1.3.3 Vendor Selection handouts ppt

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1.3.3 Vendor Selection handouts ppt

  1. 1. HIT Toolkit Understanding the Marketplace and Vendor Selection Sponsors:
  2. 2. 22 • Sponsored by Aging Services of Minnesota and its subsidiary, Alliance Purchasing for nursing homes • Produced by Stratis Health HIT Toolkit for Nursing Homes
  3. 3. 3 • Margret Amatayakul RHIA, CHPS, CPHIT, CPEHR, FHIMSS President, MargretA Consulting, LLC Schaumburg, IL • Independent information management and systems consultant, who focuses on achieving value from electronic health records, HIPAA, and health information exchange • Adjunct faculty College of St. Scholastica, Duluth, MN, masters program in health informatics • Founder and former executive director Computer-based Patient Record Institute, associate executive director AHIMA, associate professor University of Illinois • Active participant in standards development, HIMSS BOD, and co- founder of and faculty for Health IT Certification Presenter
  4. 4. 4 Stratis Health ● Stratis Health is a nonprofit organization that leads collaboration and innovation in health care quality and safety, and serves as a trusted expert in facilitating improvement for people and communities ● Stratis Health works toward its mission through initiatives funded by federal and state government contracts, and community and foundation grants, including serving as Minnesota’s Medicare Quality Improvement Organization (QIO) ● Stratis Health operates the Health Information Technology Services Center for health care organizations seeking to use health information technology in support of their clinical transformation
  5. 5. 5 • What are you buying? • Vendor state of affairs • CCHIT certification • Requirements analysis • Going to market with request for proposal • Due diligence • Key differentiators • Contracting Agenda
  6. 6. HIT Migration Path: What Are You Buying? Timeline Current Phase I Phase II Phase N Goals Support documentation Patient safety Quality of care Applications: - Financial/ Administrative - Operational - Clinical ADT/Census Accounting Payroll/T&A Laboratory IS Provider Portal MDS Order Entry w/e- Rx EMAR Assessments Care Plans Executive Dashboard Technology - Database - Network & Infrastructure - Interfaces DOS-based DSL for Internet T1 Data Repository Windows XP NCPDP Interface with O/E and SureScripts Operations - People - Policy - Process IS contractor Project Manager No Lab Printouts Process Redesign IT staff HL7 Compliance Retail Pharmacy Readiness? Data Analyst Clinical Guidelines Copyright © 2009, MargretA Consulting, LLC. Used with permission of author. 6
  7. 7. 7 Reality for Many Nursing Homes • Buy from incumbent – What incumbent offers • Or – Depend on standalone systems – Utilize expensive interfaces – Wait for the vendor to catch up • If part of corporate structure – Take what you get – But hopefully address the people, policy, and process issues well
  8. 8. 8 Vendor State of Affairs/CCHIT (Certification Commission for Health Information Technology) 0 50 100 150 200 250 1995 1997 1999 2003 2008A 2008H LTC # EHR vendors w/same name as previous year on annual EHR market survey Total Number of Ambulatory EHR Vendors CCHIT Estimates 24 Acute Care EHR Vendors CCHIT Certified CCHIT Certified LTC # Vendors* 2005 2008 No CCHIT Certification Copyright © 2009, MargretA Consulting, LLC. Used with permission of author. * Provider
  9. 9. 9 CCHIT 2007 Hospital Certification RadiologyLab Inpatient Pharmacy CPOE Clinical Documentation EMAR Results Management Reporting Imaging Blood Bank Dietary/ Nutrition Medicine Dispensing Devices Robotics Smart Infusion Pumps Monitoring Equipment “Smart” Peripherals Departmental Clinical Applications Core Clinical Applications Intensive Care Perioperative/ Surgical Cardiology Oncology Emergency Medicine Labor & Delivery Specialty Clinical Applications EHR Foundation R-ADT, Order Communication Copyright © 2009, MargretA Consulting, LLC. Used with permission of author.
  10. 10. 10 Goal to Provide to CCHIT 180 pages of functional requirements
  11. 11. 11 Requirements Analysis • Work flow and process mapping • Scenario development • Use case analysis • Performance-based RFP • Due diligence • Contract • System build • Testing • Training • Benefits realization Copyright © 2009, MargretA Consulting, LLC. Used with permission of author.
  12. 12. 12 Going to Market • Goal is to ultimately narrow the field to your vendor of choice • Initial canvass of marketplace – Trade publications – Trade shows – Association colleagues – Vendors implemented in community – Online demos • Use a code of conduct to remove any bias from process Copyright © 2009, MargretA Consulting, LLC. Used with permission of author.
  13. 13. 13 Request for Proposal • Document to request detailed information about – Vendor – Suite of products – Product functionality – Technical requirements – Implementation, testing, and training strategies – Contractual considerations – Formal bid
  14. 14. 14 Due Diligence • Investigation into the elements of a major investment • For HIT and EHR – RFP response analysis – Product demonstrations – Site visits – Reference checks – Corporate analysis
  15. 15. 15 RFP Analysis 1. Develop a key differentiator tool* to focus review 2. Review complete RFP response for: a. Completeness b. Serious weaknesses 3. Review RFP response to score key differentiators 4. Plan to append response to RFP to contract
  16. 16. 16 *Key Differentiators Copyright © 2009, MargretA Consulting, LLC. Used with permission of author.
  17. 17. 17 Contract Negotiation • Negotiation is an iterative process of give and take • Do not plan to work out details after contract is signed. There is no leverage after contract signing • Get it in writing. What you are told in demos, see on site visits, or are promised by sales staff have no contractual impact. • Maintain validity of business points • Keep a list of contract issues and resolutions • Read and verify the final contract version prior to signing • Manage to the contract Price is an offer to sell Cost is what you pay to vendor Total cost of ownership is all costs Payment is transfer of funds. Value is what you get Schedule Vendor Buyer Down payment 50% 10% Software install 25% 10% # days after software install 25% Completion of training 20% Completion of testing 20% Go live 20% 90 days after go live 20% Copyright © 2009, MargretA Consulting, LLC. Used with permission of author.
  18. 18. 18 Contact: Stratis Health 2901 Metro Dr., Suite 400 Bloomington, MN 55425 952-854-3306 1-877-787-2847 (toll free) www.stratishealth.org For More Support

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