Skip to Content

Speaker Q&A: Stand out using clinical outcomes, customized care 

Speaker Q&A: Stand out using clinical outcomes, customized care 

Karen LernerATLANTA - Asking referral sources to “order from me because I give good service,” isn’t going to cut it, says Karen Lerner, clinical vice president at Drive DeVilbiss Healthcare. Here’s what Lerner, who is co-hosting a Medtrade session on the importance of using clinical outcomes to drive referrals, had to say about what to track and how to get attention. 

HME News: How can providers use outcomes to drive referrals? 

Karen Lerner: It can be a simple thing like keeping track of patient falls, hospital readmission rates, COPD exacerbation, emergency room visits. If the patients who come to me have a reduction in all those things, I'm gonna show value (versus Amazon). 

HME: Which clinical outcomes most resonate with referrals? 

Learner: The big ones are hospital readmissions and emergency room visits, because those two things are tracked by every regulatory (body) and payer. 

HME: How can providers stand out? 

Lerner: They should regularly invite customers, clinicians and prescribers to their store or warehouse and show them how they measure someone for a walker or the variety of beds, wheelchairs and mobility assistance equipment (they offer), so they don't think that everybody gets exactly the same (care). It's customized; it's individualized. That's how you affect clinical outcomes. 

HME: What’s one thing providers can do to positively affect clinical outcomes? 

Lerner: Since competitive bidding reared its ugly head over a decade ago, most providers give preference to the least costly product that fits a billable HCPCS code and it's like we're sticking everybody in a K1, 18 x 16, standard wheelchair, whether they're 5-foot tall, 6-foot tall, weigh 100 pounds or 300 pounds. That's bad from a clinical perspective; it's bad from a fall perspective; it’s bad from a PR perspective. So instead of racing to the bottom, you have to match the product to the patient. That's how you positively affect clinical outcomes.


To comment on this post, please log in to your account or set up an account now.