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THE EVE OF DISRUPTION
David W. Johnson, CEO
Acute and Post-Acute Summit| 04.19.2018
SECTION 1MACRO TRENDS: “TELL ME WHAT’S GOING ON?”
IN A NUTSHELL
THREE QUESTIONS
TOP-DOWN FAILURE
BOTTOM-UP SUCCESS
3
EVE OF DISRUPTION 1960’S
BARRY MCGUIRE
DECEMBER, 2017
1968 AND 2018
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And you tell me over and over and over and over again my friend,
You don't believe we're on the eve of destruction.
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ARTIFICIAL ECONOMICS MORTALITY VS. COST
INFLECTION POINT
ORIGINAL SINS
ROEMER’S LAW
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AVERAGE WORKERS SUFFERING PRODUCTIVITY-INCOME
ALIGNMENT
DIVERGENCE
GLOBALIZATION
HEALTHCARE
Source: Bureau of Labor Statistics (Productivity); U.S. Census Bureau (Household Income)
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HEALTHCARE AFFORDABILITY INDEX• 12
DISTORTED CONSUMER
PERSPECTIVE
COUNTER-PRODUCTIVE TAX
POLICY
HEALTHCARE ATE MY RAISE
IT’S A DRAG
Source: Kaiser/ HERT Survey of Employer Sponsored Health Benefits, US Census Bureau, Annual Social and Economic Supplements
VALUE FOLLOWS PAYMENTFFS PAYMENT DOMINATES
ACCELERATING TREND
UPTON SINCLAIR
TIPPING POINT
Source: Health Management Academy H2C Strategic Survey: September 6, 2017
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EXCEPTIONALLY MEDIOCRE: OUTLIER AMERICA OUTLIER STATUS
SOCIAL DETERMINANTS OF
HEALTH
AHA CARE
BETTER THAN CANADA
Bradley, E., et al., (2011). Health and Social Services Expenditures: Associations with Health Outcomes, BMJ Quality & Safety. 20(10), 826-831.
SECTION 2IT’S THE CUSTOMER, STUPID!
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“…many of you are leading uneventful, lonely lives. Perhaps you don’t understandthat on your steadfastness and ability to withstand dull, repetitive work depend the happiness and prosperity of the community as a whole.” Queen Elizabeth II
THE POWERFUL ARE THE LAST TO KNOW
DISCONNECTED TRANSACTIONS
OREGON VA SCANDLE
JOHN POWERS
PICTURES IN THE CUSTOMERS’ HEAD
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VALUE-SEEKING MACHINES
OBVIOUS CONSUMER TRUTHS
3 JOBS TO BE DONE
EMPATHY
Cleveland Clinic Empathy Video
REDEFINING CUSTOMER EXPERIENCENEW CEO
NEVER LET PATIENTS GO
CONNECTIVE TISSUE
ELEVATOR SPEECH
DOOR-TO-DOOR
11
SECTION 3POST-REFORM MARKETPLACE
UNIQUE BUSINESSES
NEW COMPETITORS
TARGETED SOLUTIONS
DIFFERENTIATION
12
THIS TIME IS DIFFERENTGOVERNMENT
CORPORATIONS
CONSUMERS
SMART MONEY
13
TWO-FRONT BATTLE FOR MARKET SHARE CARE MANAGEMENT RISING
ENGAGING CUSTOMERS EVERY DAY
SEGMENTING PRIMARY CARE
RIGHT CARERIGHT TIME RIGHT PLACE RIGHT PRICE
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MEET THE DISRUPTERS FOCUSED FACTORIES
ENHANCED PRIMARY CARE
COMPANIES
RETAIL CLINICS
ASSET-LIGHT PROVIDERS
“We always over-estimate
the change that will occur
in the next two years and
under-estimate the change
that will occur in the next ten.
Don’t let yourself be lulled
into inaction.”
-Bill Gates
The Road Ahead
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“PLATFORMING” HEALTHCAREBUSINESS MODEL
OPTIMIZATION
INTRA-COMPANY LOGISTICS
PATIENTS/CUSTOMERS FIRST
BEST OUTCOMES AT
LOWEST COST
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REAL ECONOMICS NEW MATH VS. OLD MATH
REVENUE OPTIMIZATION
COST ACCOUNTING
DIFFERENT MANAGERIAL
PERSPECTIVES
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CONCLUSIONDEMAND-DRIVEN CHANGE; SUPERHERO RESULTS
OUTCOMES MATTER. CUSTOMERS COUNT.
VALUE RULES.
David Johnson
www.4sighthealth.com
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David Johnson
@marketvsmedicine
