"Mike is extremely knowledgeable and was enormously helpful to the EHR committee in explaining both technical and practical issues so the committee could make an informed decision."
J. Archambeau
Director
PHP Health partners IPA
Ask the Expert
What are some of the factors that come into play when trying to get the best deal for an EHR system?
Vendors will look at a number of things. For example, how important is your practice or group to the overall vendor marketing strategy? Are you located in an area that is underserved by your vendor? Would you be a good referral site? Do you represent a specialty in which the vendor needs more. And, of course, the more providers you bring to the table on any particular deal, the better leverage you have. I’ve brought clients interested in the same vendor together in the past as sort of an ad hoc “EHR buying group” to maximize provider counts. There are a number of other strategies too numerous to mention here.
How can I reduce the endless hours I spend on demos and utilize my time better?
The key is for you is to be in control of your demos. Spend the time deciding what are the most important features you want to see and prioritize accordingly. Also, plan a few clinical scenarios you would like to see documented. With this information in hand, you should “drive” the demo to get what you want. Too many times practices just sit back and passively view demos that are based on what the vendor thinks you want to see, but is not necessarily what you need. Also, vendors appreciate this because they’re spending time on what is important to you.
What are your thoughts about using an ASP or data hosting model instead of purchasing my own servers and IT resources?
As long as you contract with an experienced data center that has a relationship with your chosen vendor you can reduce the stress of having to deal with IT hardware costs and ongoing operations. In fact, many times, you’ll find when you do an ROI analysis, that using a data center can be less expensive and less hassle in the long run. However, the one caveat is that you need a rock solid contract, service level agreement, and transition plan that gives you options in case the service is not as you expected.
If you have any questions about EHR vendor selection, price negotiation, contract negotiation, or implementation, please email asktheexpert@ehrgroup.com.