Corporate Relationship in Healthcare

ASCI
Healthcare Mktg Module 2008
Corporate Business
Sudhaker.jadhav@wockhardthospitals.com
ASCI
Definition:
“…Business comprises the revenue
generated by patients from
companies / corporates which are on
credit/cash basis.”
ASCI
TYPES OF CORPORATES
 Private : L&T, Reliance, TATA Motor
 Central Govt: Central Railway, ECHS
 Public Sector: BSNL, Air India, IOC, ONGC
 State Govt: Mumbai Police, Kutumbh Arogya Yojana
Community based: Jain Samaj Group, Large Society
And corporates associated with various TPA’s……
ASCI
GUIDELINES
FOR
CORPORATE EMPANELMENT
ASCI
(To Know About Your Corporate)

 Vicinity.
 No. of employees
Location of stay of employees
 Age group and gender
 Annual Turnover
Contd…….
ASCI
Contd…….
Payment modalities ( re-imbursement/credit facility)
Grade-wise classification of beds.
 Credit period.
 Any criteria for retired employees.
ASCI
VICINITY OF THE CORPORATE FROM

TREATING HOSPITAL
Through this you can assume what would be the
probability of patients coming from that company as most
the employees prefer the nearest healthcare provider.
ASCI
NO. OF EMPLOYEES
More the number of employees …. More business potential
NO. OF EMPLOYEES RESIDING NEAR

HOSPITAL
Naturally more no of employees residing near your
hospital … more the possibility of business.
ASCI
AGE GROUP AND GENDER

Age group will tells you for which disease they are more
prone to and according to that we can organize various
programs to prevent that disease.
Identification of no. of gender will gives an idea whether to

target on female related diseases or Vice versa (e.g..
MTNL…female dominated).
ASCI
ANNUAL TURNOVER
This is very important point to consider while
empanelling any corporate basically to judge their
paying capacity. E.g. BSNL (Got a b/s of 20Lakhs in less
than 3months but still fighting for total recovery even
after 10months).
ASCI
PAYMENT MODALITIES
This tells you whether company offers cashless benefits to
their employees or it’s a re-imbursement poilicy,
accordingly guide to your admission counter to avoid any
kind of hassles at the time of admission.
ASCI
GRADE-WISE CLASSIFICATIONS OF BEDS
At the time of empanelment, it always better to ask about

the classification of beds category as per their employee
Grade so that incase if they find our room rates are on a
higher side, we should be able to match as per their
standards so that max. employee can avail the treatment
e.g..State Bank of India
ASCI
CREDIT PERIOD
For any empanelled company, the normal credit period

to clear the bills ranges from 15 to 30days based upon
their company policy. Once credit period crosses,
hospital are liable to charge 2%on the total bill on the
ground of delay in payment..
ASCI
CRITERIA FOR RETIRED EMPLOYEES
It always better to know what type of benefits they have
for their retired employees whether they offer cashless
benefits or they have to pay cash then get it reimbursed
from their company. E.g.Indian Airlines
ASCI
(PRICE NEGOTIATION )
We should always try to convince our corporate with our own
Hospital rates without giving even single discount.
Issues related to pricing:
1) Customized Package (Like central Railway)
2) Discounted package (like Indian Airlines)
3) CGHS vs Hospital Rates
ASCI
TERMS AND CONDITION FOR

EMPANELMENT
Basic requirements:
 Waive out the deposit amount.
 Carry the authority letter at the time of admission.
 Employee must accompany for dependents hospitalization.
 Emergency admission on the basis of I-cards.
 Intimation of emergency admission to the respective company.
 Class of the patient.
 Payment within 15days.
ASCI
AGREEMENT LETTER
Basic requirements:
1. Mention about the services (IP/ OP).
2. Who is eligible (Employee + Dependants + Retired

employee).
3. Authorized signatories.
4. Billing address
5. Reference procedure
6. Room entitlement
ASCI
HOSPITALIZATION PROCESS
FOR
CORPORATE PATIENTS
H o s p it a li z a t io n P r o c e s s f o r E m
ASCI
p a n e lle d C o r p o r
P la n n e d C a s e E m e r g e n c y C a s e
30 Days Credit Period

I m m e d ia t e C a r e t o t h e p a t ie n t
L e t t e r o f C r e d it f r o m t h e r e s p e c t iv e
t h e b a s is o f I - c a r d o r t e le p h o n
c o m p a n y w it h c le a r s p e c if ic a t io n o f
c a ll f r o m a u t h o r i z e d p e r s o n
c la s s e n t it le m e n t e t c .
f o ll o w e d b y L e t t e r o f C r e d i t .
D i s c h a r g e f r o m t h e H o s p it a l
M e d ic a l R e c o r d s w ill b e g iv e n t o t h e p a t ie n t & t h e b ills

c o m p a n y f o r r e im b u r s e m e n t .
ASCI
Key Strategies
•Relationship Management
•HR/ Admin Meet
•Brochures Corporate Business
•Life Style Modification •CME’s for

Corporate Doctors.
Programme
ASCI
 Formation of Core Group CLUB.

 D2C approach.
 Pink Pages.
 News Letters
 Corporate CD/Film
 Clinics in Company Premises.
 Organize Health Week like prudential
ASCI
VARIOUS PROBLEMS DEALING WITH CORPORATES
 Not carrying the reference letter.
 Beds category.
 Types of stents used.
 Billing related issues.
 Recovery of payment.
ASCI

Corporate Relationship in Healthcare

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Corporate Relationship in Healthcare

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ASCI

Healthcare Mktg Module 2008

generated by patients from

companies / corporates which are on

 Central Govt: Central Railway, ECHS

 Public Sector: BSNL, Air India, IOC, ONGC

 State Govt: Mumbai Police, Kutumbh Arogya Yojana

Community based: Jain Samaj Group, Large Society

And corporates associated with various TPA’s……

(To Know About Your Corporate)

Location of stay of employees

 Age group and gender

Payment modalities ( re-imbursement/credit facility)

Grade-wise classification of beds.

 Any criteria for retired employees.

VICINITY OF THE CORPORATE FROM

Through this you can assume what would be the

probability of patients coming from that company as most

the employees prefer the nearest healthcare provider.

NO. OF EMPLOYEES RESIDING NEAR

Naturally more no of employees residing near your

hospital … more the possibility of business.

AGE GROUP AND GENDER

Identification of no. of gender will gives an idea whether to

This is very important point to consider while

empanelling any corporate basically to judge their

paying capacity. E.g. BSNL (Got a b/s of 20Lakhs in less

than 3months but still fighting for total recovery even

This tells you whether company offers cashless benefits to

their employees or it’s a re-imbursement poilicy,

accordingly guide to your admission counter to avoid any

kind of hassles at the time of admission.

GRADE-WISE CLASSIFICATIONS OF BEDS

At the time of empanelment, it always better to ask about

For any empanelled company, the normal credit period

CRITERIA FOR RETIRED EMPLOYEES

It always better to know what type of benefits they have

for their retired employees whether they offer cashless

benefits or they have to pay cash then get it reimbursed

from their company. E.g.Indian Airlines

1) Customized Package (Like central Railway)

2) Discounted package (like Indian Airlines)

3) CGHS vs Hospital Rates

TERMS AND CONDITION FOR

2. Who is eligible (Employee + Dependants + Retired

30 Days Credit Period

M e d ic a l R e c o r d s w ill b e g iv e n t o t h e p a t ie n t & t h e b ills

•Brochures Corporate Business

•Life Style Modification •CME’s for

 Formation of Core Group CLUB.

VARIOUS PROBLEMS DEALING WITH CORPORATES

 Not carrying the reference letter.

 Types of stents used.

 Billing related issues.

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