Sub-titleThe Basics/Getting Ready For

EMR/HIT

Louisiana Department of Health and Hospitals Bureau of Primary Care and Rural Health

Top Ten Mistakes • Not using a structured process• Not defining needs prior to search• Hiring a Consultant who is really a

Reseller• Paying too much attention to Bells and

Whistles not enough to details• Buying More or Less than you need• Allowing Vendors to drive the process

Top Ten Mistakes• Not including Key Users in selection

process• Allowing the “Powers to be” to choose the

system• Confusing the Salesperson with the

Product• Not using an Request For Proposal ( make

sure vendors know what you need)

Keys To Success• Use a structured process- Select an

Implementation team• Make a list of needs and requirements-

know what you already have and do not have

• Be careful with consultant that you are being exposed to all possible vendors not just the ones that they have affiliation with

Keys To Success• Innovative new product features may

seem cutting edge and exciting be careful not to let it distract you. Concentrate on functionality you will use every day. Most sales Reps are great at dazzling you with fancy features. Remember they are paid to sell….

Keys To Success• Do not leave out meaningful users. Form a

team from representatives of all affected departments from day one

• Without a clearly defined list if user requirements you will tend to buy more functionality or totally go the other way and not get enough. Select a system that allows growth and enhancements when needed

Keys To Success• Vendors are highly skilled at showing you

what they want to show you. Use the RFP and discuss in detail issues

• Many organizations still choose computer systems based on a op down order…Be CAREFUL

Keys To Success• While vendor Reps tend to be friendly

people this often results in “Halo Effect” a subconscious process in which we

associate the positive characteristics of the salesperson with what they are selling

Keys to Success• In attempt to fast track a lengthy process

we sometimes skip very important details• RFP-Allows documented responses from

vendors on system capabilities and promises.

• Hard to prove verbal promises to backup your claims. This can save you Thousands during the implementation phrase of your products

What to Negotiate Over• Initial Cost• Hardware Cost• Software Cost• Communication Cost• Installation Cost• Ongoing Support Cost• Implementation Cost• Technical Support Cost• Interface Cost• The cost of Tailoring• Future Upgrades and releases

TIPS:1. Pick a team2. Set time lines and goals3. Evaluate current hardware4. Keep list keep it updated5. Do RFP6. Sort by types, vendors size, budget

allowances7. Choose 3-5

Tips:• Compare choices• Set up Demos/ have present patient

scenarios…Review sample reports…check on integration…Support and training

• Discuss issues• Check references… good ones and ask

for challenging reference…visit sites• Reputation

Tips:• Remember you are in Control• Negotiate, Negotiate, Negotiate..• Company History • Maturity level of product… generation II or

higher…

How to Contact UsDepartment Of Health and Hospitals

Bureau of Primary Care and Rural Health

Practice Management Consultants:Susie Hutchinson, CAPPM -Statewide-Program Manager - 225-342-1584

shutchin@dhh.la.gov

Lynn Kinchen- Statewide- Program Monitor- 225-342-0057

lkinchen@dhh.la.gov

Health Systems Development:Tracie Ingram- Community Developer- Statewide

225-342-1233 tingram@dhh.la.gov