By Dr. Charles Gold, Optometrist, New York, NY
When a pharmaceutical representative enters my office, I expect one thing: that they add value to my practice. Working with a pharmaceutical representative is all about building a relationship. We want to feel that you know our practice and our staff. We want to see that you have something to offer us – beyond free samples. For any pharmaceutical representative looking to better their physician practice approach, here are my top two tips:
Get to know the staff. Too often, pharmaceutical representatives walk into an office and head right for the doctor. The is not the right approach at all! Instead, take some time and get to know the practice staff. Be sure to write down every staff member’s name and maybe even a brief description if it will be helpful for you.
Then, the next time you visit the doctor’s office, review your notes and make a point of using their names in your conversations. This will go a very long way in standing out and making an impression on the people who work very hard – and are often the individuals entering the prior authorizations (PAs) for your prescriptions!
Be helpful and offer advice. This can be as simple as reviewing the office’s website or as detailed as providing a new vendor service to the office.
Consider this: it is becoming more and more difficult to run a practice, and prior authorizations are definitely among the time-consuming challenges we face. If you offer a value add – such as a prior authorization service vendor – you’re likely to catch the office’s attention. Doctor’s offices are going to favor companies that work with PA service providers like PARx. They’re easier to deal with. They make getting PAs approved easier and quicker. And they help us keep our patients happy!
Plus, by offering a PA service provider, you as a pharmaceutical representative are opening the door to new information. Some of the best reps I see in my office are the ones who come in, say hello to my staff, maybe bring lunch, and check in to see how PAs are progressing in the office. Are they being approved? Which medications are most denied, and what are the common reasons given? By reviewing this information, the reps are able to learn more about our practice, They are able to offer insight and prove their worth to both me and my staff.
Today, in order to be truly successful in establishing a relationship with a physician practice, pharmaceutical representatives must add value!
In this blog so far, you’ve heard our insights into how to best meet the prior authorization (PA) challenge – we hope you’ve found our posts to be relevant and helpful to your practice. Over the coming months, we’re going to add outside voices to the blog, sharing the experiences of physicians and their practice managers across different therapeutic areas. Whether you’re in an ophthalmology or optometry office, you’re an OB/GYN or a gastroenterologist, or another specialty, PAs are a pain point for which every physician practice can use a prescription!
As a sneak preview to this series, here are some examples of how taking on the PA challenge through partnering with PARx has helped physician practices, in their own words:
“I didn’t use to do a lot of PAs. But now, more of the medications I prescribe require them. I used to be like most doctors I know – if I knew a medication needed a PA I avoided it. The PASS system is good because PARx knows how to expedite the process. With PARx, it is much easier for my practice, and there is no cost – using PARx is a no brainer.” – an OB/GYN in Alabama
“Before we used PARx, we tried a PA service that just provided the forms, meaning that if the PA was denied or there was an issue, we had to call the insurance companies ourselves, which was time consuming and frustrating. I would rather go through gum surgery than do that again! Now, with the PASS system, our patients are getting what the doctor is prescribing more often and in a more reasonable amount of time.” – Practice Manager for an Optometrist in Massachusetts
“In the past, we were in a real bind when the prescription was denied for a medication for which there really was no substitute. Since we started using PARx, we see a lot more approvals, and our patients are really happy when they can get the medication they and the doctor want. Plus, I and the rest of the practice staff have more time to help the patients in front of us instead of sitting on hold with the insurance company, where we would wait 15-20 minutes just to talk to a live person. On the PASS system, it takes a fraction of that time to enter all the information, and then their people take it from there. So much easier.” – Practice Manager for an Endocrinologist in New York City
Sound familiar? Stay tuned for more stories on how meeting the PA challenge is good for your staff, your patients, and your bottom line.
“Listen to the voice of the customer.” It is an age-old business adage and one that the best companies always take to heart. Over the past several months, we have had discussions with dozens of physicians and their staff to understand how our service can help them save even more time, produce higher PA approval rates, and most importantly help their patients get the therapy that is best suited to treat their conditions. When customers speak, we listen!
We are excited to announce several enhancements to our PASS system – many created in response to feedback from physician practices utilizing our PASS service – that we will be rolling out in the first quarter, including:
- Single-User, Multi-Physician log-in: Group practices will be able to designate PASS users who can submit prior authorizations (PAs) for multiple physicians in the practice under a single log-in.
- Chart note uploads: Users will be able to upload chart notes directly into the PASS submission, eliminating the need to print and fax these separately.
- Electronic signatures: Prescribers will be able to register for PASS and electronically sign their HIPAA Business Associate Agreement, enabling them to register and immediately begin to submit PAs.
PARx continues to add new sponsored products to our roster. For example, we have added new brands to our already comprehensive list of eye care products covered, and are significantly strengthening our roster of covered products in several other therapeutic areas including diabetes, GI, weight loss, and dermatology to name a few.
PARx is in discussions about partnering with multiple Electronic Medical Records (EMR) providers. Our goal is to enable registered PASS users to initiate PAs from within their EMR, pre-populating the PA submission with information from the patient record. For some large group practices, PARx will be fully integrating with their EMR to provide the most efficient and comprehensive PA service in the market today.
We highly value the trust that our users have placed in PARx, and we constantly strive to improve on our market-best PA service. I would like to personally thank all of our users and wish each of you a happy and healthy holiday season and new year. We look forward to 2017 with enthusiasm!
Pharmaceutical Processing | Dan Rubin, CEO | December 1, 2016
Tackling the Prior Authorization Challenge
The commercial dynamics facing the pharmaceutical industry have shifted in recent years. It is no longer sufficient to market pharmaceutical products based solely on efficacy and side effect profile, or to contract with managed care for formulary positions. It has become vitally important for pharma to help physicians navigate the complex maze of patient access due to managed care restrictions, in order to help patients receive the best treatment for their condition. Read the full article
PRNewswire, November 29, 2016
PARx Solutions is pleased to announce its partnership with ZappRx, a digital specialty prescribing platform focused on increasing patient access to specialty therapy. This strategic partnership combines ZappRx’s expertise in automating the specialty drug prescribing process with PARx’s expertise in helping prescribers overcome challenges experienced during prior authorization that lead to delays in patients receiving their medications. Read the full article
Primary Care Optometry News, November 2016
Optometrists say they are providing better patient care by using a prior authorization service that facilitates patients receiving insurance coverage of necessary medications.
PARx Solutions’ free support system helps prescribers and their staff process prior authorizations (PAs) without having to call insurance companies and search for forms.
“For a practitioner, prior authorization is a frustrating and burdensome process,” Dan Rubin, PARx Solutions president and CEO said in an interview with Primary Care Optometry News. “We are trying to make sure patients can get the medication best suited to treat their condition. We want to remove hurdles and give doctors power and confidence to write the prescription and have a strong likelihood that patients can get the medicine.”
Harvey Richman, OD, FAAO, FCOVD, a PARx user and private practitioner from Manasquan, N.J., told PCON that this service helps him make better clinical decisions.
“You can request prior authorization in under 3 minutes, which gets medications to patients sooner,” he said.
Read the full article
Optometric Management, November 2016
The November 2016 issue of Optometric Management featured PARx in its “Tips, Trends & News You Can Use” section. In Third Parties Help Manage Prior Authorizations, Dr. Charles Gold of New York discusses his prior authorization process, which utilizes the PARx PASS service. Dr. Gold also emphasizes staff training by the drug manufacturers on the specifics of each product.