When it comes to making informed decisions, the best conclusions require a little bit of art and a little bit of science. At the recent Tea Leaves Health 2nd Annual Client Summit, we learned the importance of developing a strategic outreach philosophy from one of our physician engagement clients. If you weren’t able to attend the Summit, we thought we’d share some of the highlights from the sessions.
During one Summit session, titled “Why Do Outreach? Developing an Outreach Philosophy” our client explained that many providers coming out of school haven’t functioned in small practices; they’re often hired by large systems so they haven’t had to hunt for patients. Her organization has developed a philosophy about outreach that extends to its community – the system feels it owes it to the community to provide healthcare locally, so they have their physicians do local outreach.
But, if your organization doesn’t have an outreach philosophy in place, why should you do outreach? Why it is important? Here are a few reasons why:
- Builds community
- Continued growth
- Geographic coverage is essential to support a range of tertiary care subspecialties.
Next you might be asking, how does this client do it? They use the data from the Tea Leaves Health platform to answer questions and make decisions as a system. They have an established service distribution framework, and they use the tools to answer the business questions that come up within that framework.
They use Physicianology data from a business development standpoint for resource allocation. The presenter provided one scenario as an example.
The organization’s Urology service line leaders were considering reducing and/or changing outreach locations. The physician leaders had proposed changes based on perceived patient loyalty.
To pull concrete patient loyalty numbers, the strategic planning and business development team used the Splitter Report in Physicianology to better understand the physicians’ patient panel for their target market. Then, they used the Influence Reports within Physicianology to see the Shared Patient Count – showing them how many patients were loyal to their organization over other locations.
They took the patient count from the Splitter Report and multiplied it with the percentages from the Influence Report to get the Total Shared Patients. They discovered they were getting a good percentage of patients from a decent distance away – showing the value of the historical outreach in the community. Based on the insights they were able to glean from Physicianology, the decision was made to drop three outreach locations and replace them with one consolidated site.
If your organization has an outreach strategy, but you’re considering making changes in the future, this client had a few recommendations:
- Form a growth committee that provides a venue to discuss changes to outreach locations
- Base any recommended changes on a combination of factors guided by the Triple Aim + People:
- Relevant data & key performance indicators (KPIs)
- Strategic importance
- Geo distribution
- Effectiveness and efficiency of care delivery models.
Clearly, an outreach strategy is important, but it’s even more important to have a data-driven approach to back it up. If your organization is interested in developing or adjusting your existing outreach philosophy, contact us to get assistance from the Tea Leaves Health platform.