47, 06-05-09). Regulations and Interpretive

Guidelines for Hospitals §482.24(c)(2)(v).


Atlanta, GA 8-23-11 to 8-25-11 22

Compliance/Quality

Issa MM, Setzer E, Charaf C, et al.

Informed versus uninformed consent

for prostate surgery: the value of

electronic consents. The Journal of

Urology. 2006;176:694-699.

Actual Entries From

Fill-in-the-Blank

Consent Forms

43

Value Proposition

Binary issue – they have a problem or they don’t

Targets

• Director of Compliance

• Director of Quality

• Accreditation Team

Compliance/Quality

44


Atlanta, GA 8-23-11 to 8-25-11 23

Call Points

Needs:

• Successful TJC/HFAP/DNV accreditation surveys

• Compliance with CMS guidelines

• Ensuring provider compliance with institution policies

• Cultivating practice standardization across providers

Quality/Compliance Officer

45

Value Proposition

Story

• When is your next TJC (HFAP, DNV, CMS) audit?

• Are your consents accessible (see Efficiency) and

compliant

Proof Source: J of Health Care Compliance, 2007

Compliance/Quality

46


Atlanta, GA 8-23-11 to 8-25-11 24

Compliance/Quality


Compliance/Quality Value Proposition

47

Value Proposition Efficiency


Atlanta, GA 8-23-11 to 8-25-11 25

Efficiency

Lean 6-Sigma Team was

investigating inefficiencies

Looked at the Pre-

Anesthesia Consult Clinic

Found that missing

documentation was

causing delays

Eastern Maine Medical Center

49

Efficiency

Major Cause – lost consent documents

Found that these forms were often faxed in from remote

physician offices

EMMC’s Chief of Surgery had heard of the

iMedConsent™ application

Eastern Maine Medical Center

50


Atlanta, GA 8-23-11 to 8-25-11 26

Value Proposition

Components

• Scanning consents

Destroying the originals

• Dictating the note documenting the consent discussion

• Delays due to lost or misplaced consents

Up to $580,000 per year

A significant factor for many facilities

• Primary reason for Eastern Maine Medical Center

Efficiency

51

Value Proposition

Story

• Do you scan consents?

• Have you experienced instances when a surgical

procedure has been delayed due to the inability to

locate a consent form?

Efficiency

52


Atlanta, GA 8-23-11 to 8-25-11 27

Efficiency


Efficiency Value Proposition

53

Product Overview


Atlanta, GA 8-23-11 to 8-25-11 28

Product Overview

Basic Options – Hospital Versions (web-based)

• DM-hosted or Client-hosted

Client hosting allows greater control and

management of non-consent documents

• ADT interface (bring in patient information)

• Signature capture and Document Management

System interface (paperless, requires and ActiveX

component)

• EHR interface (posting of notes to the EHR)

Configuration Options

55

Product Overview

Unusual Configurations

• VA (thick client)

• M.D. Anderson (ActiveX embedded in Clinic Station)

• UT Health Sciences Center (Research, IRIS interface)

• Ogden Clinic

• Scrubs RRG

Practice Edition (PE)

• Legacy thick client

• Web-based version

Configuration Options

56


Atlanta, GA 8-23-11 to 8-25-11 29

Background

Demo Site: http://salesdemo.imedconsent.com/imed4web/lite.aspx

User Name: Your Standard Register Email Address

(e.g. [email protected])

Password: consent

Demonstration

57


http://salesdemo.imedconsent.com/imed4web/lite.aspx



Atlanta, GA 8-23-11 to 8-25-11 30


59

Alaska

Texas

Utah

Montana

California

Arizona

Idaho

Nevada

Oregon

Iowa

Colorado

Kansas

Wyoming

New Mexico

Missouri

Minnesota

Nebraska

Oklahoma

South Dakota

Washington

Arkansas

North Dakota

Louisiana Hawaii

Illinois Ohio

Florida

Georgia Alabama

Wisconsin

Virginia

Indiana

Michigan

Mississippi

Kentucky

Tennessee

Pennsylvania

North Carolina

South Carolina

West Virginia

New Jersey

Maine

New York

Vermont

Maryland

New Hampshire

Connecticut

Delaware

Massachusetts

Rhode Island

Tim G.

Scott G.

Jim P.

Philadelphia

(JP)

(207)

(15)

(317)

(138)

(99)

(167)

(136)

(82

)

(208) (628)

(122)

(137)

(526)

(110) (248)

(175)

(203)

(134)

(110)

(116)

(55)

(78)

(172)

(66)

(65)

(107)

(164)

(29)

(31)

(62)

(71)

(55)

(55)

(157)

(136)

(163)

(112)

(185)

(158)

(254)

(327)

(19)

(48)

(20)

(147)

(36)

(57)

(74

)

(29)

(314)

Department of Defense &

Indian Health to Scott F.

Pricing Review


Atlanta, GA 8-23-11 to 8-25-11 31

Pricing Review

Hosted or Enterprise

• Hosted

Do not own the application

Nominal hosting fee (~$500/year)

• Enterprise

Own the application

Software maintenance fee (20%)

Number of Beds

Interfaces

Implementation

Variables

61

Pricing Review

Approximate Pricing

62

Year One Year Two

Beds Enterprise Hosted Enterprise Hosted

100 $52,000 25,200 $17,000 14,800

200 $74,200 38,100 $31,000 26,800

300 $95,900 51,300 $42,500 36,200

400 $112,000 59,300 $51,200 43,200

500 $127,600 67,600 $57,400 47,800

600 $137,500 69,700 $61,100 49,900

700 $146,900 71,900 $62,100 51,000


Atlanta, GA 8-23-11 to 8-25-11 32

Pricing Review

Hosted – 250 bed facility, 80 hours implementation,

$2,000 travel

• $49,000 Year 1

• $32,000 Year 2 (annual renewal)

Enterprise - 250 bed facility, ADT interface, Document

Management System Interface, 120 hours

implementation, $2,000 travel

• ~$90,000 Year 1

• $39,000 Year 2 (annual renewal)

Examples

63

Resources


Atlanta, GA 8-23-11 to 8-25-11 33

Resources

Live websites

• Demo Site:


User Name: Your Standard Register Email Address

(e.g. [email protected])

Password: consent

Virtual machine option

Product Demo

65

Resources

Dialog

Medical

Website Link

66


http://www.dialogmedical.com/


Atlanta, GA 8-23-11 to 8-25-11 34

Resources

Sell Sheets link link-SR Design

Reprints

Odd pieces

• Cost of doing it oneself link

• Product matrix link link-short

Collateral Pieces

67

Resources

Sales Team

• Scott Fleischman, Jim Purcell, Scott Gray, Tim

Gottesman

Marketing Team

• Tim Kelly, Charlotte Richardson, Paul Miller

Implementation Team

• Tracey Owens, Brooke Hammonds, Mitzi Macurak

Support Team

• Bill Taylor, Steven McKelvey, Lanny Legg

Technical Operations Team

• Keyton Weissinger, Developers

Dialog Medical Personnel

68

http://www.dialogmedical.com/wp-content/uploads/2011/06/iMedConsent_Info_Sheet-PS0211.pdf

http://www.dialogmedical.com/wp-content/uploads/2011/08/iMedConsent_0001-DV_v08-11.pdf



http://www.dialogmedical.com/wp-content/uploads/2011/08/Cost_Analysis-Cost_of_Developing_Consents_Oneself.xlsx

http://www.dialogmedical.com/wp-content/uploads/2011/08/Product_Matrix_Sheet-Detailed_Version.pdf

http://www.dialogmedical.com/wp-content/uploads/2011/08/Product_Matrix_Sheet-Hosted_and_Enterprise.pdf




Atlanta, GA 8-23-11 to 8-25-11 35

Other Call Points

Call Points

Needs:

• Time

Cases that start on time

Less time preparing forms and dictating notes

Efficient communications with hospitals where he/she is privileged to perform procedures

More (quality) time with patients

• Money

Want to be paid (reimbursed/CMS compliant)

Don’t want to be sued (forget winning – don’t want to be sued in the first place)

Alternative Income - Research

Surgeons (CMO, COS)

70


Atlanta, GA 8-23-11 to 8-25-11 36

Call Points

Needs:

• EHR reimbursement

Certified System(s)/Meaningful Use Attestation

• Improve efficiency (infrastructure management)

Save the institution money/Generate money

Support reimbursement/billing requirements (ICD-10)

Balancing clinical vs. business needs

• Enhance the quality of patient care

Improve patient safety

• Hardware management

• Software/systems management

CIO, Director of HIT

71

Call Points

Needs:

• Oversee/contribute to the institution’s IRBs

(Research) consent forms are too long/confusing

• Chair the Ethics Committee

• Increase standardization

Across providers

Across patients

• Maintain patient’s rights

Addressing the needs of unique patient populations (low medical literacy)

Shared decision-making

Ethics Officer

72


Atlanta, GA 8-23-11 to 8-25-11 37

Call Points

Needs:

• Time

More quality time with patients

• Patient compliance

Pre-op instructions

Post-op care

• Efficiency

Keep physicians happy

All workflow is as efficient as possible

OR runs smoothly – Time-Out works as designed

Nurses

73

Success Strategies


Atlanta, GA 8-23-11 to 8-25-11 38

Success Strategies

How may hospitals achieve

enlightenment for their patient

communications, Grasshopper?

“Missionary” Product

75

They can use the

iMedConsent™

application, Master.

Success Strategies

Not an established means of documenting informed

consent

Few institutions/providers recognize/acknowledge that

they have a problem

Not everyone has heard of automated informed consent

tools

Few institutions/providers have heard of the

iMedConsent™ application


76


Atlanta, GA 8-23-11 to 8-25-11 39

Success Strategies

77

Success

Plan

ID a Champion

Go Wide

Uncover Need(s)

References

“Can you help me?”

Success Strategies

Identify a champion

• Review the major informed consent call points

Go wide

• Start where you are most comfortable

• Ask for referrals to other areas/departments/people

Ask for help

• Ensure that your subject has time

Uncover needs

Employ references


78


Atlanta, GA 8-23-11 to 8-25-11 40

Success Strategies

Uncover needs

• Don’t oversell – don’t discuss features for which there is

not an interest

Risk making the application complicated and

expensive

Employ references

• Users

VA, other hospitals, PE

• Proof sources


79

Success Strategies

Planning/Evaluation Tool

• Informed Consent

Opportunity Scorecard link

Planning

80

http://www.dialogmedical.com/wp-content/uploads/2011/08/Informed_Consent_Opportunity_Scorecard.xlsx


Atlanta, GA 8-23-11 to 8-25-11 41

Success Strategies

High literacy level Educate

No interactive video NQF Safe Practice

Cost Continue to establish value

• We could do it ourselves

EMR or Document Management System can do it

Review content

Objections

81

Success Strategies

Ask for the institution’s consent form

Ask about other safety or performance improvement/IT

initiatives

• Why did they embrace it? Who drove the project?

How long did it take?

Be prepared to answer the “price question”

• Quickly (and fearlessly) - provide a range of pricing

Ask for help and insight

• We just purchased this company…What do you make

of this thing? Who might want it? Why?

Key Success Strategies - Summary

82


Atlanta, GA 8-23-11 to 8-25-11 42

Success Strategies

Hospital Client List

• See website

Hospital Clients

83

Competition

http://www.dialogmedical.com/clients/


Atlanta, GA 8-23-11 to 8-25-11 43

Competition

Status Quo/Complacency

EHR Firms

Content-Based Applications

Competitors to iMedConsent™

85

Competition

Forms

• One-Size-Fits-All-Form

• Fill-In-the-Blank

• Procedure-Specific Forms

High Volume

Department-specific

Lack of awareness

• There truly are no problems

• No perceived solution = No pain

Status Quo/Complacency

86


Atlanta, GA 8-23-11 to 8-25-11 44

Competition

Rarely a content play

Can solve issues with readability, signature capture, lost

or misplaced forms

“Meaningful Use” will make EHRs more of a threat

• Moving from electronic charts to comprehensive health

records

EHR and Forms Management Software

87

Competition

Interactive, multi-

media, web-based

application

Videos of planned

procedures

Visual and audio

component

Keeps record of the

patient’s interaction

with the application,

patients may also log

questions

Emmi Solutions

88


Atlanta, GA 8-23-11 to 8-25-11 45

Competition

Strengths

• An excellent patient education tool that provides an

easy-to-understand overview of planned procedures

• May save both physician and staff time

• Some evidence supporting a reduction in procedure

cancellations due to better prepared patients

• Some notable hospital clients although utilization is

limited to select clinical areas

• Offers the Healthwise library

• Endorsement from the American College of Cardiology

• Supports Spanish

Emmi Solutions

89

Competition

Weaknesses

• Limited procedure offering – Emmi focuses on high

volume procedures

• Does not easily support the traditional informed

consent process which culminates with execution of

an informed consent form

Emmi Solutions

90


Atlanta, GA 8-23-11 to 8-25-11 46

Competition

Similar to the

iMedConsent™

application

Web-based Krames

application is also a

provider-facing tool

Prepares procedure-

specific consent

forms for a variety of

treatments and

procedures

Krames Patient Consent™

91

Competition

Strengths

• A well-recognized and well-respected brand in the

patient education market

• Similar iMedConsent™ application, the Krames tool is

designed to fit existing workflows for the preparation of

paper-based consent forms


92


Atlanta, GA 8-23-11 to 8-25-11 47

Competition

Weaknesses

• Limited procedure offering – 208 bi-lingual treatments

and procedures (383 English-only consents)

• User interface requires significant amount of interaction

"50,000 screens to go through before you get to the

consent” - DM Client -

• Limited to no experience with providing interfaces to

EHRs and to document management systems

• Given Krames other offerings, may not receive

significant focus/attention from the Krames sales team


93

Leads


Atlanta, GA 8-23-11 to 8-25-11 48

Leads

Eligibility: Document Management BDMs, Tech BDMs

and Account Managers

Incentive: An up-front incentive payment of $500 will

be paid upon acceptance and certification of the lead

form by the DM Vice President of Sales (150 bed minimum)

2011 Incentive Payments

95

Leads

Deliverables:

• Establish interest in standardizing and automating

informed consent at the subject facility

• Complete at least one meeting with a Director-Level

individual (Director of Risk, Quality, Patient Safety, IT,

or Surgery) – the “iMed Champion” [Dialog Medical

personnel will make themselves available if

needed/desired to participate in this meeting.]


96


Atlanta, GA 8-23-11 to 8-25-11 49

Leads

Deliverables:

• Establish the willingness of the “iMed Champion” to

organize a larger meeting of decision-

makers/decision-influencers to recommend the

consideration of the iMedConsent™ application (either

a WebEx or face-to-face meeting with a Dialog

Medical Territory Manager)

• Complete the on-line iMedConsent™ lead form


97

Leads

Other Criteria: The validity of any given lead will be

determined by the Dialog Medical Vice President of

Sales in collaboration with the Standard Register

Healthcare Vice President of Sales


98

https://creator.zoho.com/mikeburke/standard-register-imedconsent-potential-form/

https://creator.zoho.com/mikeburke/standard-register-imedconsent-potential-form/


Atlanta, GA 8-23-11 to 8-25-11 50

Role Play Exercise

Roles

• Provider

• Standard BDM/Account Manager

Goals:

• Identify need/pain point

• Secure commitment to:

Convene a larger second meeting or formal

presentation

Recommend the SR BDM/Account Manager to others

Overview

99

Role Play Exercise

Rules

• Can call a “time out”

• Ask for suggestions as to how to proceed next

Overview

10

0


Atlanta, GA 8-23-11 to 8-25-11 51

-Who to Contact

-Rules of Engagement

-Procedures

-Tactical Information

-Good information to know

-Our own “Never Events”

Acquisition Update

Officially closed the transaction July 6th

Activity across all aspects of the combined business

• Joint Selling Initiatives

• Target account strategy (Top 50, GPO, IDN, SMARTworks Clinical Enterprise

Installed Base)

• Portfolio and Roadmap priorities

• Accounting and Finance

• Human Resources

• Implementation and Operations

• Product and Technology

Enormous potential and each team working and developing “first 90-day” and

“second 90-day” priorities

Roughly 45 Days Post Closing

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Integration of Dialog Medical

Doug Burchfield – Point person on integration plan … working with functional leads

across all aspects

Chris Weber (Scott Fleischman) – Top Targets, Top 50 strategy, GPO & IDN

Strategy

Melissa King (Tim Kelly)– SMARTworks Clinical Enterprise related sales strategies,

targets from client-base, Telesales PE-edition campaigns and strategies

Dan Broerman (Keyton Weissinger)– Joint SWCE and iMedConsent Product

Roadmap and Priorities

Scott Wallace (Tim Kelly) – Alternate Care strategy

SR Sales Mgt (Scott Fleischman)– SR Channel target account planning

Doug Burchfield (Keyton Weissinger)– Joint SWCE and iMedConsent

Implementation and Support planning

Key Players and Activities

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Coordination of Effort

Communicate … work closely on understanding Dialog Medical install base and SR

Install base … Communicate

Respect both “Do Not Contact” Lists

Opportunities & Selling Process

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Opportunities

Close

Deal SR DM – Territory Rep

Confirmed

Qualified

Lead


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Corporate SR/Dialog Medical

will…

1. Track impediments that are blocking the sales cycle

2. Remove impediments as quickly as possible

3. Create tools to help facilitate/improve the team

4. Hold the team accountable for results in a supportive fashion

5. Report, Communicate, and Celebrate teamwork and wins!!!

6. The validity of any given lead will be determined by the Dialog Medical Vice

President of Sales in collaboration with the Standard Register Healthcare Vice

President of Sales

Who to contact

Sales-y, pricing, & account specific discussions – Scott Fleischman & DM Territory

Managers

Technology – Keyton Weissinger

How to approach, value prop, strategy, questions or help with any sales tools or

collateral – Tim Kelly

SR Sales Engineering Team is being trained.

• Involve them in any SWCE play

• Utilize the clinical resources (Sue Murphy, Mary Kaye Vause, & Amber Viel) for

purely clinical questions.

Tim and team will provide feedback to SR Sales Engineering Team to grow their

knowledge and allow them to provide more support going forward

Day to Day …

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Procedures

All proposals & pricing must come from Dialog Medical Territory Managers

Must register all opportunities via lead form … informal Q&A encouraged, but formal

registration required for credit

Proposals …

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Never Events …

We will fail if all iMedConsent opportunities are approached as part of a SWCE deal

Not JUST a SMARTworks

Clinical Enterprise Module

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Never Events …

Cannot sell combined opportunities for less than each sold individually … together

we bring more value than separate … we should charge for that

1 + 1 = 2 … or 3

1 + 1 ≠ 1.2

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When do I sell what?

Need content?

• Yes iMedConsent™

• No SMARTworks Clinical Enterprise

• Overlap Pursue the product that best satisfies the

need … communicate & coordinate

Not an alternative to Write Cap / FOD

We can’t get bogged down in iMedConsent vs. SWCE

If it isn’t informed consent, don’t

worry about iMedConsent

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Portfolio Variations /

Roadmap

Hosted iMedConsent

Enterprise iMedConsent (Client Hosted)

Offer Content to be used for Doc Mgt Contract/SMARTworks POD/FOD

Access Hosted iMed via SMARTworks Platform

Launch Enterprise iMedConsent via SMARTworks Clinical Enterprise

Replace WriteCap with iMedConsent

?

?

Role Play Exercise


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Role Play Exercise

Possible needs

• Concerned about different procedure-specific consent

forms that are being used by different providers –

those forms may not be in compliance with hospital

policy

• Have a fill-in-the-blank consent form – a review shows

sections haven’t been completed, contain

abbreviations and are often illegible

• Have a generic, one-size-fits all consent – knows that

alleged lack of consent is a factor in most of their

medical liability claims

Risk Manager

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Role Play Exercise

Recently completed a project to implement the WHO

Surgical Safety Checklist for all major procedures – the

goal was to reduce surgical errors and delays including

having the wrong equipment in the room or the wrong

implants, prostheses, implantable devices present

Concerned about published cases of wrong-site, wrong-

procedure surgery, feels that they have been “lucky”, not

sure what else can be done to protect patients


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Role Play Exercise

Possible needs

• Has developed a couple of procedure-specific consent

forms for the top six surgeries he/she preforms, the

hospital requires patients to complete a second

consent because his/her forms are “not in the hospital

format”

• Can’t stand operating room delays – surgeons are

frustrated by cases that don’t start on time and by

cases that take longer than scheduled

• Have a large residency program – residents obtain

consent for procedures, knows there may be issues

but not sure of any better methods

Chief of Surgery

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Role Play Exercise

Recently completed a project to implement the WHO

Surgical Safety Checklist for all major procedures – the

goal was to reduce surgical errors and delays including

having the wrong equipment in the room or the wrong

implants, prostheses, implantable devices present

Concerned about published cases of wrong-site, wrong-

procedure surgery, feels that they have been “lucky”, not

sure what else can be done to protect patients


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Meaningful Use

Value Proposition

Peripheral Opportunity

• Meaningful Use – Helpful for inserting ourselves into

that discussion

“Meaningful Use”

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Value Proposition

Leveraging the “Meaningful Use” Objectives – Fitting

Patient Safety into the Hospital’s EHR Strategy

• Presented last month at the RL Solutions UGC

• Link (on Dialog Medical website)


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Value Proposition

The iMedConsent™ application can assist with:

• Core Objective – Provide an electronic copy of

hospital discharge instructions upon request

• Menu Objective – Identify patient-specific education

resources and provide those to the patient as

appropriate

• Menu Objective – Record advance directives for

patients age 65 and older


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../../../Conferences/2011 rL Users Group Conference/Presentation - Kelly/UGC11 Presentation - Meaningful Use - Kelly.pptx


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Value Proposition

Positioning page on

the Dialog Medical

Website

• http://www.dialogmedical.

com/meaningful_use/

Watch-outs:

• The iMedConsent™

application is not

certified…

• “Meaningful Use” is

purely a “me too”

strategy


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http://www.dialogmedical.com/meaningful_use/



Documents

iMedConsent Application Training - Dialog Medical drug monographs, and over 4,000 patient education documents. The iMedConsent application ... iMedConsent Application Training iMedConsent