One of the things we hear from our customers about the value of Viewics is that it’s important to know immediately when a customer has dropped off in volume, so they can take an action — being alerted to that as opposed to finding out six months later. And, being able to see when a physician is ordering a certain test that may be more profitable, or one that’s a send-out and suggesting to that physician, based on information, that another test may be just as effective, but lower cost and the right thing for the patient.
We asked laboratory outreach industry leader Dr. Kathy Murphy, CEO of Chi Solutions, for her thoughts on what kind of information laboratories and outreach organizations should be managing to, and how they should be using information more effectively to position themselves strategically.
Kathy Murphy, PhD — CEO, Chi Solutions
I agree with what your customers are saying. I would add to that, if you don’t know what you’re making, anything can seem like it’s good business. so profitability by client, profitability by sales rep. Some sales reps will bring in very large dollar-value clients, but they may actually have very low profitability. So those are all key things, but whatever you can do to drive your knowledge of and maintain your top-line growth, and also your profitability, are going to be the keys to longevity and the keys to being able to grow market share, but do it in a profitable way.
“Whatever you can do to drive your knowledge of and maintain your top line growth, and also your profitability, are going to be the keys to longevity and being able to grow market share in a profitable way.”
To get more of Dr. Murphy’s insights into the future of laboratory outreach, download “Where Do We Go From Here? Laboratory Outreach in a Value-Based Era“.