Posts tagged ‘healthcare’

Is it Time for Credentialing Consulting — for Vendors?

Five plus years ago, hospitals began looking to outside providers to help them manage their vendor information and vendor credentials.

Today with the majority of healthcare systems working with a vendor credentialing organization, Vendormate’s customer support agents and account managers field many calls from vendor customers about health system requirements.

We hear questions such as, “Why does one credentialing agency require certain training for everybody?” Or “Does ‘ABC’ credentialing agency pull a background check every other year?”  And we hear a lot about health system policies like “Can hospitals really do an annual review on my rep?”

We hear daily that the maze of policies is confusing and that the credentialing responsibilities typically fall on an unprepared sales team, an HR manager, or sales training.

As credentialing becomes more complex, we hear from our vendor customers that it is a challenge to ensure that reps are compliant at a given health system and able to conduct their business.

As one customer said to us, “This is not my core competency, I need help.”

The fastest and most efficient way to get help outside your core competency is to find a consultant — someone with expertise and experience you don’t have.

Hospitals did it by hiring vendor credentialing companies, like Vendormate, to help them capture, credential, and monitor vendor information.

Now, Vendormate is turning the same expertise and innovation that hospitals value to helping suppliers and vendors manage their own participation through our customized credentialing consulting services.

Vendormate entered the world of credentialing consulting on the supplier side to help vendors with:

  • Policy review guidelines to ensure reps aren’t signing off on policies that can impact the sales process or the corporate entity
  • Advocacy on behalf of vendors to hospitals to remove unreasonable requirements
  • Managing immunizations and training across all the reps in a company

Vendors don’t have to build a centralized document repository to house all their reps’ documents.  They can use ours.  Vendors don’t have to create spreadsheets, calendars, or databases of immunization and training expirations.  They can use Vendormate’s application.  Vendors don’t have to wonder when their reps accessed a healthcare facility.  They can check the Vendormate records directly.

Equally important, Vendormate can provide the extra hands and expertise to set up your in-house credentialing process.  To be a hot line to answer your field staff’s questions.  To create credentialing packets that meet hospital requirements.

At Vendormate, we want to bridge the credentialing requirements of suppliers and buyers and to make this as seamless as possible.  We provide support and products that can help with the overall management of credentialing and work to keep your reps compliant with Vendormate health systems or health systems managed by another credentialing agency.

We can do this effectively and efficiently to minimize the impact on your reps, so they can do what they were hired to do — sell and service products.

That’s Credentialing Consulting for Vendors.

Guest post by Amy Leiter, VP Vendor Services, Vendormate

June 1, 2012 at 7:05 pm 1 comment

Four Models for Managing Vendor Credentialing

In our work with healthcare vendors and suppliers across the U.S., we see four models that are used to manage vendor credentialing. The approach chosen depends on the size of the company and number of reps, whether or not credentialing is viewed as a corporate function, resources and management style.

  • Rep managed:  Reps are left to figure out and handle credentialing requirements  on their own.  The employer tells the reps that meeting these requirements is their responsibility.  This is common in small organizations, but some of the largest healthcare vendors follow this practice as well. This can be a challenge for many reps because reps are typically results, not process, oriented.  Even so, we estimate 60% of vendor companies take this approach.
  • Hybrid: In this case, there’s some level of corporate support to help the reps, but the reps are still on their own for meeting some requirements.  Typically the corporate support is for company documents and payment. The reps are held accountable for managing any training or immunization requirements.  Many companies use this model so they are sure that their brand and overall customer relationship is managed without the complexity of addressing each individual reps status.  Some 25% of the vendor companies go this route.
  • Fully managed:  A specific corporate staff member has oversight and day-to-day responsibility for ensuring reps meet any credentialing requirements appropriately.  Reps tap this resource for official company documents, for company guidelines about which policies are appropriate and which are not, and for assistance in finding approved resources for training, etc.  This results in higher numbers of reps fully compliant with their customers’ requirements, and the company able to centrally manage moves, adds, changes, and deletes to their rep staff and territories.  Current estimates are that 1 in 10 companies adopt the fully managed model, but the number is growing.
  • Outsourced:  A third party, like Vendormate, is contracted to ensure participation and compliance. The supplier may outsource all of credentialing or parts of it.  Companies adopt this to ensure high levels of compliance without the expense and complexity of building credentialing expertise in house.  As a relatively new option, just 5% of the vendors have outsourced their rep credentialing managing.

In our experience, the suppliers who have some element of a managed function – that is some oversight of the reps’ participation and compliance status – are the suppliers who have the least trouble with credentialing.  They’re ahead of the game – with a great percentage of reps fully compliant and fewer customer concerns.

Guest post by Jean Hodges, Vendormate

April 19, 2012 at 2:49 pm 6 comments

When the OIG is Not Enough

Want to be confident that your Medicaid supplier can actually service your healthcare system?   

You can’t necessarily rely on the fact that a supplier isn’t listed on the OIG List of Excluded Individuals and Entities as a your proof of legitimacy.  

A recent AP news article noted that 491 suppliers in South Florida had their billing privileges revoked.   243 appealed, and most were reinstated.   Then about two-thirds of them had their privileges revoked again.

Effective supply chain management and vendor credentialing requires more than one source.   Increase your confidence by verifying the supplier business itself through Secretary of State filings, credit reporting, government sanction checks as well as your own intuition.  One source is not enough.

November 13, 2008 at 3:02 pm 1 comment


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