Transcript
Samantha Bouchard (00:02) how’s the internet connection?
Josh Brunell (00:05) I don’t know. This is like, yeah, just, it’s okay in my room, let.
Samantha Bouchard (00:11) Me share just demo stock and just make sure everything goes well. Can you still hear me? Okay. Yes. All right. All.
Josh Brunell (00:25) Right. They are joining now… Melissa and April.
Josh Brunell (00:36) Hello. Good morning. Hello? Good morning. Morning, Melissa. Hi morning, April.
Mcasson (00:45) I don’t believe Ashley is joining us today so we can get started whenever you guys are ready.
Josh Brunell (00:50) Awesome. Yeah. Sounds good. I’m recording this so we could send it to her. I know she mentioned she’s traveling.
Mcasson (00:56) Yeah, please. Yeah, yeah, that would be great. I’ll.
Josh Brunell (00:59) do a recap following this and we’ll send the recording over for her to take a look at, but yeah, yeah, appreciate you two taking the time and I’m excited that we got this on the calendar.
Josh Brunell (01:10) I know we have an hour scheduled, just want to make sure be respectful of your time. Do you have the full hour available?
Mcasson (01:17) Yes, I do. Okay, cool.
Josh Brunell (01:20) And let me just pull this up. So… yeah, as far as like overall agenda goes pretty straightforward… just do a quick recap of some of the things that we heard, make sure that we’re in alignment on the challenges that you’re looking to solve for and kind of how the current process works today versus ultimately, what would improve with medallion and some of the outcomes that we would be delivering in part of this partnership. And then just go over that real quickly and making sure we have alignment there. Then we’ll spend the majority of the time. Sam will be walking through the platform end to end getting your feedback along the way. And then we’ll kind of wrap with feedback and next steps from there. Outside of that, was there any like, you know, key topics that the two of you want to make sure that we also cover?
Mcasson (02:19) I think that we… as far are we doing so as far as like cost? I know that Ashley brought up the cost the last time. Are we doing cost by… provider per application? How that’s going to look?
Josh Brunell (02:36) Yeah, that’s it. I guess we’ll go through the whole.
Mcasson (02:39) Thing, you know, if, because I don’t know exactly like let’s say maybe six months to eight months to a year from now, Aaron decides he wants to buy a company that has 50 more clinics and that looks like 70 more providers. Like how that’s going to look as well.
Josh Brunell (02:54) 100 percent. Yeah. So at the end of the, when we’re at the demo, we’ll probably have 10 or 15 minutes left. And at that time, I’d like to walk through how we can get you both a pricing proposal, like how we can scope that out for you. We could talk about what those growth scenarios look like for acquisitions, etc. But yeah, it is, the pricing is based off of a combination of like total providers. And then, yeah, the units of work that we’re doing and it’s volume based discounts applied for. Obviously, if you commit to a higher growth year over year, you can take advantage of those.
Josh Brunell (03:38) And so we can walk you through what that looks like. But yeah, at the end of this call, I was actually going to share a document that’s going to help us gather… those items so that we can produce a pricing proposal for you on our next call.
Mcasson (03:52) Perfect. Josh. Thanks yep.
Josh Brunell (03:55) Sweet. Anything else?
Mcasson (03:58) That’s all April. You have anything that you want to nope? You covered it. Okay?
Josh Brunell (04:05) Awesome. Yeah, I mean, just real quickly just to recap some of the things we heard and forgive me. No, you’re fine. I’m in a hotel right now. I don’t have my multiple screens. I feel like I’m like.
Mcasson (04:23) I know the feeling. That sucks. Sorry.
Josh Brunell (04:26) You know, so I’m like trying to navigate on my single laptop right now, but yeah. So what we heard, you know, many of the same challenges that we hear from other growing large, you know, PT networks is that you’re going fast both organically and as well as through acquisition. The empower integration is causing a lot of I wouldn’t say issues. But like there’s been a lot of delay in that integration and credentialing and enrollment being fully manual isn’t necessarily helping the situation. And so, yeah, I mean, it sounds like the timing was right for us to engage because there’s a really lean team that’s supporting this, struggling to keep up. You’re seeing turnaround times of about 90 days for direct payer enrollments which is delaying revenue providers and PTS are getting ramped slower and it’s just causing a lot of operational stress on the team. And so some of the outcomes that I think we aligned on and what’s really going to change is like, hey, how do we get your obviously PTS through the process faster and in network so that they’re delivering care, driving revenue? But also how we’re going to leverage automation to scale this function so that you don’t ever have to hire for the team again. And the current team has freed up capacity to be focusing on some of these other initiatives such as the ept integration. Other kind of I would assume responsibilities across revcycle that are really more critical than just, you know, dealing with pay enrollment applications which are manual to fill out, take a lot of time. And so, how do we streamline this process? And how do you help you grow faster, reduce costs and capture revenue faster? Those are some of the things we heard and what will change in this partnership today. We’re kind of walking through the technology of how we, that helps drive these outcomes. But is there anything else like key objectives, things that maybe we didn’t hear or need to change should be updated?
Mcasson (06:25) I think that’s it josh.
Josh Brunell (06:29) Awesome. So, yeah, we’re going to talk about these things. How we’re going to help, you know, accelerate revenue, reduce costs and improve the provider experience. Sam will kind of walk you through our platform end to end starting with the provider data management piece. We kind of wanted feedback here. We had planned to walk through how obviously we get providers into the platform that process, what that looks like, how we’re handling direct payer enrollments and then reporting. So we could walk you through kind of like our analytics as well. That help to give visibility into some of the metrics around this. The delegated credentialing piece. I remember you all talking about that was handled by a separate team. Does it make sense to… work with that team directly on a demo around that? Or would you like to also kind of get a brief glimpse as to how we support?
Mcasson (07:24) Yeah, no, I’d like to get definitely a glimpse of how that is supported from you guys as well?
Josh Brunell (07:30) Okay, cool. And then Melissa, are you involved in that process at all? I?
Mcasson (07:34) Would say not 100 percent, not even probably the 20 percent of it. I just got introduced to the credentialing and contracting part of it probably.
Josh Brunell (07:44) I don’t.
Mcasson (07:45) know, maybe like four months ago. So I’m just diving into getting my feet wet with it. So not whatsoever to be honest with you.
Josh Brunell (07:54) Okay. The reason why I ask is some, there’s some different kind of versions of what, you know, the… credentialing workflow could look like in your organization versus others based off of like how the credential the standards that you credential to. So we’ll ask some questions along the way for that, but a long winded way of me saying we may need an additional call because these are kind of a lot of different topics to cover. That may lead to some good questions. And so we’ll may show an abridged version of that at the end.
Mcasson (08:32) That’s fine. Josh.
Josh Brunell (08:33) We’ll likely probably need some more time to better understand how you’re doing it today.
Samantha Bouchard (08:38) Okay. Awesome.
Josh Brunell (08:40) Sam, any other questions or, you know, items you want to cover before we dive in?
Samantha Bouchard (08:48) No, I think that’s a good plan looking forward to getting into the platform.
Josh Brunell (08:54) I’ll let you take it from here. Okay?
Samantha Bouchard (09:07) I’m also in a hotel room on one screen, no worries. Shh.
Josh Brunell (09:16) Yeah, we’re at a company event all in Austin this week, so.
Mcasson (09:21) Oh, nice. Yeah.
Samantha Bouchard (09:23) Can everybody see the platform? Yes. Okay, amazing. Great. So josh did a really nice summary of kind of your current challenges and what we understand.
Samantha Bouchard (09:36) So I won’t reiterate that but just really want to show you what in the platform today, how we really centralized provider information, location data as well as payer data into a single source of truth through our core platform. So really giving you that overall visibility that you’re lacking today, how we handle some of your complex structures like multiple tins and these entity transitions that you’re going through. And then ultimately, how we help you really systematically move providers and locations onto your group contracts faster. So I think those are the key areas that we heard some of the things that your team is working through today. And so just want to make sure that, you know, I show you the different areas and where medallion can lean in, definitely want this to be conversational. So please feel free to stop me at any time and ask any questions or dive into anything else that you’re interested in. Awesome. Yeah. So as josh mentioned, we’re going to look at just our core platform. We’re going to look at the provider onboarding flow. Just know that when we do go into the provider onboarding flow, this is like a net new provider that you’re bringing on. We have… really through our implementation process really simplified the way that we get your existing data into the system, Melissa. So all of these providers from ept that you’ve onboarded and like your existing network during implementation, we’ll get all of that data in the system together and we can definitely have a session to talk about this. But this flow is really all your data’s in the system. And now you acquire a new group or you hire some additional providers, kind of what does that flow look like? So just to kind of level set with that. And then we’ll bring on that new provider. We’ll look at what it looks like to submit payer enrollments, but we’ll also pause on the payer enrollment piece and show you how you all would manage these acquisitions through our platform and then circle back to analytics. How we kind of give you that high level visibility. And then ultimately, if we have time, we can look at the delegated credit piece which is important. So what you’re seeing here is our, we call this like our provider directory page. So every single provider in your organization is gonna have an individual provider profile. We’ll look at what that profile looks like in just a minute. But essentially, we have our whole data structured in table formats. So everything you see here, can be filtered, downloaded, exported from the system into a format that works for you. So you really have like, you know, it’s kind of like your spreadsheets with your spreadsheets more organized… and kind of organized and updated here. So additionally, we’re gonna store all of your group profiles. So essentially, Melissa, this is all your unique tins. So what I heard from you is that, you know, you have a lot of tins, you’re kind of doing some different tin migrations, different tins roll up to different practices. And then obviously, you have providers under those tins. And that can be challenging to manage… thinking about this structure, Melissa, just so you can kind of visualize this. We do it in a layered approach. So we’ll hold your group profiles. We’ll then link your practices under each of those groups with just a click. And then you’re able to kind of level down into those individual, you’re able to level down into the providers that then roll up to those practices. So just kind of thinking about this data architecture as a whole. Is this kind of what you’re looking for when it comes to like data organization? Yes, absolutely. Awesome. Yeah. And so there’s a couple different ways to view this. You can view this in the way I just flowed. But then also each of your provider profiles are going to show you the groups and practices that they’re a part of as well as the payers that they’re enrolled with. So I think that’s a great thing about medallion is there’s multiple filters and ways to kind of get to the data that you want. And then it’s all really easily exported. And we have some really clean dashboards that summarize a lot of this as well. Great. So this is the standard data structure. The reason I spend time on it is because as you all know, gathering the data is the most important piece to perform these downstream functions. And that can be a significant challenge for some organizations. And then how you store the data allows you to efficiently execute on those downstream functions like payer enrollment. And so this is really our core architecture was designed so that we can use that AI and automation to execute on payer enrollments really efficiently and accurately. So you have a new provider fill out a couple pieces of information, invite them to the system. From there. They’re going to receive a customized welcome email. We can customize this text to your standard onboarding language, really make sure it aligns with how DPT is really presenting yourselves to your new providers. We can add some deadline dates, things like, that are important for providers to know. And then from here, they are brought through a customized onboarding flow. And so as an administrator, you have the ability to bulk import from caqh for the provider. But we also give the provider the ability to bulk import from caqh. And this is our most utilized integration and it really allows our providers to decrease the amount of time it takes them to complete their profile. So, we hear that sometimes it can take like up to 30 days to get the data from a provider. What’s the timeline you all are experiencing today? When it comes to just like a new provider getting on or in the acquisitions like how long is it taking you to like get all of that data on a provider? I.
Mcasson (16:04) don’t think it’s taking it’s not taking awful, too awful long. And I don’t know the actual time frame for you, Sam, though I don’t think it’s taking too long. I mean, like I said, like Ashley said, before our HR department works, you know, pretty tight knit with them. So there’s not too much of an issue on the time frame. Okay?
Samantha Bouchard (16:22) That’s great to hear. And so with, so yeah, we hear kind of all different ranges a week, two weeks, three weeks. You’d be surprised some people. It can take quite a long time. But with this integration, we’re able to actually pull the data directly from caqh that already is existing and validated on a quarterly basis to really kickstart their profile. That gives us about 70 percent. And what we find is that with this integration, we’re able to reduce the overall time to get the provider data down to on average two days. So, you know, even if it’s taking your HR time, your HR three, four days a week with some back and forth and emails. This is a great way to kind of reduce that to two days. And then ultimately like streamline all of those communications.
Mcasson (17:11) So that’s your basic is two days for that?
Samantha Bouchard (17:14) Yeah, exactly.
Mcasson (17:15) That’s impressive.
Samantha Bouchard (17:18) Yes, yeah.
Mcasson (17:19) It’s even better than a week. So, I mean if it does take a week, let’s just say the minimum two days is better than a week. So that’s impressive. Yep. A.
Samantha Bouchard (17:29) 100 percent. And I think, you know, what really drives I’ll show you a couple areas in the platform was that really drives that. So that integration that we have is proprietary. We’re the only one that have this specific integration with caqh where we’re not only able to pull data in from their profile, we actually can push the data back. And so we can take care of those quarterly attestations on behalf of the provider. Is that something that you all are managing today? Those quarterly attestations? Yep. So we can take that on. And then what we really want is medallion to become your source of truth. So, rather than somebody coming into medallion updating something and then going into caqh and updating it or, you know, they join a new group or they move practices, you make that integration, that change in medallion once. And then we’ll push that into caqh for parity. And the reason I’m sure, you know, you all have come across this, that is important is when you submit a payer enrollment application, if the information on the application to certain payers doesn’t match what’s in caqh, that can be an automatic rejection. And so that’s you know, a really big motivating factor into us maintaining that in addition to, you know, ad attestations coming in for providers at once and then that like derails your whole team for a day into kind of like updating those caq attestations. We would maintain that on your behalf. Do you see like value in that from like a time saving perspective?
Mcasson (19:05) Absolutely great.
Samantha Bouchard (19:08) Great. Yeah. And the goal here too is like to take some of that like mundane, those like click through items right off of your team so they can focus on some, you know, higher level tasks. I know you all have a ton to do when it comes to, you know, organizing your tins and getting those group agreements. Melissa, I believe that’s something that you’re pretty heads down on doing those negotiations, those fee schedules and so that’s really where medallion comes in is like, you know, there’s a lot to do behind the scenes like let’s take off the form, right? Pieces, the attestations, those really, you know, repetitive administrative tasks, let us do that. So you all can really focus on that strategy of your business… so quickly in the provider profile. We have a couple ways that we really streamline this and kind of eliminate this email back and forth and the ability for… paperwork to get lost. If you need additional documentation, your doctor, your physical therapist can take a picture of this QR Code, take a picture of their say diploma if we need that, and then it will instantly connect to the system. So no more kind of email back and forth, super simple way to get information into the system. We’re going to store all of their external accounts. So eliminate and this is all safe storage. So they have access to it through their portal. But then your administrative team has access as well as ours. And so you can see this is the provider view, but they really are going to have access to their full profile, their existing licenses. They’ll also get license reminders or certifications, etc. How does this compare to your current onboarding process? Like giving providers access to a portal. This is also where like if there’s any tasks that are needed.
Mcasson (21:09) Yeah.
Samantha Bouchard (21:09) This.
Mcasson (21:09) is a one stop shop. This is definitely your source of truth. We have like Ashley said before we’re excel based, we have different departments handling whether it’s you know, we have different credential contracting specialists that are handling each different thing. So this is just definitely a one stop shop. So you guys are just one area and we’re kind of different piecing out to different people.
Samantha Bouchard (21:35) Yep, exactly. And the good thing is that we have unlimited access from your administrative staff. So every single staff member can have a login here. And we do have like team based access controls. So if there’s certain visibility that you want to kind of edit, so that certain teams only can see certain groups of providers, things like that. You do have that ability to create this team structure here, right? In this column as well. Awesome. Great. So we’ve onboarded your provider. They’ve completed all their profile. They’ve signed their attestations, and from here, we’re looking to get them credentialed with your payers. And so let’s take a look at what that looks like here. So you as an administrator. So kind of back to what I said, like we want you all to own the strategy and we want medallion to own the execution. And so you all would come in here and you would say, okay, we’ve just onboarded Naomi Ely, we know she’s going to be at X practice with this group or multiple groups in, you know, this state then with the clicks. So what we’re going to do is when we do that implementation with your team, we’re going to look at all of your existing group enrollments and how those tie to your tins. And so the reason that we’re going to structure all that data in the system is one, so you can track all of your group enrollment information. Two, you know, exactly what tins those are associated with. And then when it comes to enrollment, it’s as simple as like a click of a button if you want to enroll Naomi with all the payers under that particular group. So this is kind of just a demo example where, you know, this particular group has, you know, six payers under it, but you might have 15. And so with a couple clicks, you’re able to come in, designate who you want Naomi to be enrolled with. And then you can indicate the lines of business that you’re looking for each of those payers. And on the next screen would be the practice location piece. So I know we talked about I’m just going to cut some of these right now. So that just make this quicker. I know we talked about, you know, the practice location piece being something that’s really important to you all especially if your providers are like hopping from practice to practice. So this is where you would make that practice association. You can multi select the practices that you’re looking to have them enrolled under. And then essentially you hit submit and that’s where your work ends. So if you think about this from a net new provider coming on board, which is a scenario we’re talking about. We’re going to be able to go ahead out of the gate, get all of your enrollments out, let those process behind the scenes. And I’ll talk about what our technology does while you all then are working on those, you know, that higher level task. And then we’re going to give you visibility so that’s kind of the net new provider. I’ll just pause quickly. I haven’t really gone into like the tech behind it because I want to show you that too, but I also want to talk through the tin like the acquisitions and kind of how that would look to make sure you really can visualize that. But from like a net new provider coming on, did you have any questions? Did that enrollment flow like make sense to you? All seem like pretty user friendly?
Mcasson (25:24) Yeah, it seems very user friendly. It makes sense. April. Do you have any questions… or comments or suggestions or anything?
AShipherd (25:34) No, I love the fact that we can have it bundled together based on where we’re going to be treating. That’s perfect. Yeah.
Samantha Bouchard (25:42) And we’re going to surface that to you all to make it easy. So it just like eliminates like that question of like wait, is this payr with this? You know, we’re going to organize all that so that it’s like your trusted source of truth. And we’ll talk about how that really will impact the scheduling piece as well, Mosa, because I know in April like, you know, the downstream of all this is claims… scheduling and scheduling, right? Okay. So that’s kind of the scenario for a net new provider. We’ll talk quickly just about like the moving of like the ept situation to the DPT. So as you’re thinking about this, Mosa, are you thinking about like because the migration is, has been, you know, you guys have been working on it for over a year. I’m assuming you’re going to have some ept tins stored in here for now, right? Because those are ones that you’re actively managing. So. Okay. So as you are, then like as each one of them rolls off and you begin to do that, right? You’ll be able to track that in the system and kind of like move those providers. So, sorry, you’ll be able to kind of like once that new group contract’s established that you want to move everybody to what that would look like is you would come in here and you’re going to click provider and you’re going to say, okay, Jennifer, Aisha and Noah, they are ep, they were under ept. It’s probably a lot longer of a list than that, but you can select, yeah, you’re going to say, okay, they were under an ept tin which you might still see here. Sure, officially, we’re ready to move them to our DPT tin. So same thing. So you’re going to kind of come in here. This is surfacing where licenses are missing, which is the demo environment which makes sense. But then you’re going to go ahead and associate them to all those new contracts.
Mcasson (27:48) Contracts? Okay? Yep.
Samantha Bouchard (27:49) Hit submit. And again, we’re going to take it on from here. So this is really as an administrator, you own the strategy. You tell us, we’re moving these providers. We’re adding new providers to this contract. You’re telling us the tin, the payers, the locations we’re doing the rest. And so what does that look like? So what that looks like is we get these requests in and this is really where the scaling piece is important, right? So as you’re requiring a… practice group that’s an insane amount of work, you’re trying to maintain the billable relationships that you have trying to move them in so you can capitalize on likely a better contract fee schedule, right? You’re trying to do that without any revenue loss. And so with medallion, we’re going to take on however many submissions that you put through. So when you think about it from a staffing perspective where you’re acquiring this group? Okay. Well, we need seven people staff members to be able to do this in X period of time with medallion, we have those operational experts on the other side of the fence here. And so you don’t have to worry about that scale piece. And so when you hit the submission, we’re going to give you visibility each step of the way. So this is your view. So you’re going to see what’s been requested, if it’s processing with the payer, if it’s complete, you’re going to have copies of. We don’t have that many good examples in here. But essentially, you’re going to know like the application was submitted, you’re going to have a copy of the application here. If it was a portal submission, you’re going to have the confirmation id. You’re going to have all of the same visibility that potentially you store today or don’t so you really see every step we’re taking. And then we’re going to follow that through all the way to par status. So another common item that we face, I don’t know if you guys have had this challenge is somebody might be par for two weeks and you all don’t have that notification yet? And so either they’re not seeing patients or you’re still holding claims when really they could have been seeing patients two weeks ago. Is that something that you all come across today? Yep? Yeah. And so we have, we try to prevent.
Mcasson (30:26) it, but sometimes, you know, they just sneak through. So it’s just communication with operationals end of it. So, yeah.
Samantha Bouchard (30:34) It’s a lot to manage and especially if it’s like, yeah, kind of gets lost. But so this is an example of how we use our RPA technology to submit these portal applications. So today, your team is manually coming in here, entering this information one by one. Obviously, that’s error prone can cause some challenges if you know, the wrong things added. But with our technology, we’re able to submit these similarly. It looks similar for the form applications and we’re storing every single payer enrollment process across the United States. So as you all are expanding rather than your team having to go in and say what’s the process for blue cross blue shield in Massachusetts, all that’s going to live in here. So that’s another just kind of piece that’s going to be taken off your plate. We have the automation and then importantly, we have those status checks. This is a medicare example where we can log in directly do a scan of the portal on a daily basis so that the second that par status is available, you all are being notified of it and that status lives here. So from an RCM perspective, a lot of our RCM leaders really light up when they see this particular page because it’s essentially a repository of all the completed enrollments where they’re active down to the location. Yeah.
Mcasson (32:00) Love it. Love that.
Samantha Bouchard (32:03) So this is something that would be valuable to you all from a scheduling perspective. Yes, absolutely.
Mcasson (32:11) Do.
Samantha Bouchard (32:11) you have, do you have a scheduling tool today that you’d want to connect any of this data to? Or do you think, how are you, would you envision this being used? Like would your team just kind of go into a provider? See what they’re active or?
Mcasson (32:29) I think that’s the initial way that we would utilize that. Yeah. Okay.
Samantha Bouchard (32:33) Well, yeah, just know that a lot of our, that’s totally out of the gate. Yeah. Oh, sorry. Go ahead, no.
Mcasson (32:40) No, no. I was just wondering like when you say like the scheduling, like you mean, like yours, so our, into our RCM correct?
Samantha Bouchard (32:48) Yeah. So that’s what a lot of, we have a bi directional open API. So a lot of our… current customers today will export like all of these active statuses. We’re going to notify you via email, and we’re also going to notify, you know, you can come in here and kind of see that visually with like a passive notification, but we’ll do real time API integrations with RCM tools or if they have additional like a scheduling layer that then just like kind of unlocks that internally.
Samantha Bouchard (33:21) So if there is any interest there, like happy to dig into that further. And then we can always support that as like a phase two as well. Okay. Awesome. So, you know, with the use of our, so by decreasing the two day onboard, the onboarding time down to two days, then our ability, we do have a 10 day SLA, and on average, we get our applications out the door in five business days. So we’re contractually committing that to you all in our contract. And then what we see on the other side from like a turnaround time is an average of 54 days across all of our payers. So you can really visualize how that overall timeline that you’re experiencing with the 90 days, potentially some back and forth when it comes to the onboarding kind of getting over to your team, how much this would be streamlined, you know, with everybody having access to, a centralized system. So just curious like Melissa by, you know, improving these timelines for a net new provider. And then with our system being able to take on the work of transitioning, you know, some of these ept clients over to your DPT contracts. What, what would that mean for your business overall?
Mcasson (34:53) Definitely quicker reimbursement all the way around. You guys have a platform. We’re like ancient right now living off of excel spreadsheets with the communication. So everything definitely quicker and reimbursement quicker and just better communication for every department that we have at DPT. So, you know, from your front office from scheduling to your back office and collections wondering just, you know, where to go, what to find. And you don’t have to filter through any spreadsheet. Like you said, this is your source of truth. This is a one stop shop and I love it. So this would definitely benefit DPT.
Samantha Bouchard (35:41) That’s awesome. Good. I’m so glad to hear that. Yeah, we can definitely see it. And, you know, we have seen it with other physical therapy practices. And then of course, when it comes to like these acquisitions like that is just such a headache for all of these prospects. And, you know, especially when you don’t know when it’s happening, you don’t know how many providers you don’t know this. So it’s like really impossible from like a staffing perspective to really prepare for something like that. And then to hit the timelines that you ideally would want to hit.
Mcasson (36:09) And josh, you said before that you guys do deal with other physical therapy companies, correct? And then how many?
Josh Brunell (36:15) Clinics.
Mcasson (36:17) would you say that they have provider wise? I would say maybe like at the volume or the growth that we’re scaling in, so.
Josh Brunell (36:27) Some of our larger PT customers are like confluent health. Okay? And Ivy Rehab, I think Ivy Rehab has close to 800 scaling to a 1,000. Okay? I’ll have to check how many… providers confluent has.
Mcasson (36:49) I’m pretty familiar with Ivy Rehab. So they’ve got, they got definitely a handful.
Josh Brunell (36:58) Yeah. And I’m looking, I think confluent has a couple 1,000 providers. Okay. So like, yeah, I mean, we, from a volume standpoint, sure like can absolutely support you. Okay?
Samantha Bouchard (37:13) And.
Josh Brunell (37:14) also like as far as like largest customer, like, yeah, we have a lot of both on, yeah, the provider group side, but even some health systems, large health systems we work with, use medallion to handle this work. So, yeah, I, actually, we just came out with a case study with Ivy Rehab. I’ll send that to you actually following this meeting. Oh, great. Happy to also as part of the process for like a validation purposes. If you’re ever interested in talking to a customer to like just validate the value of the partnership. Like once we like, you know, once, you know, like, hey, we’re leaning to moving forward, but we just want to have that reference call like happy to set that up for you as well.
Mcasson (37:56) Okay. Even perfect. Yeah, that’s even better. Thank you. Yep. Awesome.
Samantha Bouchard (38:01) And then, Melissa, I know you’re navigating a lot of like net new group enrollments and kind of managing that. And like the fee negotiations. And so we do have the option for you to complete a group enrollment in the system as well. So you would select the group that you’re looking for and the payer. This is just a little bit different because we do need you to be involved from like the terms and conditions, the negotiation perspective. So essentially, what we do here is like you make the request for a group enrollment. We submit the request. Once we get that back from the payer, we would give you a task that just like lets you know and gives you all the documentation. Oh, wonderful. You would do the T’s and the C’s the fee schedule negotiations. We kind of facilitate all of that back. And so what that really does for you is just gives you that visibility from a tracking perspective. You kind of have tasks of like, okay, like what’s open? Where am I working well?
Mcasson (38:58) Auditing perspective as well. You know, like our auditors come in like who approved this? Well, there’s you know, the chain of commands that keeps going. So, this is, I love that part of it. Yeah.
Samantha Bouchard (39:07) So, you’d have like an enrollment line for that group with all of those same notes documents, et cetera. So I think that would really kind of help you all. Yeah, awesome. So, I know josh, we have 20 minutes left. I know we talked about analytics and then the delegated credentialing piece, which I know is important, but that’s a different team. Any thoughts you, should we try to fit it in or just go right to analytics and set up a separate session for delegation?
Josh Brunell (39:41) Why don’t, we just do like a quick, you know, two minute, just like we don’t I don’t think we have to dive into like all the specifics on the psvs, but we could just talk about it and like turnaround time commitment like I think it’d be helpful, to understand on your side, like for your delegated arrangements, how long is it taking the team to put together a cred file today, and do the primary source verification. Do you have a, an idea of like, I know direct enrollments you mentioned like 90 days, but for like delegated credentialing do you know how long that team typically takes to turn around a cred file?
Mcasson (40:25) I don’t I’m not sure. Okay. So.
Josh Brunell (40:30) Good. We just, we often hear that because if there’s not a solution in place or a cvo kind of vendor that’s actually automating the primary source verification, it could be a pretty manual process especially when you bring on a big, large, a large subset of providers. So, yeah, just wanted to get an understanding of like what the delta would be cause. Yeah, we can, we, we’re generating these in just under a day and we have a three day SLA guarantee to have a cred packet set for committee review. So, yeah.
Samantha Bouchard (41:05) And so, Melissa, like the way that I think about it when it comes to delegated cred is you have your 90 days today for direct enrollments, right? With medallion, with delegation, we can get you down to an average of one day, right? And so what we help customers do is really tip that scale, right? So if you think you got, you know, 20 contracts and 19, you know, you got 20 contracts, 19 are direct and one is delegated. We want to get those delegation agreements up so that direct agreements go down and that you are ultimately like just seeing crazy increase, in your enrollment turnaround time turnaround.
Mcasson (41:49) Time. Yeah, right.
Samantha Bouchard (41:50) Yeah. So we support that and why this makes sense in one system is we generate the ncqa file. We support that. From an audit perspective. We help you all, we have policies and procedures. So we become your sub delegate. We have the policies and procedures that you can help to really increase the amount of time it takes you to get those delegated agreements. And then from an audit perspective, we’re your partner. So we’re going to support you in all that auditing. We have an audit ready system. We’re ncqa certified. So there’s lots of different ways that we can really help you. And so, yeah, I definitely think that conversation especially, you know, with you all kind of visualizing this as a single source of truth, would be huge for your business as you guys are moving forward. Awesome. So lastly, we have analytics and report builder. Do you have any type of analytics or reporting that you’re pulling today?
Mcasson (42:54) Within our RCM, but as far as now.
Josh Brunell (43:01) Yeah, I.
Samantha Bouchard (43:01) imagine it’s probably pretty hard to see from, yeah, from the spreadsheet, yeah.
Mcasson (43:07) From excel spreadsheet, no, nothing. And then, you know, so within our RCM, and it depends on what kind of analytics that we’re looking at as what I can see what you guys are doing. No, we do not have that.
Josh Brunell (43:19) Also is someone keeping track of like revalidations, like essentially, oh, yeah.
Samantha Bouchard (43:26) Yeah, that’s a good point josh, I kind of lost over that.
Josh Brunell (43:30) No, I was just going to say we didn’t talk about that when we’re going through the enrollment piece, but it’s essentially automatically tracked and flagged in medallion to where you don’t have to try to keep up with, right? With tracking. Those that’s all those revalidation dates, are all tracks. And then anytime we know, something’s up to be renewed like we that.
Mcasson (43:53) We know, right? That we can approach that yep, right?
Josh Brunell (43:56) And so we could also, there’s different ways to view that, but, and, some people leverage our analytics, but it is something that’s automatically tracked flagged and notified for your teams.
Samantha Bouchard (44:06) Okay. Yeah. Because after going through this process, the first time, the last thing that we want our clients to deal with is getting them non par for missing a revalidation date that’s not fun. So, yes, we track all of that. Thanks for bringing that up, josh. And then from our analytics tab really give you that 30,000 foot view. So, you know, with all of these groups that you’re requiring there’s a leadership piece, right? This is a very challenging area. And so this really gives you all that high level visibility into how many enrollments are kind of issued month over month? Like what different status that those enrollments are in as those are completed. You know, you can log in with your cup of coffee in the morning kind of see like how many are coming through and then that overall transition time. We do have some other custom reports that might be valuable to you all like just around like market coverage. So kind of getting an understanding of like what payers you have contracted and which states, you know, as you guys are all expanding. And so there’s a lot of other insights if you all are looking for specific information that we can certainly kind of pull from the back end the highlight. And then we also have this report builder. And I like to show this because especially for clients, you know, even clients that are transitioning honestly, Melissa from another like vendor, for whatever reason, it can be really hard to like get data out. And so that’s one thing medallion has really streamlined is just giving you access to your own data, right? There’s other reports you might need to run. You kind of want to understand like market coverage, for example, or, you know, right practices that are lacking staff where you need to fill staff, things like that. And so you can kind of create your own reports ad hoc. It’s going to generate below and then you have the ability to save it, export it. If you save it, you can make this a reoccurring report that runs automatically on a specific cadence as well. But if you are running something pretty regularly, we’d prefer to just build that for you as a dashboard so that you kind of have that at the tip of your fingers that.
Mcasson (46:31) Would be helpful for the coo? Yes.
Samantha Bouchard (46:33) Exactly. Visibility, is important. Any other like areas of this data that you can think of that you know, would be valuable for your leadership to have or other areas of the business? I.
Mcasson (46:49) Can’t think of anything right now. But like I said, I’m sure that we can venture down that path, but it would be helpful for our VP of operations for sure. Awesome.
Samantha Bouchard (47:03) Great. So before I wrap up, you know, any other thoughts, anything that you were hoping to see that we didn’t cover any other questions I can answer for you or April? I.
Mcasson (47:17) Think I’m good, April, do you have any questions?
Samantha Bouchard (47:19) Or, I don’t I would say that was a lot of information that was great. Awesome. Great. So just kind of to summarize, you know, we looked at how medallion really helps you centralize your provider and location and payer data in one single place, allowing you to really manage those transitions as well as expand your business with net new providers by reducing like the fragmented and ongoing manual work that you’re experiencing today, you know. So hopefully, you know, we can dive a little bit deeper into delegated if that’s of interest to you all. And then also, you know, happy to dive in to PE or any of the other areas with any other team members, if you think that would be helpful, but just appreciate, the open dialogue and the conversation today. And thanks.
Mcasson (48:12) Sam. Yeah, yeah.
Samantha Bouchard (48:13) Awesome.
Josh Brunell (48:16) Thanks, Sam. Yeah. And as far as like… next up, I know we talked about this briefly but let me just reshare my screen. So, yeah, obviously we walked through the demonstration. I wanted to share this. This is just like a high level kind of timeline, and some of the milestones we typically see customers want to partner with us on as we’re going through the evaluation process. Obviously, we’re still early in this process with you all. But one thing that I think any executive that’s going to be involved in this decision is going to want to know is like obviously how much is this going to cost? So definitely want to talk about how we can scope a pricing proposal for you, Melissa, and then also like what’s the potential value and Roi this is going to bring. So like as a next step, I typically would recommend from here, of course, like, hey, debriefing on the demo, what are your thoughts? And if you feel like, hey, this is a good, strong technical fit. Let’s talk about how we can get, that information. So we can put together the proposal and then ultimately… review it with your team prior to getting in front of the executives. Does that sound like a good next step? Okay. Awesome. And then my next question is like from a timeline standpoint, if we had to kind of work back, whether you go with medallion, whether you go with another vendor, like ultimately, when are you looking to have a decision made, and like what would be like ideal, like implementation kind of kick off in your mind, I.
Mcasson (49:57) Would definitely say within… the next couple months?
Josh Brunell (50:04) Okay. Or?
Mcasson (50:05) Like if you want me to really be honest like yesterday, but I’m not gonna say that.
Josh Brunell (50:09) Yeah, we all wanted this to happen yesterday, but like realistically based off of your experience, probably onboarding other vendors or, like, what is that? I guess that’s my next question. Like what typically goes into this? Like is there anything that, you know, is like, hey, we have to follow this process when bringing on a new vendor that might not be listed here?
Samantha Bouchard (50:31) No. Okay. Cool.
Josh Brunell (50:35) That’s good to know. So, yeah, we have like a structured kind of scoping document which I could send to you which I’m going to fill out based off of some of the things I’ve heard. So like total number of providers, one area that I had a question on. So I was on your careers page and I was looking at least on doctors of physical therapy’s website. I don’t know if there’s other websites that have openings for like empower or others, but I saw it was about like seven or eight PT positions that are being hired that are looking to get filled across the org.
Josh Brunell (51:11) I guess what would, what do you think is like a good estimate for the number of new providers you’re expected to bring on annually or even monthly like that you typically see?
Mcasson (51:25) I can say that well, we don’t have any acquisitions that are going to be huge going forward within the next six months to a year that I’m aware of. So I don’t know how many. So I would say that we currently have about 400 providers now combined… but going for, I mean, maybe… 20 to I’m not sure going forward, how many, if without any acquisitions, how many that we can plan for?
Josh Brunell (51:58) Okay. Would, would using, the number of open positions that are on the careers page, be a good estimate? Yeah.
Mcasson (52:06) I mean, they do those that would be a good estimate. I can even ask HR if that’s a good estimate, but they’re probably going to tell me the same thing. So, I would say, you know, definitely within the 70 but I, that might be a lot that’s to me. That seems like a lot. It’s too many. I was going to say, that seems like a lot. Okay?
Josh Brunell (52:29) Yeah. What I’m going to send you the scoping document. You let me know like organic growth, like not talking acquisition organic.
Mcasson (52:36) Growth. I would just do maybe 20 to 30. I wouldn’t say that many?
Josh Brunell (52:39) Yeah. Okay. Yeah. The reason why I ask is because obviously we’re going to, we’re going to model out a business case. And one of the things is like, okay, how many new providers are we bringing on annually? And if we bring them on 30 days faster, what’s that going to contribute as far as accelerating revenue? So, that was the reason why I was asking for that. Other part of it is just to validate like, hey, how big is the credentialing team today? Where can we help from a workload reduction standpoint? And then the last part being around any sort of kind of like errors you’re seeing in the process? Like how often are you getting? Are you seeing claims denials or write offs due to credentialing errors? Or delays? So I’ll send you that information. It’s a, it’s a very short kind of just checklist of data points we need. And then we’ll come back and that will help us both build out the kind of Roi summary which we’ll review as well. And then, and then the pricing. So I’ll send that over if that sounds like a good next step. And then why don’t we, would it be all right as well? So I’ll include that in my recap… would it be okay if we maybe penciled in some time for next week potentially or end of this week to, yeah?
Mcasson (54:05) Let’s do the following week? Okay?
Josh Brunell (54:08) Yeah, that way, it gives you all a couple of days to kind of… talk internally about the scope and questions there’s just a few of them. And then we could get that data sent back and then we’ll review. But yeah, I mean, we’re me and Sam are wide open Monday or Tuesday of next week. Let me see any particular times that work for you, let.
Mcasson (54:32) Me check out… also.
Josh Brunell (54:38) Just to make sure the 400 providers you mentioned, yep, does that include ept? Yes. Okay. Cool.
Mcasson (54:49) Let’s see next week. We can do next Tuesday after around this time or whatever. Let’s do because we have, I want to be on that iron after 12 30 Central Standard Time. Okay? The 20 first of April is fine. Okay. Can we?
Josh Brunell (55:12) Do, yeah, one to two? I don’t know if only a full, yeah, that’s.
Mcasson (55:15) perfect. Yep. That’s perfect. Let’s do that. All right. That’ll give us enough time to I’ll get.
Josh Brunell (55:20) That sent over shortly. I do have a couple of back to back meetings here, sure. But by the end of today, I’ll send my recap and the call recording once it comes through, okay? As long as along with the scoping document. And if you have any questions with it too, feel free to give me a call either to my cell phone or just shoot me an email. In the meantime, it’s pretty straightforward. It’s just like, hey, how many providers you have, how many expecting to have next year? You know, okay, what are your current turnaround times? And then that way we can build out the business case. So, yeah, I’ll get that over shortly. Any other questions? Melissa? Nope.
Mcasson (55:57) I’m good. April. Anything you’re good? I do not.
Josh Brunell (56:00) Do you just candid question? Like, do you all feel good directionally about what you saw and like, do you think this is, love it? Okay? Perfect.
Mcasson (56:10) Yeah, I see a lot of value to it. Awesome.
Josh Brunell (56:13) Awesome. Glad to hear. And yeah, I think as far as the fit, like it’s a no brainer. I mean, I think this is like our sweet spot really is like the kind of current size that you all are at. And like when you hit this kind of maxed out capacity with the team, like this is really where we come in and add a lot of value. So excited to keep the conversation going. Okay? Sounds good. Awesome. Have a great day, everyone, you too.
Mcasson (56:39) Bye bye. Have a good day. Bye bye.