Topics & Courses

Topics & Courses

Select the topics you need below. We can help you combine these eModules and other training tools — such as MicroMinutes, white papers, coaching tools, and podcasts — into tailored learning solutions to meet your specific organizational needs. And we help you launch, execute, support, and evaluate your program.


50 results for Managed care

Managed Care and the Expanding Care Team

This module looks at the trends in managed care that affect and influence physicians, as well as the evolving and expanding care team, which includes nurse practitioners, physician assistants, pharmacists, and case managers.

Diabetes Management Programs

This module begins with a brief discussion of the key elements of a well-designed comprehensive disease management program. It then describes various diabetes management programs that have been implemented, mostly through partnerships involving employers, pharmacy benefit management companies (PBMs) or disease management companies, managed care organizations (MCOs), and insurance companies. There are many ongoing diabetes management programs.

An Overview and History of Managed Healthcare

This module provides an overview of healthcare costs and quality, as well as the tools, approaches, and financial incentives used in managed care to improve value. The module also gives a brief history of managed care, including relevant federal legislation and describes various types of managed care plans and organizations.

Managing Change in Today’s Healthcare Environment

This module describes a model for managing change, including the role of district managers during the various phases of change. Then, it discusses how district managers can help manage change related to some specific internal and external factors, including mergers and acquisitions, the managed care environment, evolving practices, and pressures to make healthcare products more accessible to patients.

Managed Care An Evolving Approach

This module explores the evolution of managed care from an approach that restricted choices and options, mainly as a way to control costs, to a broader performance improvement methodology that focuses on managing the quality, experience, and cost of care provided to a defined population of patients or members.

Disease Management as a Component of Managed Care

This module discusses the key elements of disease management systems and explores how disease management programs are evaluated.

The Life Science Industry and Outcomes Management

This module discusses how life science companies are collaborating with managed care and integrated care customers and PBMs to participate in outcomes research and management. It also describes the role of key decision-makers within healthcare organizations who are interested in outcomes management.

Role of Nonprimary Care Specialist in the 21st Century

This module defines the term nonprimary care specialist, and looks at the relationship between primary care physicians and specialists. It describes the effect of managed care on specialists, looks at trends in specialty care, and considers the role of hospitalists.

Primary Care Physicians in the 21st Century

This module defines primary care, describes the conditions these physicians typically treat, looks at their role in a managed care environment, and explores trends related to the interest in primary care among medical students.

How Trends and Forces in Managed Care are Impacting the Pharmaceutical Industry

This module discusses four major managed care trends that are influencing the pharmaceutical industry:
1. A growing focus on outcomes research and management fueled, in part, by concerns over costs/value.
2. Increased use of clinical practice guidelines, disease management programs, evidence-based medicine, and personalized medicine.
3. New contractual relationships.
4. New business-oriented decision makers and a consumer-focused market.

Hospitals and Post-Acute Providers in the Managed Care Environment

This module discusses the changing role of acute care hospitals and the growing role of post-acute providers, especially home care, hospice, and skilled nursing facilities.

Interdisciplinary Pain Management

This module describes interdisciplinary pain management—a comprehensive approach that recognizes the biopsychosocial nature of pain, and that leverages the successes of disease management and coordinated care programs designed for other chronic conditions. The module explains the approach, describes the roles of the members of an interdisciplinary pain management team, and discusses the challenges faced in implementing interdisciplinary pain management programs.

Population Health Management: A Strategy for Higher Quality and Lower Costs

This module outlines current approaches to population health management, including patient-centered medical homes (PCMHs), perioperative surgical homes (PSHs), and accountable care organizations (ACOs). The module also discusses the implications of population health management for biopharmaceutical and device companies.

Cost-Containment Strategies in Managed Healthcare

This module describes cost-containment strategies developed by managed care organizations (MCOs) to reduce the unnecessary use of healthcare resources and associated costs.

Population Health Management: A Strategy for Higher Quality and Lower Costs (Medical Device and Diagnostics)

This module outlines current approaches to population health management, including patient-centered medical homes (PCMHs), perioperative surgical homes (PSHs), and accountable care organizations (ACOs). The module also discusses the implications of population health management for medical device and diagnostic (MD&D) companies.

The Role of Accountable Care Organizations and Future Healthcare Delivery (Medical Device and Diagnostics)

Accountable care organizations (ACOs) are a key component of healthcare reform. This module covers the establishment of accountable care organizations and explores their potential impact on medical device and diagnostic (MD&D) companies.

The Managed Care Pharmacy

This module discusses current strategies for managing pharmacy coverage, the changing role of the pharmacist, and the role of pharmacy benefit management (PBM) companies.

Hospital and Managed Care Formularies

This module discusses the use of formularies in hospital and managed care organizations (MCOs).

Evaluating and Improving the Quality of Managed Care

This module highlights some of the key organizations and approaches being used to evaluate and improve the quality of care in MCOs, including:
• The Institute for Healthcare Improvement’s Triple Aim
• Federal quality-related initiatives
• Accrediting organizations, including The National Committee for Quality Assurance (NCQA) and the Joint Commission
• Performance measurement and transparency
• Clinical guidelines

The Role of Accountable Care Organizations in Healthcare Delivery

This module covers the establishment of accountable care organizations and explores their potential impact on biopharmaceutical and device companies.

Accountable Care Organizations eBrief

An Accountable Care Organization (ACO) is one of the ways the Affordable Care Act reduces health care costs while providing better cost management, better patient care, and better health outcomes. In this eBrief, we’ll take a closer look at the most relevant information pertaining to ACOs, including:
• The purpose of ACOs and the various types
• Growth trends and the geographic dispersion of ACOs
• Questions account teams should consider regarding ACOs

Strategies for Effective Account Management (Medical Device and Diagnostics)

Although individual physicians remain an important target for medical device & diagnostic (MD&D) companies, many firms are putting greater emphasis on their key accounts, such as large, integrated delivery networks (IDNs) and accountable care organizations (ACOs). This module explores the activities that are essential to effective account management.

Major Healthcare Payers and Managed Care Payment (Medical Device and Diagnostics)

This module provides an overview of the major payers and payment arrangements. As payers continue to try and contain healthcare costs, they are shifting from traditional indemnity or fee-for-service payment arrangements with providers to various risk-based arrangements, including capitation, bundled payment, and shared savings. Many of these arrangements—which are sometimes called value-based payment—also incentivize providers to improve clinical quality and the patient experience.

Major Healthcare Payers and Managed Care Payment

This module provides an overview of the major payers and payment arrangements. As payers continue to try and contain healthcare costs, they are shifting from traditional indemnity or fee-for-service payment arrangements with providers to various risk-based arrangements, including capitation, bundled payment, and shared savings. Many of these arrangements—which are sometimes called value-based payment—also incentivize providers to improve clinical quality and the patient experience.

Guidelines for Asthma Management

This module discusses guidelines for asthma management and how these guidelines have been incorporated into a step-care approach to therapy (current guidelines refer to this as a stepwise approach). Guidelines for treatment of special populations will also be discussed.

Opportunities for Representatives in Managed Healthcare

This module describes the emergence of managed care divisions in many pharmaceutical companies and the implications it has for field sales. The module also discusses several aspects of a representatives’ job that are critical to success in today’s marketplace.

Microminutes: Acute Care

This Micro Minute discusses the important and unique functions offered by acute care providers. This module also outlines the common criteria for categorizing acute care hospitals, including: 1) size/number of beds, 2) Ownership & Management and 3) Functions & Services.

Current Trends in Healthcare

This module discusses some of the solutions and approaches being used by healthcare providers, payers, and consumers to control costs and improve patient care.

Nonpharmacologic Treatment of Asthma

This module reviews the environmental controls and nonpharmacologic treatment approaches people with asthma can use to help manage their asthma. The module also describes the key healthcare professionals involved in asthma management and the importance of educating patients to establish a partnership in care.

Implications of the Changing Marketplace on Promotional Activities

This module addresses the marketing shifts that occur in response to an ever-changing marketplace relative to managed care, legislation, purchasing decision-making, disease management, research, and technology.

Lifestyle Management of Diabetes

This module will discuss the importance of coordinated MNT and physical activity plans in managing patients with type 1 and type 2 diabetes.

Strategies for Managing the Pharmacy Benefit

This module describes the key methods used by health plans, insurers, and hospitals to manage the pharmacy benefit.

Impact of Value-Based Healthcare on the Sales Environment

This module reviews the implications of managed care for sales professionals. It looks specifically at how value-based approaches to healthcare is impacting the sales process and the sales professionals' role.

Identifying Partnering Opportunities

This module explores various opportunities for partnerships that can result in a competitive edge while helping physicians meet current challenges.

Inside the C-Suite: Getting a Seat at the Table

In integrated care organizations, decisions made in the C-Suite are applied across the care continuum. As these organizations are becoming central to our healthcare system, you are being asked increasingly to demonstrate your company's strategic value to their C-Suites. This module explains how integrated care organizations are reshaping the way life science sales teams conduct business. Then it describes a sales process that will help you succeed in the C-Suite environment.

Information Technology in Managed Healthcare

This module describes the various functions and capabilities of health IT while highlighting some of the remaining challenges and obstacles.

Today’s Medical Groups and the Transition to Value-Based Care

This module discusses the trends affecting medical groups and how life science companies can build more meaningful partnerships with these important customers to help protect market access.

Today’s Medical Groups and the Transition to Value-Based Care (Medical Device and Diagnostics)

This module discusses the trends affecting medical groups and how medical device companies can build more meaningful partnerships with these important customers to help protect market access.

Challenges Facing the Biopharmaceutical Industry

This module discusses products, programs, and technologies that are in place to address the challenges presented by managed care attempts to address healthcare costs, globalization, and the growing problem of counterfeit biopharmaceuticals. These areas have all been targeted as significant and growing challenges to the biopharmaceutical industry today.

Crisis in US Healthcare Costs -Access and Quality

This module discusses three significant healthcare challenges: cost, quality, and access.

Government Healthcare Programs

This module looks at the shift from a fee-for-service healthcare payment system to a system dominated by managed care plans. It focuses on government payment approaches, including Medicare and Medicaid, as well as federal programs that help ensure people without insurance have access to care.

Selling in a Hospital Environment

As healthcare delivery in hospitals continues to adapt to rapid market changes, the approach to selling in hospitals must also adapt. You already know the driving forces, an emphasis on cost and outcomes, coordinated patient care, value-based payment models, financial penalties, "meaningful use" EHRs, and population health management (PHM), to name a few. This module explores today's hospital environment and what it means for selling life-science products and services. Throughout, you will be asked to consider the impact to your own accounts.

Commercial Health Insurance

This module provides an overview of commercial health insurance and looks at the shift from a fee-for-service healthcare payment system to a system dominated by fee-for-value arrangements. It also describes the various types of managed care plans available.

Patient Physician Interactions

This module discusses the impact of the Internet and the pros and cons of DTC advertising. It explores the communication skills patients want from their physicians, and describes how managed care plans affect patient/physician relationships.

Five Facts Your Sales Team Should Know About Population Health

Payers, providers, and policy makers have become keenly interested in managing the health of specific populations. Population health is about more than public health, it is about tracking outcomes in particular subsets to improve the quality of care and deliver better value to the system as a whole. This job aid from CMR Institute presents five facts about population health management that your sales team should know as they call on accountable care organizations (ACOs) and other providers.

Inside the C-Suite: Getting a Seat at the Table (Medical Device and Diagnostics)

This module explains how integrated care organizations are reshaping the way MD&D sales teams conduct business. Then it describes a sales process that will help you succeed in the C-Suite environment.

Partnering with Organized Providers application eModule

Business acumen and customer insight are two of the most important competencies for account managers who call on organized providers. These skills help account managers forge lasting relationships focused on achieving mutual goals with their customers. This application tool is designed to help you better understand the needs of your accounts so you can confidently make the business case for a potential partnership with an integrated delivery system (IDS), an accountable care organization (ACO), or a large medical group.

Microminutes: MCOs

This Micro Minute describes the various forms of Managed Care Organizations through the years and how, though a variety of cost cutting strategies, this provider type has offered an alternative to fee-for-service care.

Criteria for Product Approval to the Formulary

This module focuses on the formulary approval process in both managed care organizations and hospitals, and how decisions are made regarding which drugs are approved for formulary inclusion.

Ancillary Members of the Healthcare Team in Healthcare Delivery

This module provides a brief discussion of selected healthcare professionals, sometimes addressing recent trends. The discussion is introductory and is not intended to be comprehensive. Many other types of professionals contribute to the health and well-being of individuals and communities. Here, in alphabetical order, you will become acquainted with:
• Care coordinators
• Case managers
• Electroneurodiagnostic technologists
• Health coaches
• Home healthcare aides
• Medical assistants
• Medical laboratory technicians
• Medical technologists
• Occupational therapists
• Optometrists
• Patient navigators
• Physical therapists
• Psychologists
• Radiation therapists
• Radiologic and MRI technologists
• Respiratory therapists
• Social workers