quality data in a voluntary world beth zemach don brown kacper szczurek association management...

Quality Data in a

Voluntary World

Beth Zemach Don Brown

Kacper Szczurek

Association Management

Center

2

Target Marketing

Foundational knowledge for healthcare quality professionals across the care continuum.

Q Solutions Module Sales

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Medical CenterBehavioral HealthCritical AccessCommunity HospitalHealth SystemLong TermVAHome Care

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Primary Expertise within Practice Setting

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20406080

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ComplianceRisk ManagementPatient SafetyPerfrm ImprovementInfo ManagementCare ManagementRegulation

• Hospice Medical Director Certification Board Pilot test

• New client• Build fresh demographic database from

ground up as physicians registered to sit for exam• AMC initiative -• Recognized many clients had stale

demographics• Recognized many clients had incomplete profiles

• Pilot results

New Orleans – 2014

Successful

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From Pilot to Full Push

• Membership/Customers• Build a universe

• For BIG DATA

• Exhibitors/Sponsors• Ties to potential sale• What matters?

• Meeting Registration• New audiences• Best topics/under

performing topics• Pricing strategies• Pre Con planning

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• Primary Work Setting – acute care community hospital• Primary Responsibility – clinician, research• Primary Position – director, professor• Primary Specialty – neuro-oncology, cardiac• Area of Expertise – pediatrics• Highest Degree Earned • Certifications Earned• Custom Demographic

Informed Decisions: Healthcare

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Informed Decisions Module

• Philosophical Issue: Wipe out or Swipe in• Mapping• Case Study: NAHQ• Wiped out and started fresh• 6500 Members• 4000 Member Completed demographics

(60%) Year I• 320 updated record multiple times• Historical perspective missing BUT, data

wasn’t good

Existing Demographics?

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Risk of Forcing Data?

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• 16 client teams• 7 – 11 months live• Comments Recorded• Customer wanted to process order without answering demo questions.  Member

Services representative explained purpose behind questions, helped customer answer questions and proceeded to check out.

• Unhappy about having to answer demo questions, ordered over the telephone so she wouldn’t have to answer them.

• Need help to navigate back to recertification record after completing demo questions.

• Needed help filling out.

• Issues filling out questions.

Contact Tracking

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Completed Records

Demographic Pre Informed Decisions

1 Year out

AAHPM4745

Primary Work SettingPrimary Position

11%39%

63%67%

ITNS1166

Primary Work SettingPrimary Responsibility

80%47%

81%79%

APS2069

Income LevelSpecialty

22%48%

40%58%

NAHQ6611

Primary PositionPrimary Responsibility

52%74%

62%62%

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• Pharmaceutical companies want to get close to board and members that they cannot reach through regular sales calls.• IRC allows them access to oncology pharmacists

from top:• institutions, universities and cancer centers• VIA: summits, conference, receptions, mail, e-blasts,

advisory meetings.• HOPA sends ID demographics + CVs to Pharms

(title, specialty) acknowledging fresh and accurate for pharma to select for inclusion in its council.

HOPA Industry Relations CouncilAlmost $1 million from Pharmaceuticals

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• Build New Personify360 Reports

•Develop a more data driven culture at AMC• Education• Evolve the talent pool

Next Steps

Clinician ResearchPurchase 256 334(Dep. Var.) 23% 16%

18% 25%127 64 Index

Primary Responsibility (Ind. Var.)

Sample Size (n)Down PercentAcross Percent

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Power of Data Driven Culture

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Thank you!

Beth ZemachDon Brown

Kacper Szczurek

Association Management Center – Chicago, ILbzemach@connect2amc.com