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PCC UC 2020How To Add New Lines ofServices & BusinessesTo YourPediatric Practice1
Developing New Lines of Services and BusinessesConsider Adding: ADHD Support Obesity/NutritionPrograms Lactation Consulting2 Asthma Education Sports Medicine Behavioral Health
DEVELOPING NEW SERVICES3
Developing New ServicesCreate ‘Clinics’ within your practice to meet yourpatients’ needs:- Asthma clinics- Nutrition clinics- Adolescent clinicsØ Provides excellent marketing opportunities and helps withscheduling4
Developing New Services: AsthmaWhat others are doing§ Asthma clinics- Certified Asthma Educator to assist with treatment,education and management of asthma and asthmarelated diseases including- Medication monitoring and compliance;- Asthma control and action plan- Spirometry and nebulizer treatments- Patient centered goals and objectives related to controlof the disease5
Sample Asthma PlansPick and choose from variousresources, and customize to fityour needs!Asthma Action Plan fromChildren’s Hospital, St. LouisEasy for parents to follow,pictures that even the youngestchild can hma-education6
Developing New Services: NutritionWhat others are doing:§ Nutrition clinics- On-site nutritional health evaluation byindependently contracted counselor- Treatment and counseling services forindividuals, families and groups- Tie in with community based weight ins and‘weight watcher’ program at the local YMCA- Schedule alongside well visits7
Nutrition ExampleHow about an 8 month visit or a 21 month visit with thenurse to teach proper nutrition habits?Calculate by forecasting: You have three hundred 8 month olds a year Nurse payment at 50.00 Don’t forget the cost of your nurse!300 x 20 minutes 100 hours x nurse salary ( 25/hr) 2,500 15,000 - 2,500 12,500 net profit8
Example: Nutrition ProgramExample:www.LetsGo.orgCombatting Pediatric Obesity Encourages use of theirmaterials Allows co-branding ofmaterials and customization9
Developing New Services: AdolescentsWhat others are doing:§ Adolescent clinics- Specific hours for teens (certain days & hours)- Specified exam rooms for teens that are age appropriate(not ‘kiddie’)- Teen education programs playing in waiting room- Greater emphasis on teen screens and servicesØ Adolescent Well Visits including depression and substanceabuse screening, may be a new metric coming to Payer planssoon10
Parent EducationParent EducationProgramsØ Grant Funded: puttingeducational grants to workØ to build communitySponsored: localbusinesses, insurancecompanies, self-fundedemployersØ Event Charge: parents /community pay to attend11
TelemedicineYesterday, Today, Tomorrow12Ø Yesterday: Big box providers and little coverage for in-network providersØ Today: Payers covering well and sick visits, waiving cost sharingØ Tomorrow: Will Payers continue to pay? Patients want convenience
DEVELOPING NEW BUSINESSES13
Developing New BusinessesDevelop Entirely New Business Lines Lactation / Breastfeeding Center Behavioral / Social Health CenterUrgent Care / After Hours ClinicØ Bringing services in-house either through direct employeecontributions or through sub-contracted professionals, extendsyour reach in the market.Ø These can be developed as extensively as you like, with their owntax ID numbers and ‘brand’, or less extensively as a business withinyour practice that is financially separate14
Developing New Businesses: LactationLactation / Breastfeeding Center 15Can reside within your pediatric practice footprint or asa separate area altogetherSome practices designate 2 exams rooms and designas newborn & nursing roomsSchedule consultations alongside the newborn visitand / or the 1 month for patient convenienceUtilize a trained employee or contract with anindependent agentGreat practice builder and new Moms love thenewborn / nursing rooms
EXAMPLE: Even a small practice can be a BF center! Add a lazy-e-boyAdd a BoppyAdd a baby scaleAdd a mobileNewborns get seen by doc, LC sees Mom for BF consultBecomes the ‘newborn / BF room!16
Developing New Businesses: BHBehavioral Health: What Others Are DoingUsually resides within pediatric practice footprintStaff it with an employee (if practice population supports it)or contract with an independent agent or lease space totherapist / social worker who is building their practice Usually defined hours, practice staff manages schedule andcan set up appointments without patient having to arrangeseparately Allows for better care, coordination, access Even just start with an ADHD program and a qualified /trained nurse 17
ADHD Program ToolsThe Children’s Hospital of PhiladelphiaCenter for Management of ADHD Health er-management-adhd/health-resources#.V4BM-o3Hz4g18
Developing New Businesses: UCUrgent Care Center: What Others Are Doing 19Typically is a separate building, or has a separate entrance tomain practiceStaff with existing providers and staffClose practice at 5pm, all after hours care provided at the UCNetwork with small practices to be their preferred referralchoice when they are closed (by providing excellent follow upand pass back)Compete directly with retail-based clinicsMany Payers offer separate contracts for UC, but note: highercopays for patients is likely!
Developing New Businesses: UCPartnership vs. CompetitionPartnerØ Smaller practices have partnered with UCs to serve their patients afterhours Promotes better care through collaboration and education Allows for expeditious exchange of information between two parties Helps fill the gap of needing to provide after hour services to patientsCompetitorØ Competing with medical home that offers extra hoursØ Creating fragmentation of care and higher costsØ Patients go to most convenient point-of-careØ Eroding value of medical homes providing after hours care20
Developing New Businesses: UCCompeteØ UCs are now more concerned about medical homes competing withTHEIR businessØ UC model is about convenience and access, they have addedimmunizations and are looking to diversify furtherØ They tout themselves as ‘one stop’; pediatrics must show hownetworks help to coordinate any additional care neededØ Differentiating on customer service; we must improve customerservice within our practicesØ Looking to partner with PCPs; do you joint-venture or compete?21
Do Your Research Before UndertakingAsk your patients what they need! You have a captive audience of100s of patients every week / month coming to your practice – handthem a short survey and ask for their feedback!Do your market research too: 22Number of annual births (www.cdc.gov/nchs/fastats/births.htm)City demographics (citydata.com – it’s free)Distance to competitors (plot via www.easymapmaker.comof similar free software)Competitor offerings (check out their websites)
UTILIZING PAYER RESOURCES23
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Example ResourcesAetna has aBehavioralHealthprogram anda step bystepchecklist tohelp youintegratethis t.pdf
Example Resources90834 2.938 RVUs( 106.02 CMS National 2020)26
ExampleResourcesCaseManagement272
Example Resources28
Example ResourcesPatient’s should call you first .but sometimes they don’t. Keep activelyengaged with the Nurse Line for continued communication about yourpatient!29
Example ResourcesTools tocombatchildhoodobesity30
FUNDINGAlways check to see if there are any grants available tohelp get a new program off the database/31
“The best way to cope withchange is to help create it.”32
Q&AContact InformationThe Verden Group, Inc.www.TheVerdenGroup.comPatient Centered Solutionswww.ncqasolutions.comIndependent Practice MSOwww.ipmso.orgSusanne Madden, CEOmadden@theverdengroup.com33
4 Developing New Services Create 'Clinics' within your practice to meet your patients' needs: - Asthma clinics - Nutrition clinics
