Market Areas > Laboratory Management > Lab Outreach

Building a Profitable Lab Outreach Program

Course Description:

In today’s competitive healthcare climate integration is king. That’s why the benefits of outreach testing far outweigh the often eye-popping, planning efforts required for implementation. 

Most labs praise outreach programs for the resulting growth of revenues and test volumes.  In fact, lab outreach programs make such good sense because they lead to:

• better bottom line results,
• improved physician relationships, and
• gains in market share.

So now that your medical laboratory has made the smart decision to actively compete for testing of specimens from physicians' offices… what’s next?

For most labs, the hardest aspects of implementing and maintaining an effective and efficient outreach program are management, planning, deciding between outsourced or in-house billing/collection solutions, logistics, and staffing.  

Join CCM’s industry experts in this indispensable audio program, to learn:

• How to determine which outreach options are best for your lab
• Need-to-know techniques and common pitfalls of creating and implementing a profitable outreach program
• Best practices to get on the right track for optimizing your outreach ROI 

By the end of this 75-minute session, you’ll also know:

• The who, what and how of the laboratory outreach market
• Best practices for treating lab outreach programs as a business unit
• “Best of breed” financial strategies for your outreach program
• Essential aspects of outreach program billing, collection, and budget management
• Pros and cons of legacy, stand alone, and outsourced billing alternatives
• Key strategies for calculating outreach program “profitability”
• How a well-positioned local laboratory can compete with the national laboratories

Featured Faculty:

Paul Knoll, President, Ascent Guided Sales & Marketing Expeditions

Paul has over thirty years of finding unique and successful ways of planning and ascending challenging new sales pinnacles, affording him the opportunity to lead sales organizations on the adventure of a lifetime. He is an innovative, take-charge leader who has previously rejuvenated struggling sales organizations to accomplish growth and profitability in both the commercial laboratory and hospital diagnostic outreach industry. Within the past eight years has conducted market opportunity studies for twelve major healthcare systems and has successfully managed ten hospital outreach sales organizations to develop and exceed sales objectives within a highly competitive environment.5. Peter FrancisPresident, Clinical Laboratory Sales Training

Robert E. Mazer, O B E R | K A L E R Attorneys at Law

Rob is a principal in Ober|Kaler's Health Law Group. He represents hospitals, clinical laboratories and other diagnostic services providers, and physicians, particularly with respect to third-party payment, self-referral and fraud and abuse issues, and related business arrangements. Rob advises health care providers how to comply with reimbursement and regulatory requirements for diagnostic services while meeting their legitimate business objectives. He also assists providers facing government investigations and demands for the return of alleged overpayments made by government and private third-party payers.

Peter Francis, President, Clinical Laboratory Sales Training, LLC

Peter Francis has been involved with selling laboratory services for over 35 years.  He has held sales and sales management positions with Upjohn Laboratory Procedures, SmithKline Beecham Clinical Labs, American Medical Laboratories and Quest Diagnostics.  Mr. Francis has also had experience working with hospital outreach programs in sales management capacities.  He is currently president of Clinical Laboratory Sales Training, LLC and is a member of the Washington G2 Advisory Board to which he has contributed several articles on selling lab services.  He has also published seven articles in industry journals such as MLO, ADVANCE for Administrators of the Laboratory and Vantage Point.

Mr. Francis received a BA degree from Hillsdale College, Hillsdale, Michigan and has attended numerous professional sales and management development courses during his career

MONEY-BACK GUARANTEE:

We're so confident you'll get what you want out of this conference that we'll refund every penny if you're not completely satisfied. No questions asked! It's 100% risk-free!

Pricing:

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Your CD recording includes the complete audio conference presentation, audience Q&A and presentation materials.

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