1. OCHIN Billing Services: Build or Buy? When do you know whether to outsource or keep in house? Presented by: Phil Skiba, CPA, PMP, MBA Vice President Business Services and Jane Speyer, Senior Billing Manager, OCHIN OCHIN

2. Billing Services Maintaining stable revenue stream is fundamental to the success of any business, especially healthcare While not the core competency of most medical practices, billing is a core function Billing can make or break a medical practice

3. OCHIN Should you outsource? Its not for everyone. Ask yourself these five important questions first: 1.Is cost or increased performance your primary motivation? 2.How important is having the billing/coding knowledge available in house? 3.How stable and productive are your staff? 4. Is your practice ready to partner with an outside agency? 5.How does your practice compare to industry benchmarks?

4. OCHIN Question 1 Is cost or increased performance your primary motivation? –If your primary motivator is to reduce costs, outsourcing may not be your best option –Cut-rate billing companies that cost less may not provide the level of service and performance you expect and need –High quality billing services may not cost less, but should more than make up the cost through increased collections and value added service

5. OCHIN Question 2 How important is having the billing/coding knowledge available in house? –If you are able to find and keep knowledgeable staff, having them onsite is a great advantage Allows for integration with front desk staff and providers to improve revenue cycle performance Face to face contact with all personnel who impact revenue cycle can improve commication

6. OCHIN Question 3 How stable is your staff? –If you have a high turnover rate, keeping billing in house gets very expensive Cost of recruitment Training Loss of knowledge of key processes with every departure During vacancies, cash flow might come to a grinding halt

7. OCHIN Question 4 Is your practice ready to partner with an outside agency? –Need to be open to new ideas and processes –Need to be willing to actively communicate with billing agency for best results –Trusting an outside agency with your life’s work is a huge step –Will your staff be willing to cooperate with the agency?

8. OCHIN Question 5 How does your practice compare to industry benchmarks? –If performing at or below benchmark, stay the course Transitioning to an outside billing service could disrupt your performance Don’t fix what isn’t broken –If performing at average or worse, outsourcing can bring real improvements

9. OCHIN What are the industry benchmarks and how do I measure them? Days in AR: –Best performers under 35 days –Average performers between 35 and 50 days –Poor performers over 50 days Percent of AR over 120 days –Best performers under 12% –Average between 12- 25% –Poor performers over 25%

10. OCHIN Industry Benchmarks Net Collection Rate (payments/(charges- contractual adjustments) –Best performers 99% or higher –Average: between 95% and 99% –Poor performers: less than 95% Denial Rate* –Best Performers: 5% or less –Average: 5% – 10% –Poor Performers: over 10%

11. OCHIN Can this billing office be saved? If your metrics are below industry benchmarks, but you aren’t ready to outsource, what areas should you review? –Does your staff have Revenue Cycle knowledge or training gaps? –Are you making the most out of your Practice Management system? –Is there partnership between front desk staff, billing and providers?

12. OCHIN Areas to Review –Do you have the right amount of staff to do the job? MGMA recommends 1 FTE per 10,000 encounters for best performance for back office billing –Are your staff working on the right stuff? Are they using their time effectively to improve revenue cycle performance? Are your billing staff dedicated to billing, or do they have to wear multiple hats?

13. OCHIN Advantages of Outsourcing Increased Revenue –Best practices –Denials followed up to secure payment –Faster payments Reduce Overhead –Staff salaries and benefits, recruitment, training, supplies, office space Less Human Resource Issues –Staff Turnover, Vacations, Absenteeism all contribute to low collections Focus on Your Core Competency –spend more time with patients providing care, less on billing Risk Mitigation –Employee theft, regulatory compliance

14. OCHIN Disadvantages of Outsourcing Loss internal control Social responsibility to the community Possible staff reductions Billing knowledge no longer in house Sending your patients to an outside entity Loss of inherent company knowledge Cash flow issues during transition/ implementation

15. OCHIN What services could be included? Claim submission and reconciliation Insurance follow-up Payment processing and posting Patient collections Customer service Medical coding Credentialing Financial analysis Recommendations for improvement Sharing of best practices

16. OCHIN Selecting the Right Partner In finding the right fit, consider 5 key areas: –Service –Experience –Technology –Pricing –Performance

17. OCHIN Service Insurance Follow-up: –How will the billing service follow-up on denied claims? –What is their track record in denial recovery? Customer Service –Is their staff aligned with the values and culture of your practice? Regulatory Compliance –Are they HIPPA compliant? –How do they stay on top of billing regulation changes? Reporting and Analysis –They able to translate financial data and reports in useful way? Collaboration and Value –Will they provide recommendations for improvement? –Will they share best practices?

18. OCHIN Experience What is the average years experience of staff who will work on your account? What is the level of billing expertise with your clinic’s specialty? How extensive is their knowledge of Medicare and your clinic’s state Medicaid programs? Is their staff bilingual and culturally sensitive to your clinic’s patients? Are there Certified Coders to assist your providers?

19. OCHIN Technology How will information flow from the clinic to the billing service? Will the Billing Service be able to integrate with your EHR system? How will they protect the security of your data? What is their disaster recovery protocol? What software will you need to purchase and maintain? Will you have access to the PM system?

20. OCHIN Pricing Three different pricing models: –Percentage of Collections Aligns billing service and practice with end goal of maximizing collections efficiently –Fee-based Per claim or per encounter Predictable costs, but less incentive to collect –Hybrid Some states do not allow percentage of collections for Medicaid

21. OCHIN Performance How long have they been in business? How many claims do they process annually? How do their clients compare to industry benchmarks? –Days in AR –% of AR over 90 days –Net Collection Rate Can they provide Return On Investment (ROI) data for clients who have used their services? Can they share client satisfaction data? Will they share their entire client list for references?

22. OCHIN Are they a good fit? Is the billing service willing to customize its approach to match your clinic’s needs? Will they provide on going training to your front desk staff and providers to reduce denials? Is there full transparency and access to the work they do? Will they treat your patients with respect and dignity?

23. OCHIN Building a Partnership Billing Service should have a single account representative who will be your primary contact person Clinic should appoint a single person to communicate with billing service on a regular basis Have scheduled meetings, including some that are face to face to ensure good partnership and communication

24. OCHIN Good Partnership Contract should clearly define scope of services –Billing Service responsibilities and agreed to deliverables –Clinic’s responsibilities and agreed to deliverables CFO should attend Account Review meetings monthly Ensure both groups are working together to improve overall revenue cycle performance

25. OCHIN Questions May we answer any questions? Please remember to complete your survey Thank you for your time and participation