In a recent interview, our Senior Vice President of National Enterprise Sales, Steve Armenti, discussed how Medlogix helps reduce the pain of making a transition to a new claims management service.
Sometimes companies are reluctant to change to a new service because they feel it will be a difficult process. How does Medlogix make it easier?
One of the concerns businesses have when working with a new vendor is the pain of making a change. We often hear prospective clients say that while they may not be happy with their current solution, the pain of making that change is worse regarding the resources, time, and cost.
One of our real differentiators is our ability to reduce the pain of transitioning to our services. We recognize that it is an obstacle for clients, so we work hard to excel in that area.
How do you reduce the pain of transitioning to a new service?
Medlogix assumes the majority of the heavy lifting on the client's behalf. Once the client provides us with their data, we analyze it and integrate it into our system. Our staff members are subject matter experts who gain a 360-degree view of the client’s operation. They determine how we can best serve each client and make the transition process easier.
"It's much more important to listen than to talk. "
How does the process start?
We start by meeting with the client to understand the company’s needs and pain points. What are the current strategies and solutions that are not working and not meeting your needs? It's much more important to listen than to talk. Then we can tailor a solution and recommend services that fit those needs.
We have a wide array of medical claims management services. Often clients will come to us fully understanding their wants and needs. They may want our entire product suite for end-to-end medical claims management services. Some clients prefer to start with a specific service to create a working relationship, and often add more services over time.
What is an advantage of your approach?
One of our advantages is we don’t have a cookie cutter approach. We go in with a customized and tailored solution that allows clients to mix and match our products and services. We can also marry our products to their existing systems to give them the end solution they want.
We also show them that there is a demonstrable value to our services – both a hard ROI that reduces expenses and the soft ROI that increases productivity. It is important that the client understands the financial benefit they are getting from our products and services.
How do you customize your services?
After we submit a proposal, we address any questions the client may have. How do these fees come into play? How does this workflow function? Then it's more of an organic process where we work and collaborate together to ensure we match our services to meet their requirements.
Doing this establishes a give and take relationship. We are listening to their needs while at the same time educating them on what products and services can help them address those needs.
Why is it important to build a working relationship with clients?
I am a firm believer that there needs to be a personal connection between the folks that are working together. People want to do business with people that they resonate with and trust. They understand that our current and future goals are aligned. There absolutely has to be a synergy and an alignment.
" I am a firm believer that there needs to be a personal connection between the folks that are working together."