Digital

Digital Health Implementation Playbook Step 5: Making the Case

Overview

Compile the content you’ve gathered into a Leadership team proposal. Share the problem you’ve identified, what success looks like and the metrics you will use to keep the team informed of their progress. You will also introduce your recommendation to solving the problem, which vendor is most suited for the job based on the initial evaluations and how partnering with them will deliver a positive ROI for the organization.

Goals to accomplish

  • Clearly define resources needed to move forward with this implementation (funds, additional staff, additional bandwidth, political support, official approval, etc.)
  • Estimate the budget required to obtain the resources to implement your program including vendor services, equipment, marketing, education, EHR integration, additional personnel resources, etc.
  • Estimate the value your solution will contribute to the organization if goals are achieved
  • Calculate the ROI of your implementation considering the budget and value you’ve estimated
  • Align your implementation with organizational objectives/goals to justify why this is a priority
  • Research coding and payment available for your chosen digital health solution
  • Compile all necessary information in a proposal to the key decision-makers to obtain approval and resources to support your implementation

Why making the case Is important

Making the case is integral to getting your organization on board. Communicating your vision opens up the opportunity to:

  • Gain valuable input to improve your program
  • Secure funding
  • Obtain program sponsors to champion the success of your program throughout the organization as you scale

Quote

“Innovation strategy needs to be fully aligned with corporate strategy and needs to be a multi-year commitment for it to work.”

—Justin Gernot, vice president, Healthbox

Best practice

Use storytelling to engage others in your initiative. Look for opportunities to share your passion and drive excitement around the project. Leverage your patient advisory board to strengthen your proposal. Share personal stories that led you to seeking the implementation of this new technology that will bring the patient’s voice into the room. Convince the Leadership team that your program will add value to the organization.

Avoiding a misstep

Tailor your pitch to your stakeholders. Different decision-makers will have varying priorities and motivators. Take time to consider what will be most motivational to your organization. Emphasize the ROI metrics that will resonate with your stakeholders. Consider how much detail you want to include and how much room for input you need to leave. If you’re not sure, consult peers at your organization who are familiar with the leadership approval process.

Small practice callout

Don’t skip this step even if official alignment isn’t necessary. In a small practice, you may not need to pitch to a board of directors or your CEO for approval. However, thoroughly evaluating budget and ROI against your objectives will help determine which technological investments will have the largest impact on your practice. Thinking through key business elements of your project helps you strengthen your plan and increase your probability for success.

Practice spotlight

Obtaining alignment of the steering committee, who often authorize funding for new initiatives, is a common barrier associated with the implementation of remote patient monitoring. Executive leadership must consider how a new proposal or business plan could impact the financial and operational health of the organization, making clinical outcomes only part of the overall decision criteria. To ensure proposals are viewed favorably by the board, Matthew Warrens of UnityPoint Health, always aligns his proposals to the strategic goals of the business. By doing this, Matthew is able to easily demonstrate the relevance of his recommendation to the success of the organization as a whole, which improves the probability that it will be approved. This approach also helps to generate enthusiasm for his program at the highest levels of the organization. This support is often helpful in navigating any future barriers and has helped speed the implementation of new technology, like remote patient monitoring.

—Matthew Warrens, Managing Director of Innovation, UnityPoint Health

Quick tip

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Resources

DOWNLOADS

Playbook: Step 5-Coding Payment

Playbook: Step 5-Liability and Risk

Now that you have completed Step 5 in the AMA Digital Health Implementation Playbook, continue with Step 6: Contracting. You can also go back to Step 4: Evaluating the Vendor, or visit the playbook main page to review all 12 steps.

AMA Digital Health Implementation Playbook

Download the Playbook to review all 12 steps to implement and scale remote patient monitoring in practice.