We realize there is an ever increasing gap between offshore vendors and US providers and offices. This gap is related to miscommunication, lack of education and ultimately expertise to guide both teams in understanding how to better work and thrive with each other's help.

1. How to Get
& Keep New
Clients
Offshore Coding & RCM Vendors
Insights You Must Have for
Sustainability
Presented by: Ciara Lewin
Elite Precision Consulting
January 2020

2. Agenda:
Where US Healthcare Is and Will Be
Identify Your Niche and Sell It
US Healthcare Insights For:
Provider Credentialing
Coding & Auditing
Billing and Denial Management
Fraud, Waste & Abuse
Education
Who Is Your Real Competitor
Over-Deliver Is The Key
Trend, Reports and Analysis Is ALWAYS The Expectation
What Your US Stakeholder Won't Tell You
Bonus Feature:
Step by Step Guidance on How to Make
This a Reality

3. Training
Expectations
We are here to learn and gain insights to better ourselves and
our organizations.
Take Notes- Take Notes- Take Notes
Ask Questions via Chat Option in Webex
Share What You've Learned With Your Teams
Check Email Post Training for Slides and Recording
Relax, Breathe and Have Fun
Email:
vendor@eliteprecisionconsulting.com (for vendor showcase)
clewin@eliteprecisionconsulting.com (for consulting needs)
info@eliteprecisionconsulting.com (general queries)
Phone: 800-674-3732
LinkedIn: in/eliteprecisionconsulting/
Website: www.eliteprecisionconsulting.com

4. Who We Are
Why Should
You Care
Ciara Lewin, Owner and Founder of Elite Precision Consulting
Started as Med Student and switched to Business in Healthcare
back in 2004. Founded Elite Precision Consulting in 2005 after
working as Medical Auditor for large practice who was being
audited by CMS. Chief Medical Officer was nearly in tears
thinking they were going to loose their practice.
Result: I Audited. Educated. Conquered.
$0.00 was due after hard work, attention to detail and
persistence. Since then I've consulted in many areas:
Medical Coding
End to End Revenue Cycle Mgmt
Practice Start-Ups
Global Expansion
Physician Education
Marketing
Strategic Planning
Process Optimization
Compliance
EHR/EMR Integration
Contract Negotiation
Vendor Management
Executive Coaching
Software Development
Business Development
We realize there is an ever increasing
gap between offshore vendors and US
providers and offices. This gap is
related to miscommunication, lack of
education and ultimately expertise to
guide both teams in understanding how
to better work and thrive with each
other's help.
That is where we come in to help.

5. Why We're
Here
$6 Trillion 3.5 Trillion
6 Trillion
2017 2027
Healthcare Industry
Six Trillion 00/100
6,000,000,000,000
United States of AmericaThanks for your service
Near Future
Is estimated to be the amount of US healthcare
expenditures by 2027. Whether you're a
physician, vendor, student or patient, this is
ALOT of money and can create sustainable
communities, families, organizations and
governments for years to come.

6. Where US Healthcare Is
Today
Credentialing Alert
2.6 Doctors for
Every 1000 Patients
Increased Need for Physicians
Pharmaceutical Alert
10x Cost for Anti-
Cancer Drugs
Than in Non-US Countries
BPO Alert
Administrative
Cost Have Risen
Requiring Increased Resources and Costs
Coding Alert
70% Overweight
40% Morbid Obese
More Conditions. More Comobidities. More Services.
Technology Alert
AI is Taking Over
Diagnostics
Keeping Up with AI Requires Insights
Payer Alert
58.4 Million PTs
Have Medicare
Numbers Continue to Rise Each Year

7. Where US Healthcare Is
Today
Home Health Alert
3.6 Million Home
Health PTs
Annually Served by Medicare
Hospital Alert
$188.1 Billion Spent
in Hospitals
Annually by Medicare for Part A
Outpatient Alert
$188.9 Billion Spent
in Outpatient
Annually by Medicare for Part B
Lab Alert
262,524 Labs
Enrolled with
MedicarePrimary Care Alert
225,311 Primary
Care Centers
Enrolled in Medicare Alone
Audit Alert
Over $23 Billion in
FWA Funding
More Scrutiny on Providers and Vendors

8. What Does This
Mean?
US Healthcare
is....
LUCRATIVE
RISKY
ATTRACTIVE
Many organizations see the
value in doing business with US
healthcare; however miss the
essentials of understanding
where spending is being made
in the healthcare industry so
that one can better position
themselves for success.
" We do it
ALL"
CODING
BILLING
AUDIT
EDUCATION
CREDENTIALING

9. Where US Healthcare Is
Going
Transcription Alert
Artificial
Intelligence
No Need for Transcriptionist if AI Can Do It
RCM Alert
Automating Full
RCM Processes
More Accurate. Less Risk
Research Alert
Population
Sciences
Less Individualized More Broad for Epidemic
Treatments
Audit Alert
40% Increase in
FWA Efforts
More Money and Resources to Find Improper
Payments
Telemedicine Alert
More Comfort From
Homes
More Practices are adapting Telemedicine
Clinical Alert
Opioid Abuse &
Mental Health
Increased focus on Abuse and Prevention

10. What Does This
Mean?
Or constantly
trailing behind in
someone else's
shadow?
Are You Going to be Leading the
Race...
"This is our
Niche"
MASTERING
CODING, BILLING
AND
REIMBURSEMENT
FOR CARDIOLOGY

11. Gaining Insights and
Running With It
Where are doctors
located that require
credentialing
services
Credentialing
Geographic Insights
What are US based
companies offering
that pose a threat to
India based offices
Organization Insights
Which specialties are
the most vulnerable
and volatile
Coding & Auditing
Specialty Insights
What's really going on
behind the scenes in
US coding offices?
Organization Insights
What are other
companies offering
that could put me
out of business?
Billing & Denials
Workflow Insights
What should I be
adopting to be more
marketable?
Organization Insights
What are the
practices really
looking for?
Education
Business Insights
What do I need to be
aware of to protect
my clients and me?
FWA Insights

12. Credentialing
Understanding the geographics of where medical
students are graduating from can be vital in your
business development and marketing strategies.
JL Novitas
JH Novitas
JK NGS
JM Palmetto
J6 NGS
JJ Cahaba
JE Noridian
J8 WPS
J15 CGS
JN-FCSO
J5 WPS
JF Noridian
0 250 500 750 1,000 1,250 1,500 1,750 2,000 2,250 2,500 2,750 3,000 3,250

13. Credentialing
More than 24% of new physicians are from foreign
countries. Targeting those new physicians
through tailored social media marketing or
collaborating with US based companies who offer
credentiailing services with focus on foreign
physicians would be an ideal way to create a
sustainable credentialing team.
Staying in connection with
Coalition for Affordable
Quality Healthcare is an
important step to ensure
your standards are
comparable to theirs in
promoting your services.
Provider enrollment services for physicians and healthcare entities
Medicare provider enrollment and re-validation services
Credentials verification for physicians and ancillary healthcare providers
Network management for health plans
Outsourced hospital privileging (outsourced medical staff office)
Managed care contracting
Healthcare administration consulting services
Lab Enrollment (CLIA)
CAQH and DEA Registration and Renewal
100% Quality Assurance
What US Credentialing Companies Offer:

14. Coding & Auditing
Understanding the variations between specialties is imperative in your
coding and auditing approach. Many target high volume specialties as they
charge per claim. However looking at highest compensated or lowest
number of active physicians in a specialty may be of note when doing
business development.
In this graph you are able to see the number of active physicians
in 2019 for certain specialties. Many focus on ER due to highest
volume of physicians. But having a strategic plan to tackle
smaller specialties such as Endocrinology may have a bigger ROI.

15. Coding & Auditing
Knowing the average compensation for your physicians can also be vital
information when considering who to offer coding & auditing services to.
Not just targeting HIGH DOLLAR physicians but also lower income so your
services can be more appealing to an audience whose income may be
suffering. (Annual income in thousands)

16. Behind The Scenes...
But many don't know what is behind the
scenes of coding companies and offices.
Frustration with Processes. Staff. Physicians.
Payers. Patients. New Regulations.
As a Vendor, your goal is to alleviate that
burden.
For those who work with US based coding
teams, your impression of their satisfaction
may be very positive. The cheery voices on the
line coupled with pleasant emails may give you
comfort.

17. Billing & Denial
Management
What are other RCM and
Billing companies
offering that may put
you out of business by
2021?
And the answer is not a cheaper fee....

18. Billing & Denial
Management
Value... Value.. and
More Value
Adding a list of services to your website
is NOT value.
Telling a client that you can do it
without showing them you can is NOT
value.
Value is what can you show me that I
have not been shown before...that is
useful, important to ME and worth
something.

19. End to End RCM
Services
Have You Made The
List???
When a client sees true value in what you are doing, they
will let people know.
One simple way to assess whether you have been
providing value to your clients through
your RCM services is to see
how many referrals your
clients have sent to you in
the last year.
When Good Business
Thrives... Clients Will
Come Running

20. Education and
Training
Whether you are doing coding, auditing, billing,
compliance, CDI or something else in healthcare,
education must be the forefront of your team.
Attending seminars, conferences, webinars
trainings or other educational
sessions are imperative to stay
up to date on what is occurring
in US healthcare.
Your clients want and
NEED to know that you
are well- equipped!!

21. Where Do You Start?
Subscribing to CMS, MLN Matters, AMA, CDC, WHO, US
Health Associations, Client newsletters are all a good
start!
Live expertise is always an investment worth taking! If
you do not have a staff who can attend US conferences
often, collaborate with a US person or team who can
and have them share insights with you and your team.
Clients don't
want to spend
their time
educating you.
They believe you
are investing in
that on your own!

22. What's So Big About
FWA?
Fraud, Waste and Abuse simply put is having a well
educated agency closely validate your work and that of
your team's to see if you are making mistakes.
Mistakes found in your coding, billing, denial process,
transcribing, CDI findings or technology ultimately
reflects the ethics, reputation and pockets of the
physician.
Just because
your client has
not yet been
audited doesn't
mean CMS is not
paying attention
to what you are
doing.

23. Who Is My Real
Competitor?
Automation
Due to the tireless days and nights of many Office
Managers, Physicians, Executives and teams trying to
find a good solution to combat risk, inaccuracies, lag
time and communication failures between offshore
vendors, many are seeking a seamless way to
complete their business needs through the use of
technology.
Companies like Healthicity and others who have
automated Audit Systems are very tempting to many
physicians and organizations.

24. The Solution
Under-Promise
and
Over-Deliver
One perception of risk or concern with outsourcing
work is the lack of reliability. Being told that
something can be done when in reality it cannot.
Many US Managers and Executives do not invest in
proper Cross Cultural Training and therefore may not
understand some of the nuances that may exist with
accomplishing a task.
So if you can't do it.. Don't say you can.
Deliver what you promise.
"We said it would
be done tomorrow.
But we have
completed it
today."

25. In The Eyes of The
Beholder...
This is not what I
expected...
Where are the
trends?
Trend analysis, reporting,
visualizations can all mean
different things to various
people.
Knowing that your client does not
want to invest a lot of time
educating their vendor, having a
template, protocol or process for
how to report data is imperative
from Day 1 with a client. Trends
are always expected. Polished
and insightful reports are always
necessary.

26. In The Eyes of The
Beholder...
Show me the
trends...
I already did!
Remember that value is showing something that
that have never seen or that is important, insightful
and even actionable.
If your client continues to question what you are
sending, have someone else look at it, preferably
not in your organization. That different perspective
may be what's necessary to bridge the gap in
communication and save your business.

27. What Companies
Won't Tell You
A quiet client doesn't mean an easy client.
Lack of involvement or communication can be an
indicator of dissatisfaction. While you may be happy
they are not sending more requests, they are meeting
with other vendors who will give them what they are
looking for.

28. Be The Initiator
Initiate the conversations. Take proactive steps.
Having a client onboarding process- client
satisfaction assessment and analysis and client
engagement personnel is imperative to your
sustainability.
Recommendation: Use a US person to understand the
client's pain points. This will show your client that
you are there for them and you will do what it takes to
keep them engaged, comfortable and profitable.

29. Next Steps
Whether you are starting a Coding, RCM or BPO
office or been established for years, US healthcare
insights are imperative to the success of
your organization.
Hire a US Based
Consultant:
$125-$155/hour for
expertise
Source a Seasoned
Executive and risk
having your
strategies taken to
another company

30. Next Steps
Or invest a little time and energy in learning,
applying and tailoring these insights for your
organization.
US Healthcare Insights. Step by Step Guidance Tailored for
Success of India Based Companies

31. enLighteNews
Created to Continue Bridging the Gaps in
Outsourcing, Business and Healthcare.
Have a Platform for Good Businesses in Industry.
Ready To Expand Your Reach
Vendor
Showcase
Gain Exposure to Large Network of Physicians,
Facilities and US Based RCM Companies

32. Each month targeting different specialties:
February: General Surgery May: Anesthesia
March: OBGYN June: Emergency Dept
April: Oncology July: Primary Care

33. Seeking More
Guidance?
Ready for More
Consulting
Services
Personalized. Professional. Cost-Effective.
Email:
vendor@eliteprecisionconsulting.com (for vendor showcase)
clewin@eliteprecisionconsulting.com (for consulting needs)
info@eliteprecisionconsulting.com (general queries)
Phone: 800-674-3732
LinkedIn: in/eliteprecisionconsulting/
Website: www.eliteprecisionconsulting.com

34. Questions?