Music therapy in pediatric interdisciplinary clinics
1. Music! How a changing
healthcare
Therapy! landscape provides
tremendous
in Pediatric! opportunity for
Interdisciplinary!
entrepreneurial
Clinics! music therapists!
2. Healthcare is changing…!
Δ
Source:
Atlanta
Journal
Cons2tu2on
8/1/2012
h9p://blogs.ajc.com/health-‐flock/2012/08/01/building-‐a-‐pa2ent-‐centered-‐model-‐of-‐care/
3. From 2010 to 2011,
hospitals and medical
centers increased
spending on
advertising by…!
Source:New
York
Times
9/12/2011
h9p://www.ny2mes.com/2011/09/13/business/health-‐care-‐ad-‐spending-‐rises-‐adver2sing.html
4. Approximately two new They numbered between
urgent care centers a week 12,000 and 20,000 in 2007!
open in the United States!
Source:
No
Appointment
Needed:
The
Resurgence
of
Urgent
Care
Centers
in
the
United
States
(September
2007)
h9p://www.chcf.org/~/media/MEDIA%20LIBRARY%20Files/PDF/N/PDF%20NoAppointmentNecessaryUrgentCareCenters.pdf
5. Now more than ever, healthcare providers
are competing for patients…!
…and patients have more choice in
healthcare providers.!
6. 50%!
of the U.S. population
lives with a chronic
health condition!
7. Expenditures on chronic health conditions
accounts for anywhere between!
40-70%!
of ALL healthcare spending!
9. Research suggests that while price is a major factor in consumer
decisions, modern consumers are highly, if not primarily,
influenced by the quality of a product or service…!
…and this behavior carries over into healthcare decisions.!
Source:
Cleary,
P.
D.,
McNeil,
B.
J.
(1988).
Pa2ent
sa2sfac2on
as
an
indicator
of
quality
care.
Journal
of
Medical
Care,
Organiza2on,
Provision
and
Financing,
25
(1),
25
–
36.
Fornell,
C.,
Johnson,
M.
D.,
Anderson,
E.
W.,
Cha,
J.,
Bryant,
B.
E.
(1996).
The
American
Customer
Sa2sfac2on
Index:
Nature,
purpose,
and
findings.
Journal
of
Marke2ng,
60
(4),
7
–
18.
10. Quality drives consumer loyalty, creating
consumers who repeatedly use the goods
and services of one company and
evangelize on behalf of the company. !
Source:
Forbes
10/10/12
h9p://www.forbes.com/sites/jimgorzelany/2012/10/10/cars-‐delivering-‐the-‐
most-‐brand-‐loyal-‐buyers/
Forbes
10/25/12
h9p://www.forbes.com/sites/marketshare/2012/10/25/13880/
Anderson,
E.
W.,
Fornell,
C.,
Lehmann,
D.
R.
(1994).
Customer
sa2sfac2on,
market
share,
and
profitability:
Findings
from
Sweden.
Journal
of
Marke2ng,
58,
53
–
66.
11. Brand loyalty is responsible for up to 70% of all
purchase decisions.!
Consumers are willing to pay an average of 20%
more for the brand they prefer.!
Source:
The
9
Criteria
for
Brand
Essence
by
Kirk
Phillips
h9p://www.slideshare.net/kirkphillips/the-‐9-‐crit
12. and if you’re a music therapist, this is good news.!
Really good news.!
13. Why’s that?!
Service improvement
measures have been tied to
an increase in perceived
value, outcome, quality, and
likelihood to recommend.!
Providers who offer more
“personal” care are
associated with higher levels
of patient satisfaction.!
Patient satisfaction has been
tied to autonomy in health
decisions, as well as
Source:
perceived friendliness and
Swedberg
&
Standley,
2011
personality match with
Cleary
&
McNeil,
1988
Kiesler
&
Auerbach,
2006
providers.!
Campbell,
Auerbach,
&
Kiesler,
2007
14. There’s even research to suggest these factors improve health
outcomes as well.!
Source:
Auerbach,
Clore,
Kiesler,
Orr,
Pegg,
Quick,
et
al.,
2002
17. Developmental disabilities in children
have risen from a rate of 12.84% to
15.04% over a 12-year period.!
Source:
Boyle,
Boulet,
Schieve,
Cohen,
Blumberg,
Yeargin-‐
Allsopp,
Visser,
&
Kogan,
2011
18. Most notably, the diagnosis rate of
autism spectrum disorders has risen
from 1 in 150 in 2000, to 1 in 88
according to the most recent numbers.!
Source:
Center
for
Disease
Control
and
Preven2on,
2012
19. Insurance coverage for children has
also increased.!
Compared to just 5.9
In 1997, 9.9 million million in 2010, even with
children lacked health another 4.4 million
insurance.! children living in this
country.!
Source:
Reinberg,
2010
Forum
on
Child
and
Family
Sta2s2cs,
2010
21. Music therapy has been shown to increase
patient satisfaction levels in inpatient
healthcare settings, particularly in cardiac and
pediatric units.!
but what about outpatient settings?!
Source:
Swedberg
&
Standley,
2011
27. Why don’t we see similar results between inpatient and
outpatient settings? !
28.
29. How do we sell music therapy to
owners of these clinics?!
30. Perhaps the selling point for music therapy in this setting
isn’t increasing patient satisfaction (which is already
high), but creating a unique offering for clinics that sets
them apart from their competitors.!
Perhaps what music therapy offers is a brand.!
35. In a sea of pediatric clinics…!
…what if one stood out?!
36. Music therapy offers a unique
opportunity for clinic owners to
offer a service that is:!
!
Effective!
!
Innovative
!
Attention grabbing!
37. We can leverage music therapy’s
uniqueness to provide value to
clinic owners.!
All while avoiding any kind of
“fad” therapy connotations.!
38. How might such a partnership be structured?!
In house!
!
Contracting with a private practice!
!
Partnership between businesses!
39. In House!
Provides more autonomy for
clinic owners! More expensive for clinic!
! !
More stability for music Risk of offering too many
therapist! services!
! !
Access to clinic resources! More administrative
! commitments for clinic
High levels of collaboration! owners!
40. Contracting with private practice!
Less incentive for clinic to
Less risk for both parties!
market services!
!
!
Less cost for clinic!
Insurance billing
!
complications!
Cross referrals between
!
businesses!
Lower levels of collaboration!
41. Partnership between businesses!
Both parties retain
autonomy and control over
Less control over decisions
their business!
made by other business!
!
!
Less cost/lower risk!
Potential for conflict of
!
interests!
Cross referrals between
!
business!
Higher level of commitment
!
than contracting!
Lower overhead for both
businesses!
42. Most importantly, these set-ups create
close proximity between music
therapists and SLP’s, OT’s, and PT’s,
which fosters communication,
advocacy, and collaboration.!
43. “!
Collaboration between the client's therapists benefits
that client greatly, as it allows the therapists to
reinforce goals and support the transfer... This shared
knowledge and consistency gives the opportunity for
that client to thrive and excel.!
-Rachel See, MA, MT-BC!
44. “!
We share techniques and learn what
works best for our clients.!
-Lorissa McGuire, MME, MT-BC!
45. “!
We better know our students when we can share
day to day experiences. None of us can work with
them everyday, but one of us generally does, and
can inform others about needs or emerging skills.!
-Dawn M.E. Artwick, MT-BC!
46. Hopefully you’re convinced that you offer an
irresistible service to pediatric
interdisciplinary clinic owners…!
…but what’s in it for music therapists?!
47. The average business owner spends $10,000
to start their business, with success anything
but guaranteed.!
A symbiotic relationship between business
can improve the odds for both parties. !
Source:
Wells
Fargo/Gallop,
2006
48. Every benefit for clinic Shared costs!
owners previously outlined !
can equally be applied to Better services!
music therapy private !
practice owners.! Convenience for clients!
49. Share the costs of rent
and other expenses!
!
By forming a partnership,
Provide a source of
pediatric interdisciplinary
referrals for each other!
clinics and music therapy
!
private practice owners can
Offer a higher quality
support each other.!
service that we know
healthcare consumers
value.!
