The Hospice Clinician Blog

The Choice

The primary reasons hospices are choosing to partner with a PBM are rising pharmacy costs, complex patients, a growing census and strain on resources. Even hospices that own their own pharmacy are partnering with a PBM for some of their patients. It can be very costly for an organization to put off an evaluation of their pharmacy services and PBM relationship. If you are not working with a PBM, now is the time to consider. Choose a PBM that is more focused on client services and building relationships rather than one focused on sales and procurement of new business. If a PBM is running correctly, they will have slow, steady growth with a strong base and solid reputation.

Your Needs

Communicate what you are looking for in a relationship with a PBM. There are many options so you want to be sure to pick the best one for your hospice. Be clear about what your needs are and demand they are met.

The Beginning

Trust and confide in the sales representative you are working with. If you cannot, get another one. Contact the company directly and request a new representative. This person is pivotal in the decision making process and you will need to be confident in their ability to define their scope of business. Be sure they are "selling" a program that they can deliver. The biggest mistake made by sales associates is "over selling".

The Relationship

Look at the other layers of the organization you will be working with. Once the "sales" job is over, you will primarily be in contact with someone who did not "sell" you the program. Inquire about who will be handling your account once a contract is signed. Inquire about the enrollment and set-up process. Meet with the clini-cians and others you will be in a daily contact with. Communicate with other members of the organization you will be working with to make the best choice.

The Value

Get the best value for your hospice. Share your contracted rate or what you are being offered; use this as leverage to get the best value. Request a specific price comparison. Consider carefully the services you will be getting for the price offered. Cheaper is not always better.

The Patients

Patient care is the primary factor in any decision a hospice makes. Choose a PBM that will increase hospice patient care and services. Pharmacy choices are just the beginning. Good clinical assistance, palliative symptom protocols, educational services and strong relationships with local pharmacies are some of the differ-ences between a good PBM and a great PBM.

The Clinicians

Patient care is affected by the skill, experience and knowledge of the caregivers. Partner with a PBM that has experts in palliative care, symptom management, certified in geriatric care and experience with hospice patients. Also, a great PBM will have specialists in the field that can also provide formulary recommendations, consultation for patients in skilled facilities and other areas specific to hospice.

TO BE CONTINUED, SEE PART TWO OF TIPS FOR CHOOSING A PBM

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