On Purpose
West Virginia HFMAMay 19th, 2016
NASA Astronaut Paul Lockhart
Pilot STS-111, STS-113
Sippy CupKid
YesFunKidCarDogHimHer
Three Letter Words
NewAndButEgoJobHowWhy
Why.• The reason• The purpose• The
objective• The goal• The why.
Why?• Confusion• Conflict• Clarity• Justify
Why!• Alarm• Fear• Surprise
Renewed appreciation for the purpose of your organization
Impact of vocabulary on promoting you purpose
Understand how ideas spread
Stratification & organizational development
WhyAre We Here?
Start with WhySimon Sinek2009, Penguin Group
Resources & Citations:
Predictably IrrationalDan Ariely
2008 / 2009, Harper Collins
Resources & Citations:
Thing Explainer byRandall Munroe2015, Hought Mifflin Harcourt Publishing
Resources & Citations:
Mission Goal
GoalMission
Communicating Complexity
Thing Explainer
Using the 1000most common englishwords, explain supercomplicated stuff.
The US’s Laws of The Land (The Constitution)
In other words…
If it is a ten-minute speech it takes me all of two weeks to prepare it; if it is a half-hour speech it takes me a week; if I can talk as long as I want to it requires no preparation at all. I am ready now.- President Woodrow Wilson
“If I Had More Time, I Would Have Written a Shorter Letter.”- Mark Twain (maybe)
Why Try Simple Writer?
• It’s Free
• It’s Fun
• It’s good practice
Things to Avoid?
• Jargon
• Acronyms
• Codes
xkcd.com/simplewriter
• What big idea are you working on?
• Challenges in communicating the idea?
• Barriers to people “getting it”?
• Leading with What or How?
We need people to know what to say.
We need people toknow what to do.
We want people who are adaptable andself-managed.
We expect people tobe able to explain
“What it Is We Do Here”.
We need people to know what to say.
We need people toknow what to do.
We want people who are adaptable andself-managed.
We expect people tobe able to explain
“What it Is We Do Here”.
Ask the Audience
Less is the new more.
• How we engage patients?
• When will the old ways stop?
• Where should we focus?
• What’s next?
Who has time to innovate?
Top 4 Payer PrioritiesDecember 2015 – HealthLeaders Media
4. Reducing Administrative Expense ManualAutomagic, Reduce Human Errer
3. Enhancing Care CoordinationCombine and manage disease states,
influence patient behavior, shift-to-value
2. Better Use IT & Data73% Focused on Improving IT capabilities61% of executives cite real-time importance
1. Embrace New Business ModelsFFSACO, PCMH, Risk Share
Top 4 Payer PrioritiesDecember 2015 – HealthLeaders Media
4. Reducing Administrative Expense ManualAutomagic, Reduce Human Errer
3. Enhancing Care CoordinationCombine and manage disease states,
influence patient behavior, shift-to-value
2. Better Use IT & Data73% Focused on Improving IT capabilities61% of executives cite real-time importance
1. Embrace New Business ModelsFFSACO, PCMH, Risk Share
Areas of Rapid Change or Pressure in Healthcare
Diffusion of Ideas
McKesson Corporation Confidential & Proprietary20
Observability
Provides tangibleresults (ROI)
ComplexityDifficult to use or
understand?
Everett Rogers Synthesized in 1962 – originated with innovation infarming and agriculture.
Relative Advantage: better than the idea, program, or product it replaces
CompatibilityConsistent withthe values, experiences, andneeds of the adopters
TriabilityCan be tested or experimented with before a commitmentto adoptis made.
Adoption Curve
Everett Rogers, The Diffusion of Innovation, 1962Les Robinson, A summary of Diffusion of Innovations, 2009
Innovators - The first 2.5%
Passionate. Committed.Thought LeadersOut there already, looking for your.
First FollowersEngages as Partners
Bring great insight about the space, and much time to put to it.#nerd
Idealistic.Not your targetmarket.Myopic.
Early Adopters – The Next 13.5%
Peer NetworkMarketing Spreads Ideas. Conversations spread adoption.Find & Share the Advantage
Who ready?
Me.Manage Ego.
Risk TakersTrouble MakersBig ThinkersOpinion Makers
Quickly connect the innovation with their needs or goals.#winning
The Early Majority – The “First” 34%
Moderately progressive, get the idea but wait for clear proof points.
Solve my ProblemLimit cost, complexity.Happy with incremental Gains
Risk Averse.Convenience first.“That was easy.”
Drawn toBuzz.Spot a Fad.
The Late Majority – The “Next” 34%
We’ve Never Done it
that way!Risk HatingNew Idea ScoffingFear Mongers :-)
Conservative and set in
status quo.Identify
personal impact of the
change.
Adapt your approach.Cost focus
Laggards – The Last Mile… or 16%
Challenge you.Challenge your idea.Embrace & rise to the challenge.
Bring Data.Give level of control.Replacement of the loved.
Define irony:Laggards
help the next innovation.“How can I make them
move…”
Success ofother laggards.Similarities toknown.
Adoption Curve
Market Share %
100
75
50
25
0
High Low Low HighPropensity to Adopt Propensity to Resist
Evolution of an Idea
RefinementNuanceClaritySimple
Prior Authorization
PROPRIETARY AND CONFIDENTIAL. Copyright © 2014 McKesson Corporation and/or one of its subsidiaries.29
1/3
Up to 30 %Only 7%
U.S. Provider Cost of Payer Administration =78%
Payer Perspective of Knee Replacements not necessary
Hours per FTE per week registration staff can be onhold withpayers for Auth.
of Authorization transactions are
electronic
Of Denials result from Patient Access activities
Of physicians sayeliminating Preauthorization hassles is “very important”
$14Average provider
cost per manual Authorization
$31BHealth Affairs, May 14, 2009
CAQH, 2016
AMA Survey of Physicians, May 2010
CAQH, 2016
Arthritis & Rheumatology,
June 2014
8% Overlapin authorizationrequirements for 1300 procedures across 23 major health plans
McKesson Analysis, 2016
Pre-Authorization Opportunity
Does this line up with what you go through?
9
Traditional Authorization Workflow
The Authorization Problem
Source: CAQH, 2016
$14+Provider Cost:
Manual Authorization
7%Provider Adoption:
Electronic Authorization66¢Provider Cost:Manual Claim
94%Provider Adoption:Electronic Claims
History of the Fax Machine
Patented, 1843, Alexander BainFirst commercialized, 1865 Great Moments in 1843
1st Major Wagon Train on the Oregon Trail
Modern “Portland” Cement Invented
World’s First Christmas Card
Great Moments in 1843
1st Major Wagon Train on the Oregon Trail
Modern “Portland” Cement Invented
World’s First Christmas Card
Years Before:
13: President Woodrow Wilson, Born 1856
18: Liquid Soap, 1865
85: Penicillin, 1928
Years Before:
13: President Woodrow Wilson, Born 1856
18: Liquid Soap, 1865
85: Penicillin, 1928
Words Matter: “Electronic”
10%
Electronic Authorization
100
75
50
25
0
64%
Providers Sending Authorization Electronically
Health Plans Support for “Electronic”Authorization
Electronic = EDI, Portal
IVR
Reality Gap
Electronic = EDI
Evolving the Authorization Solution
Just payattention
to it.
Cut Problem In Half.
Can’ do anything,
until it does
everything
We’re not great, but we have
other priorities.
I Love My Fax.
Interactive
Best question you’ve ever been asked?
Think of a recent project…
• What worked went well project / team?
• What should be done over / differently?
• What surprises did handle during the project?
• Was the “Why” clearly undestood?
Boy Scouts EDGE Method
Explain
• First explain what you will be doing. Tell them the steps involved. Visual aids might be helpful for this step. Use questions to gauge their understanding.
Demonstrate
• Show them how to do the skill. Demonstrate the steps using the actual materials. Describe what you are doing.
Guide
• Let them practice the skill. Guide and coach them as they try to do it themselves. This step will take the most time.
Enable
• Enable them by letting them do the skill themselves without any intervention.
• Failure is an option. Safe failure is preferred.
Start With You
10 Leadership Development Goals
• Improve strategic thinking
• Build financial acumen
• Track your accomplishments
• Learn a new skill
• Develop your people
• Seek feedback
• Optimize time management (MAS – Mindless Accept Syndrome http://bit.ly/16masted)
• Enhance your people skills
• Hone executive presence
• Sharpen presentation skills
Darlene Price, 2016, WellSaid Executive Presentation & Communications
Top 5 Fears
1. Glossophobia – Public Speaking2. Necrophobia – Fear of Death
3. Arachnophobia – Fear of Spiders4. Achluphobia – Fear of Darkness
5. Acrophobia – Fear of Heights
Thank You
David [email protected]
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