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August/08/2013
Enfoque comercial en la direccin del laboratorio clnico y
su importancia en las relaciones estratgicas
September 2012 Clinical Laboratory News: The Path to Better Test Utilization
By Genna Rollins
Value of Clinical Laboratory Services in Health Care
Value of Clinical Laboratory Services in Health Care
Bioqumico Farmacutico.
Especialista en Inmunologa Clnica - Laboratorio.
Manejar el negocio
The Laboratory con ms
business oportunidades
are changing para
a lot, then tener
we need
xito to run the business with more opportunities to succeed
The solution has got to be global
Servicios Estrategicos
Servicios Auxiliares
Laboratorio de Anlisis Clnicos
Laboratorio de Anlisis Clnicos
Medicina Multidicipliaria
Acciones
Innovacion de Servicios
POSICIONAMENTO ESTRATEGICO
Medicina
Efectiva
Preventiva
Operacional
Aumento de
Ms
Dollars
la esperanza
Competencia
de vida
Crecimiento
Poblacion
Tiempo
Clinical Laboratory
DESCUENTOS POR
VOLUME
2.0
ATENDER LA DEMANDA
1.5
1.0
0.5
1 2 3 Innovacion/Tiempo
Development People & Business
Time
Run Your Lab
Like a Business
Happiness/Leader
Success/Results
Support/Technical
Support/Technical
Conducta o procedimientos inadecuados
durante la fase pre-analtica que producen
alteraciones
alteracionesenen
los
los
resultados
resultadosdede
las
pruebas de laboratorio.
La Cadena de Salud.
Investigacin
Definicin de Establecer Control de
de Mercado Marketing
Mercado Estrategia de Plan de
y Entorno Mix
Objetivo Marketing Marketing
Econmico
Process
Relaciones
PRODUCTOS PRECIOS
Precios Servicios SERVICIOS
Productos de Calidad Relaciones
Productos Bsicos Relevantes
Servicios Bsicos
Servicios Relevantes
I II III
Productos Productos y Servicios Servicios
Santander - 6 - 8 junio 2012
1,000
Private
30%
Public
500
70%
Private
30%
Public
70%
Vision de Nuestros
Pacientes y
Medicos
Vision de Nuestros
Pacientes y
Medicos
Oportunidades
de
Oportunidades de Negocios
Negocios
2010 2020
Su Talento es la Clave
El valor slo puede ser medido por el desarrollo del ciclo bsico de
la atencin, y no un procedimiento, servicio o examen clnico por
separado.
Casi nadie se toma una perspectiva de ciclo completo de la
atencin, incluidas las medidas para prevenir la recurrencia o la
necesidad de la intervencin.
Utilizacion de Sistemas y
Computadores
Nombre
Most hospitals are designed for the nineteenth century.
The specific kinds of work and performance measures may differ from one setting to another,
but the key responsibilities of leadership are the same.
Performance Matters
Value is Necessary, We dont need price only
Improvements in Performance Require Teamwork
Health cares new leaders must organize employees into teams; measure their performance.
Ver.01, Agos/2006
Financial Incentives in Health Care, as in any other industry, are necessary, but not sufficient to
optimize peoples performance.
AV: COMANDANTE BRS DE AGUIAR, 99 NAZAR Belm/PA
PMC
PMC is a free full-text archive of biomedical and life sciences journal literature at the U.S. National Institutes of Health's National Library of
Medicine (NIH/NLM).
There is virtually universal consensus that the health care system in the United States is too
expensive and that costs need to be limited. Similar to health care costs in general, clinical
laboratory expenditures have increased rapidly as a result of increased utilization and
inflationary trends within the national economy. Economic constraints require that a
compromise be reached between individual welfare and limited societal resources. Public
pressure and changing health care needs have precipitated both subtle and radical laboratory
changes to more effectively use allocated resources. Responsibility for excessive laboratory use
can be assigned primarily to the following four groups: practicing physicians, physicians in
training, patients, and the clinical laboratory. The strategies to contain escalating health care
costs have ranged from individualized physician education programs to government
intervention. Laboratories have responded to the fiscal restraints imposed by prospective
payment systems by attempting to reduce operational costs without adversely impacting
quality. Although cost containment directed at misutilization and overutilization of existing
services has conserved resources, to date, an effective cost control mechanism has yet to be
identified and successfully implemented on a grand enough scale to significantly impact health
care expenditures in the United States.
http://www.ncbi.nlm.nih.gov/pmc/articles/PMC358317/
Al igual que los costos de atencin de salud en general, los gastos clnicos de
laboratorio han aumentado rpidamente como resultado de una mayor utilizacin
http://www.ncbi.nlm.nih.gov/
The Co-Creation of Value with Customers
PRECIO
SERVICIOS
INNOVADORES
2010 2020
SALUD LAB
http://www.bbc.co.uk/news/health-15025970
Logistica
Conocimiento del
Proceso!
Precio
Blood Collection
Customer
3) Bad Blood Collection Relationships?
/Great Relationship
Programa de Visitas
Tecnicas-Comerciales
Programa de
Capacitaciones Relevantes Productos
para el Negocio del
Cliente (Usuario).
Laboratorio Clnico & Su Impacto en La Decisin Mdica Cmo Mejorar las Relaciones Medicas con
El Servicio de Laboratorio Clnico.
poca de Las relaciones, Cmo Debe Actuar el Profesional de Laboratorio Clnico para Hacer la Diferencia?
Proporcionar
ms pruebas
Ms
conocimiento
Ms Servicios Mucho ms
Compromiso
Garanta de
Poco Mas puntos de
calidad
Tomas de
Compromiso
Muestras
EXITO
FINANCIERA
CLIENTES
PROCESOS INTERNOS
APRENDIZAJE Y CRECIMIENTO
1 EFICIENCIA
MARCA 2 OPERATIVA
3
4
CONOCIMIENTO
TCNICO
RELACINES
Good Morning - Guten Morgen Buen Dia
MUCHAS GRACIAS