Empowering Chiropractors
In the bustling world of chiropractic care, success isn’t just about adjusting spines; it’s about adjusting mindsets, strategies, and approaches to business. Dr. Kendall Price, a seasoned chiropractor and entrepreneur, knows this all too well. From attending seminars to building his own thriving practice, Dr. Price has honed his craft and now extends his expertise to uplift fellow chiropractors through Elevate Marketing Solutions. In a recent conversation, Dr. Price shared his journey, insights, and passion for empowering chiropractors to thrive in today’s competitive landscape. A Passion for Success: From Practitioner to Entrepreneur Dr. Price’s journey into chiropractic care began with a simple yet profound desire: to see his colleagues and the profession itself succeed. Attending seminars and networking with peers opened his eyes to the challenges and opportunities facing chiropractors. He realized that success wasn’t just about providing excellent patient care but also about implementing effective business strategies. “I’m a chiropractor, I go to these seminars, these are my buddies, these are my friends,” Dr. Price emphasizes. “I want them to be successful. I want chiropractors to be successful.” Driven by this passion, Dr. Price ventured into the realm of marketing, recognizing its pivotal role in practice growth. He experimented with various marketing approaches, from traditional methods like screenings and health talks to cutting-edge digital strategies. Elevating Chiropractic Marketing: The Birth of Elevate Marketing Solutions Dr. Price’s entrepreneurial spirit led him to establish Elevate Marketing Solutions, a company dedicated to providing chiropractors with tailored marketing solutions. Drawing from his own experiences and successes, Dr. Price and his team developed a comprehensive approach to marketing that goes beyond mere advertising—it’s about crafting strategies that resonate with each practice’s unique needs and goals. “We are doing the things to set them up for success,” Dr. Price explains. “I don’t want to have one of my friends, one of my colleagues pissed off at me because I care about their practices so much more than anyone.” Strategic Marketing: A Three-Pronged Approach At the heart of Elevate Marketing Solutions lies a commitment to strategic marketing. Dr. Price emphasizes the importance of diversifying marketing efforts to maximize impact. Their approach involves a three-pronged strategy: 1. Facebook and Google Advertising: Leveraging the power of social media and search engines to reach potential patients with targeted messages. 2. Search Engine Optimization (SEO): Investing in long-term growth by optimizing online visibility and organic search rankings. 3. Nurturing Campaigns: Implementing personalized nurturing campaigns to engage and convert leads, turning prospects into loyal patients. “We looked at two offices spending different amounts on ads,” Dr. Price shares. “The difference? Risk tolerance. You’ve got to be willing to invest in your practice’s growth.” Embracing Discomfort and Grit Dr. Price underscores the importance of embracing discomfort and cultivating grit in the journey toward practice success. He encourages chiropractors to adopt a business owner mindset, making decisions that prioritize long-term growth over short-term comfort. “You get to choose your heart when it comes to practice,” Dr. Price advises. “I want us to be a profession that takes on the juggernauts of the world, being the David versus Goliath.” In conclusion, Dr. Kendall Price’s journey exemplifies the transformative power of passion, grit, and strategic marketing in elevating chiropractic success. Through Elevate Marketing Solutions, Dr. Price continues to champion chiropractors, helping them navigate the complexities of modern practice management with confidence and resilience. For chiropractors seeking to amplify their practice’s success, Elevate Marketing Solutions stands as a beacon of innovation and support—a testament to Dr. Price’s unwavering commitment to the profession he loves.
AI for outcomes-based compensation in healthcare
What is outcomes-based compensation in healthcare? Compensation plans in the healthcare industry have undergone a paradigm shift, with more providers moving away from volume-based to outcome-based compensation for their employees. This is partly attributable to the rising healthcare costs and enhanced patient empowerment, with a growing need for better quality of service delivery (Zigrang, 2022). Volume-based models compensate providers for the quantity of care delivered rather than the impact on the health status of patients (Tai et al, 2014). The vision for outcomes-based compensation in healthcare revolves around incentivizing and rewarding healthcare providers based on the outcomes they achieve in patient care rather than just on the volume of services delivered. This approach aims to improve the overall quality of care, enhance patient outcomes, and reduce healthcare costs. However, existing literature on outcomes-based compensation models shows mixed results in terms of impacts on quality of care and costs, with some reporting significant cost savings and others reporting increased costs of care, as expounded later on in this chapter. In an outcomes-based compensation model in healthcare, providers are encouraged to focus on delivering measurable results and positive patient experiences. This may involve achieving specific health outcomes, such as reducing hospital readmission rates, improving patient satisfaction scores, or effectively managing chronic conditions. By aligning compensation with outcomes, healthcare organizations aim to drive better patient outcomes, ensure patient safety, and enhance healthcare delivery. Healthcare outcomes reflect the quality of care offered by practice and remain stable over time compared to process measures, which keep changing over time. For instance, the target outcomes in a diabetic care clinic include reduced blindness, reduced amputation rates, improved self-management and confidence, and reduced heart attacks. These target outcomes that matter to patients the most tend to remain stable over time regardless of where you practice. On the other hand, process measures such as fundoscopic examination, blood glucose assessment, foot care, and medication review may vary over time. This forms one of the basis for outcomes-based compensation models (Dunbar-Rees, 2018). The outcomes-based compensation model offers several benefits to different players in the healthcare field. Patients get to enjoy quality care over volume, with the potential to address health inequalities. This is so because the model emphasizes outcomes that matter to patients, which tend to remain constant regardless of the geographical location. For instance, the target outcomes for a diabetic care clinic in Kisumu, Kenya, Africa, would be more or less the same as for a clinic in Atlanta, Georgia, USA. For the providers, outcomes-based compensation helps reduce the wastage of resources and unnecessary interventions by enabling efficient resource allocation. It also reduces fragmentation of care by encouraging collaboration and coordination across clinicians and specialties. The payers benefit through reduced wasted healthcare spend as well as focusing on buying healthcare that is based on outcomes that matter most to their beneficiaries (World Economic Forum, 2023). The outcomes-based model has been implemented across different healthcare facilities worldwide in a bid to improve the quality of care and reduce costs. There are several studies showing the impact of outcomes-based models on the quality of care, resource utilization, and healthcare costs. These studies show varied outcomes, with some reporting positive impacts and others reporting negative impacts or no significant impacts. For instance, the Pioneer Accountable Care Organizations (ACO) implemented by the Center for Medicare and Medicaid Services in the USA as an outcome-based compensation model reported a reduction in healthcare costs by approximately $385M in two years compared to the previous volume-based compensation model, with no difference in quality of care (McCarthy, 2015). The Medicare Shared Savings Program, which was also designed to incentivize cost reduction, reported similar cost savings of $385M dollars over one year of implementation (Eijkenaar & Schut, 2015). However, some studies suggest that outcomes-based models were associated with additional healthcare costs, mainly in the form of bonuses and incentives paid out to healthcare workers. For instance, the Quality and Outcomes Framework (QOF) implemented in the UK as a pay-for-performance program was reported to have spent about US $9 billion on incentive payments over a period of just seven years (Ryan et al, 2016). Outcomes-based compensation models impact on the quality of care delivered to patients, albeit to varying extents from the available literature. In one study, the Quality and Outcomes Framework model operationalized in the UK to incentivize family practitioners for target patient outcomes resulted in an increase in the median practices achieving the target HbA1C levels for diabetic patients from 59% to 66.7% in two years. (Vaghela et al, 2009). However, another study evaluating the impacts of the same Quality and Outcomes Framework in the UK on hypertension reported no significant change in blood pressure monitoring rates and treatment intensity attributable to the program. There was no significant difference in the cumulative incidence of stroke, renal failure, and heart failure as well (Serumaga et al, 2011). With such mixed data on the impacts of pay-for-performance on costs and outcomes, it is evident that this alone may not be sufficient to improve the quality of patient care, and more factors need to be accounted for in order to achieve optimal patient care quality. Another study in rural Kenya evaluated the utility of outcomes-based compensation models in improving the management of suspected malarial fevers. The program rewarded measures of process quality of care, including the proportion of patients correctly given antimalarial drugs based on test results. Incentives were provided to facilities with increased rates of treatment for confirmed malaria cases, as well as those with reduced treatment rates without any confirmatory tests. From the study, the odds of receiving treatment following a negative malaria test in the intervention arm was 0.15 relative to baseline, compared to 0.42 in the comparison facilities that were not enrolled in the program. This translated to a 2.75 times greater reduction of inappropriate prescription of antimalarial drugs in the incentivized groups compared to the comparison groups (Menya et al, 2015). Another instance in which the outcomes-based model has been utilized is through Humana’s
What Does it Mean to be ONC Certified and Why Does It Matter?
In today’s digital age, technology has become a cornerstone of our daily lives, and this is particularly evident in the healthcare sector. Medical practices now require robust and secure methods for data management. Advanced Electronic Health Record (EHR) systems are pivotal in this regard, enabling the efficient exchange and management of patient information, as well as streamlining administrative tasks. The healthcare sector’s growth has prompted the Office of the National Coordinator for Health Information Technology (ONC) to define specific criteria for EHR systems. These criteria ensure that such systems are structured effectively to gain certification. EHR providers, including Genesis, have the option to submit their products for ONC’s evaluation and certification. Understanding ONC Certification The ONC’s Health IT Certification Program was initiated under the Public Health Service Act. This program aims to establish benchmarks within the rapidly evolving domain of health information technology. EHR systems undergo rigorous testing by independent third parties, focusing on their ability to record, secure, and share information. Certification is granted only to those systems that adhere to the ONC’s stringent standards. For medical practitioners, using an ONC-certified EHR system is essential to qualify for Medicaid and Medicare incentive payments. This certification also instills confidence in both healthcare providers and patients regarding the secure and efficient handling of health information. ONC’s Trusted Partners Accreditation Laboratories and Certification Bodies The ONC collaborates with a select group of laboratories for the certification process. Currently, these include: Drummond Group ICSA Labs InfoGard Laboratories, Inc. SLI Compliance, a Division of Gaming Laboratories International, LLC These labs, with their diverse expertise, including in healthcare, are responsible for the thorough testing and certification of EHR systems. For instance, Drummond Group, has successfully tested and certified Genesis under the 2015 Edition Health IT Module. Impact on Healthcare Professionals and Patients The involvement of independent laboratories in testing EHR software ensures that medical professionals are not solely reliant on the claims of service providers. Only EHR systems that meet the high standards of security, reliability, and functionality achieve ONC certification. This assures healthcare staff and physicians that their chosen software adheres to the highest Health IT standards. Adopting an ONC-certified EHR system also has financial benefits for medical practices. It enables them to avoid Medicare payment penalties and secure Medicaid incentive payments, while simplifying processes for both staff and patients. Patients, too, stand to gain from the widespread adoption of these certified systems. EHRs simplify healthcare management and enhance the security of personal health information, ensuring privacy and peace of mind.
Are You Someone’s Hero?
In the last chapter we talked about hunger and the drive that must exist between all members of a patient community, including the patients themselves, but what about the patient’s need for a mentor? Remember in previous chapters we talked about how Joseph and Bonnie’s dispositions not only affected their ability to treat effectively but also resulted in lost patients? Patients, because they are people, respond and react to the emotions they receive. We don’t always react in the expected way, but that has more to do with the person interpreting than the person reacting. So how do we set ourselves up so that when we aren’t having the best day ever and performing at our peak state, our patients still receive the best care possible? The answer is heroism. And no, I’m not talking about superhero heroism like we see in the movies today. I’m talking about the heroism of someone behaving in a consistent and positive way that inspires others. When people see someone working harder than everyone else (and I don’t mean slightly harder, I mean orders of magnitude harder), they naturally want to help that person. Following success is a tremendous motivator for many because it means that they don’t have to expect 100% effort from themselves to achieve a goal. In other words, the responsibility isn’t 100% on them, and so they feel compelled to work as hard as possible, if not harder. We all know the power of heroes in fiction and how they inspire their comrades and even enemies, in many cases, to follow the path of good and righteousness. Take the most famous superhero of them all. Superman. As we prepare for the dawn of the Superman movies in cinema, these films raise powerful questions about what is meant by a leader. Many would say that Superman is an example of a great hero, but I would disagree. Superman is a great character and, in fiction, does amazing things for many. However, because his power is so great and far removed from our own, we don’t feel like what he does is ever enough (hence people never truly appreciate Superman except when their lives are on the line). As practice owners and clinicians, we’re often seen this way. We hold in our minds and hands, the ability to create massive change in a patient’s life, change that that patient would otherwise be unable to experience. This truly defines us as Superheroes, but it also presents a major problem. It means we are too far removed from our patients resulting in this kind of detached relegation. We feel compelled as patients to receive care and do so reluctantly, hoping we never need to return (think about it, how many patients truly want to be thinking about their illness?). Now take the example of the practice owner and how we react when we feel like superheroes. Sure, at the beginning, it’s an incredible ego booster, it makes us feel like we are kings and invincible. But then what? The feeling goes away, and we’re left with a patient roster that, quite frankly, is embarrassing by superhero standards. Naturally, this gives way to the feeling of inadequacy and negativity we discussed earlier. So what do we need to do? Simple (but not easy), we need to get closer to our patients. In other words, we need to close as much of the rift between a patient and their physician as possible. Since this is a natural phenomenon with man-made side effects, it is especially difficult to resolve. It means that we, as practice owners, have to first overcome our confidence needs to see ourselves as our patients see each other, powerful and capable. Above is a diagram that describes what I’m talking about. Nature develops these build-in separations as we grow in expertise and capability, but it also creates a lack of empathy and connection with our patients. The real question is, who is responsible for bridging this gap? Heroism lies in effective communication with patients and addressing their concerns holistically. As a practitioner, you should be able to listen to, understand, and share in people’s feelings, beliefs and experiences in order to take care of their real needs and offer individualized care rather than just focusing on the science of the illness. This is part of the spectrum of empathetic communication (Moudatsou et al, 2020). Several strategies can be used to effectively communicate with patients. These include active listening, using plain language while avoiding technical jargon, using relatable examples and illustrations, using appropriate language, keeping the interaction confidential and letting patients explain concepts in their own words to demonstrate understanding. (Tulane University School of Public Health and Tropical Medicine. Strategies for Effective Communication in Health Care. Sept 2021; Float Care 2023 ) Here’s a great personal example. In graduate school, I was a teacher’s assistant (professor lackeys or TAs as we were widely known) teaching the recitation for a course on statistics for Psychology undergraduate majors. These were first-year students who, for the most part, had no idea what they were doing, but also knew exactly what they were doing. As with most young people, there was a split, and although they needed guidance, they weren’t ready to admit it yet. This was clear in the first month as I clearly entered the room as an authority figure. I was confident in my knowledge of the material and ability to convey it in a manner that would instruct students (sounds engaging, doesn’t it?). Obviously, you can imagine what happened next: I inspired exactly zero students to actually be interested in the material and as a result, many did not pass the first exam. There was an uproar from the professor and from the students, apparently thinking that the recitations were the source of the problem. The professor sat me down for an hour over coffee and tea (I was the difficult one who didn’t and still doesn’t drink coffee), explaining the difference between
