How Should We Position Ourselves in the Changing Market?

Recognizing that cases are shifting to the outpatient setting, this hospital used market data to help position itself as the outpatient leader in their community.

Problem: The hospital saw that its inpatient volume was dropping while its outpatient volume was quickly increasing.

Solution:  The hospital used PDS data to learn that they received a far greater percentage of their revenues from outpatient cases than their self-peer group.  Their push to decrease readmission rates was also affecting their inpatient volume.  They dug into the data to find areas where cases were especially moving to the outpatient setting.  When time came for contract negotiations, they were willing to give up increases for inpatient cases in these areas, in exchange for greater rate increases in the outpatient setting.

Results:  The hospital began marketing itself as the outpatient leader in the community and saw their overall revenues increase.