Love is in the air, except if you’re a caregiver trying to figure out MACRA!
Scott Adams
Every type of physician practice in America should be signed up under the MIPS or APM program. These two tracks are the pathways to reimbursement in the coming years.
Unfortunately, many of your customers don’t realize they need to be signed up today! For example, we hosted a meeting in Dallas in early December. One of our speakers, who I’ll leave unnamed, runs a huge system in Texas that employees over 600 physicians. His office did a survey with all the doctors in the system and 45 percent of them had never heard the term MACRA.
This is your opportunity!
Last week I was honored to speak at Mortara’s national sales meeting. The main message I wanted to deliver to that sales group is the same for the readers of Repertoire. For the last 12-18 months, we have been talking to suppliers about “Content Marketing” as a way to draw your customers to you, verses telling them what you want them to hear. Said another way, content marketing is timely, compelling content that a customer wants to consume, rather than a marketing/sales pitch that the supplier wants to tell the customers. Which one has more impact?
MACRA is content your customers need to understand. So my message is simple: be a “Content Sales Representative.” Whether you’re working for BD, Alere, Quidel, Sekisui, Midmark, Mortara, PDI, McKesson, Schein, Owens or any other supplier, you can use MACRA as a tool to draw your customers closer to you.
Please take the time to read our cover story this month on MACRA. This article may not cover every aspect, but you can use it to educate yourself on this payment reform. From there take the next few months in your territory to ensure those practices who rely on Medicare reimbursement are signed up and measuring against the guidelines in these new tracks.
If you want a deeper dive into MACRA, MIPS, and APM, please go to www.repertoireuniversity.com and buy our library of education modules on each of these topics.
Content Selling is Our Future,
Scott Adams