If these Epic records could talk…doctors wouldn’t be ‘faxing all day long’

Epic Systems is “feeling political heat” as questions about whether its records can talk to other vendors’ records continue to grow, Darius Tahir writes at Modern Healthcare.

Background on EHR requirements, interoperability

Under the 2009 economic stimulus package, providers who demonstrate meaningful use of certified EHRs can qualify for Medicaid and Medicare incentive payments. And a portion of the meaningful use requirements mandates that providers are able to share EHR data with other providers, Julie Creswell writes in the New York Times.

Providers with systems that are not interoperable could eventually face Medicare penalties under the program.

Increasing device interoperability could save $30B annually 

Two recent studies found that fewer than 50% of hospitals in the U.S. can transmit a patient care document, while just 14% of doctors can exchange patient data with outside hospitals or other providers, according to the Times.

Insight from Crimson CEO Glenn Tobin

Interoperability is the key to innovation. So what’s the delay? 

Data exchange barriers remain

Providers have said that certain EHR systems were built to impede the ability to share patient data, contrary to the meaningful use program’s requirements. For example, writes Creswell, some providers have pinpointed Epic’s EHR systems as being deliberately created so they cannot share data with competing EHR systems. (Related: AllScripts, Netsmart collaborate on interoperability.)

Raghuvir Gelot, a physician at a North Carolina-based practice that has struggled to share patient data on its Epic system with outside providers, says, “The systems can’t communicate, and that becomes my problem because I cannot send what is required and I’m going to have a 1% penalty from Medicare.” He also notes that the federal government is “asking [him] to do something [he] can’t control.”

In addition, providers have noted that when systems can share data, they often require significant upfront charges to connect or recurring fees. The charges can inhibit smaller practices from connecting with larger, more technologically savvy and financially sound health systems, notes Creswell.

“We’ve spent half a million dollars on an electronic health record system about three years ago, and I’m faxing all day long. I can’t send anything electronically over it,” said Dr. William L. Rich III, a member of a nine-person ophthalmology practice in Northern Virginia and medical director of health policy for the American Academy of Ophthalmology.

“We’ve spent half a million dollars on an electronic health record system about three years ago, and I’m faxing all day long. I can’t send anything electronically over it.” — Dr. William L. Rich III

According to the Times, regulators so far have failed to respond to the interoperability issue. A spokesperson for the Office of the National Coordinator for Health IT in an emailed statement says that stakeholders must “come together and agree on policy-related issues like who can access information and for what purpose.” The spokesperson adds that interoperability is a “top priority” and noted the office recently released a 10-year vision and agenda on the issue.

Lawmakers now looking into issue

The mounting questions over health records’ interoperability has led to Epic facing considerable scrutiny on Capitol Hill, Tahir writes at Modern Healthcare.

At a House meeting in July, Rep. Phil Gingrey (R-Ga.) singled out Epic’s EHR for criticism, saying that the company created “closed records”—a problem, given the federal government’s incentives for providers to purchase electronic records.

“Is the government getting its money’s worth?” Gingrey asked. “It may be time for the committee to take a closer look at the practices of vendor companies in this space, given the possibility that fraud may be perpetrated on the American taxpayer.”

Epic chose to hire its first Washington, D.C.-based lobbyist in August (Creswell, New York Times, 9/30; Tahir, Modern Healthcare, 10/1).

The Advisory Board on interoperability

Glenn Tobin, Crimson

Interoperability is high on the list of top priorities for health care executives—and only going higher.

Thirty percent of health care spending is wasted on costly, redundant, and ineffective care because today’s systems cannot provide a complete view of the individual. Often by definition, today’s patients are being cared for in different places. They switch hospitals, payors, health systems, and doctors, but their data cannot readily follow them across care settings.

Here’s how to understand the issue.

– See more at: http://www.advisory.com/_apps/dailybriefingprint?i={0BBB826F-DBB1-448E-BFA4-03DC367E80E6}#sthash.aLRIVckg.dpuf

‘People make mistakes.’ Why a patient with Ebola was sent home

It goes without saying that the pen is mightier than the sword and the words that we put out there have a power to them, intended or not. In marketing, the words you choose and how you use them will define the success or failure of any marketing campaign you enact. Here is a list of the 12 keywords that will help you generate more leads and earn the trust of your clients:

You
Marketing is all about appealing to the audience to entice them into purchasing one of your products or using your services. A simple way to make that clear is by using the word “you” as much as possible. It can be extremely tempting to use what little space you have to sing the praises of your company, but using the word ‘you’ better helps your audience to visualize themselves in the scenario you are proposing. This, in turn, increases their purchasing odds.

Value
Have you ever noticed that whenever you are purchasing something you are often reminded of its value, reinforcing that you are getting a great deal even if the item is not on sale? While the features and benefits of a product or service are important, most customers care the most about the value of something and how it will help them achieve their objections. For those involved in the B2B market make it clear how your service or offering will create value for your prospect’s business.

And
If you find yourself dealing with criticisms or objections and find yourself wanting to insert a “but” use “and” instead. Seen as very inclusive, using “and” acknowledges criticism without steamrolling over a problem, making you seem like you are agreeing even when you are disagreeing.

Do
In The Empire Strikes back Yoda utters the famous phrase “Do or Do not, there is no try” to Luke Skywalker, and he may have been on to something. “Do” is the new “try” in the marketing world and it makes you seem competent and trustworthy, aspects your leads will respond positively to.

Or
In most negotiations, you present your client with an offer, to which their either accept or reject. If you present them with a couple of different variations and throw in the word “or” you increase your odds of receiving some form of a yes, especially if you have gone through revisions to the previous contract. Instead of asking if they would like to sign the contract, ask if Version A or Version B is preferable. 

Should we?
When meeting with a prospective client it is easy to go in aggressively promoting how much they need your services and how everything they currently do is wrong. This aggression usually manifests in the phrase “you should” which can come off as arrogant and presumptive. Instead, reformulate your suggestions into questions like “should we?” which will encourage leads to keep an open mind.

Imagine
This might seem like an obvious choice, but using “imagine” in your marketing copy subconsciously instructs your audience to do just that. The product or service you are marketing takes on a deeper meaning as your leads picture themselves living this better future.

Sensory Words
Sensory words like see, show, and hear are all attention grabbing because they evoke a sense. They act as visual, auditory and kinesthetic triggers and make people feel something right then and there.

A Person’s Name
Marketing at its base is extremely impersonal, but by adding something as simple as a name it can change the feel of an email or presentation. Using someone’s name makes them feel like they are the focus of your attention and they will respond in a positive manner.

Power Words
Much like sensory words, there are words in the English language meant to provoke strong feelings. Words like agony and despair may seem like a gross exaggeration, but they really help to invoke the proper feelings in your audience. Sprinkling a few power words like these will propel your audience into the mindset you want them to have, and where your product or service is the answer.

Because
Most people shy away from using “because” in a sentence, but in situations where you are asking someone to do something, it is the perfect bridge to the reason why. It is important that anytime you are asking for someone to do something on your behalf you take the time to explain why you’d like them to take these or do these actions.

Opportunity
You are always going to run into problems in everything you do and just because they are inevitable it doesn’t mean that you have to acknowledge them as a problem. “Problem” has such a negative connotation and when used it can make your prospects feel like the process is difficult and unpleasant. The phrase “I understand the problem” becomes “I see an opportunity to make this run more smoothly” and the situation lightens.

If you are interested in learning more about using words as weapons of lead generation, click on the banner below to schedule your free 30-minute call with us.