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PODCAST/TECH: Interview with David Blauer at Click4Care

Here’s the full transcript of the David Blauer podcast interview from December.

Matthew Holt: Well hello again. It’s Matthew Holt at THCB and it’s time for another podcast. This one is also about technology, somewhat different than some of the technology we’ve been talking about recently. We’re now back in the world of technology to help improve health and health management, in particular connecting with health plans. Today we have David Blauer who is the CEO of Click4Care. David, how are you?

David Blauer: I’m doing well, thanks. Thanks for having us.

Matthew: Great. Let’s start off with the basics. Click4Care has been around for a few years now and has been known to some of us on some sort of inside baseball view of the world in terms of what’s going on within health plans. It’s pretty fair to say you guys have been building out your product line and building out your client base without making a lot of marketing publicity splash. You coming on this show is part of changing that. Can you give me a quick background as to what the basic business problem is that Click4Care is helping to solve and how you’re solving it?

David: Sure. Our application is built on the premise that preventive healthcare is more effective than reactive healthcare. When we formed the business, we took a look at the industry. Like everybody else, I think, we noticed that if you look at any P&L for a health plan, 85% of the costs for that plan are being driven by medical costs rather than administrative costs. People had spent a lot of time, at that point, trying to refine and skinny down administrative costs as far as they can refine them. But people haven’t found technologies to address the 85% of the cost structure that comprised medical costs. When we looked further, we saw that the sickest 1% of an insured population was driving 40-50% of all those medical costs. The sickest 5% of any insured population was driving nearly 90% of those medical costs. If you continued to drill down, you found that the people responsible for those small percentages were typically moribund, chronically ill people. It became clear to us that there needs to be a technology platform that enables people to identify those risky people driving all the costs and automate the workflows throughout the supply chain to support those people who are driving all those costs in a preventative way that prevents them from incurring those costs by staying healthy.

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BLOGS:/INDUSTRY/POLICY A little bit of mini-forecasting for 2007

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For the first major post of the year, I usually do a forecast of the big issues that I think will be happening.  Looking back at the last few forecasts, I noticed a couple of things. First, as ever in health care things take longer and longer to become a big deal.  So it seems that people have been forecasting consumer driven health plans for a long time—in fact I wrote part of a report on consumers in health care in 1997. The same thing is true with FDA reform, Medicare disease management, and state health initiatives. Be patient.

The big difference there seems to be coming up this year is that because of the Democrats’ win in the November elections, we are now going to have some real discussion about solving the problem of the uninsured, and the implications that has for the rest of the system. I will be talking more, in a piece tomorrow at Spot-on, about the various reform initiatives that are going to be in the news in the coming months. Even our local Governator is getting into the act, both as a Governor and as a  patient.

Realistically, there is nothing that Democrats can do a national scale to improve the situation of the uninsured or to reform the system.  To get anything properly done will require 60 votes in the Senate, and Presidential help.  That’s not going to come with the current occupant of the White House, who is still living in cloud cuckoo land that a few more HSA tax reforms will send all the nation’s health care problems back beyond the rainbow. Personally I think it’s too early for the Democrats to be introducing significant legislation.  I’m not even sure that the nation will be ready for health-care reform after the next Presidential election. Victor Fuchs has many times correctly predicted the failure of national health care legislation because he believes there will need to be a significant national crisis before it gets enacted. My sense is that the ongoing slow collapse of employment-based health insurance, will produce that level of crisis, but not quite yet.

So what do I think will be a big deal this year?  Some of these are obvious, but here goes anyway.

1. Discussions of reform plans And of course secret meetings amongst health care stake-holders to figure out how to subvert those discussions.

2. Investigations of Medicare managed care. This is just too big and a easy target for Pete Stark.  The bad behavior of the management of the largest Medicare managed care plan—even if the CEO has been sacrificed—will surely come up in the conversation, as will some of the equally bad if not worse behavior by the largest for-profit Blues plan. Hopefully, some of the good parts of care management that are slowly being introduced into Medicare, will not be the babies thrown out with the bath-water.

3.Employers getting smarter. With increasing numbers of articles in the Wall Street Journal, blog postings from smart consultants, and general understanding of what the health insurance and PBM industry has been up to, it’s likely that employers will not be standing for the kind of rate increases that exceed medical trend which they have been receiving for the past five years in the next year. At least I hope they’re not that dumb.  In fact it’s likely that insurers and PBMs will try to keep prices down, and even take lower profits, so as not to raise their customer’s ire.

4.Software coming of age? This is tough to compress into one bullet point, but enough medical groups are implementing electronic medical records, health plans are introducing care management software, and hospitals are starting to use IP-based telephony and other productivity tools, that we should actually start to see some of the productivity and quality improvements this technology has been promising in the next year or two. It’s also worth noting that the numbers of hospitals with PACS systems is increasing fast, and that some of the RHIOs are distributing software as a service which is making it more affordable for small physicians’ offices and hospitals.Obviously, it’s a wise move to keep your eye on a couple of sentinel events, such as the success or failure of Kaiser’s HealthConnect, and the relative acceptance of Windows Vista in health care.

5.Health 2.0 I may have a special bias here and I know some people say this is just hype, but I believe that by the end of 2007 there will be a significant number of patients and consumers using the new software tools that are currently being developed to significantly change how they interact with both their insurers and their providers. I somewhat agree with Unity Stoakes when he says that not much has happened in the last ten years in terms of advancing the tools patients are using online. I think that there is great appetite for improved search and improved tools. Steve Case at least agrees with me!
6. More sectarian strife among providers. The latest staving off of the Medicare Part B cuts papered over the cracks for a little while, but the difference between profitability among different specialties and different hospitals is becoming really politically visible. There’s no essential reason why diagnostic radiologists should earn four times the amount of primary care doctors, for example. At some point this discussion will start, so look for inklings of it this year.

7.Patient safety and the industrial process. I throw this in just because I interviewed Brent James last month. This year a new batch of studies will come out suggesting that error rates in hospitals may exceed 30%. Michael Millenson will get very upset, and at the time when hospitals have been making record profits, questions will begin to get asked about what we’re getting for our money.

8.Pharma trying to duck under the radar. Right at the end of last year, buried in the Christmas lull, the former Pfizer CEO was revealed to have been awarded $200 million, give or take, for his performance in wiping several billion off the company’s market capitalization. This kind of thing doesn’t help when the industry is trying avoid price controls on Medicare Part D. Given that the Democrats are now in power in the Congress, it is likely that Big Pharma will spend this year keeping its head down and trying to mend fences. I also suspect that we’ll have a big merger or two as that’s the only rational way for the industry to cut its vast marketing expenses.

9. Finally, in the year’s most important news, all is not well in west London as Chelsea are only in second place in the English Premier league, and the continued absence of several key players with injury—and of poor play of several expensive new players—combined with the brilliant form of Manchester United makes a third repeat championship look unlikely. My forecast is that Chelsea will make the race tight, but will end up coming second. They will also lose in the final of the European champions league, and Jose Murinho will exit at the end of the season. Of course I hope I am wrong about that forecast!

HEALTH PLANS/POLICY: Underwriting–pernicious and ridiculous

Lisa Girion in the LA Times kicks butt and takes names, exposing the individual insurance market for the fake gong-show that it is. She found a member of the LA insurance commission rejected by all three major health insurers in the state because of asthma. Of course THCB readers got my own extremely personal perspective on this process last year when one insurer totally rejected me, while another gave me the best underwritten rate—while both were looking at the same information!  That’s even better proof that the current system is a lottery.

We need one pool.

POLICY: Health Care Problem? Check the New York Times Psyche

Hi, if you’ve wandered in from the Typepad blog of the day site, welcome!

Today the NYT lets its rational lefty business reporter Anna Bernasek make a rational if obvious and basic case for single payer health care, even though she quotes Vic Fuchs as if he was a leading opponent. He’s not—he’s just  a realist and he supports his own version of what the real opponents at Cato and Manhattan would call single payer.

The article is called Health Care Problem? Check the American Psyche. Of course  the real psyche that needs checking is that of whoever it is who controls (if anyone) what the NY Times writes about health care policy in its business pages. Last year they let several just appalling articles by Gina Kolata and David Leonhardt be published on health care spending—not to mention the odd op-ed by loony libertarians who think that the number of Nobel prizes for medicine awarded is a proxy for a good health care system.

And like a dog licking its own sore, they just could not stop.

Hopefully, with the debate getting real on health care, today’s article is a sign that the paper of record is beginning to be slightly less dense. And may even allow some rational voices to have a rational debate…

POLICY: Peak Oil and Healthcare by Dan Bednarz, Ph.D

Dan Bednarz from Energy & Healthcare Consultants in Pittsburgh, PA is pretty concerned that you health care types don’t seem to be concerned about Peak Oil. What you say, you’ve never heard of Peak Oil? Better read this then!

America’s healthcare predicament will be resolved in the context of the worldwide energy emergency idiomatically known as “peak oil.” In short, the era of cheap, abundant fossil fuels is entering its twilight and medicine — virtually cut-off from this awareness—is exposed to the consequences. Like any other system healthcare requires energy and resources to function; fossil fuels, especially petroleum, provide both.

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BLOGS: Why blogging matters, even if it’s only a little

I wrestle everyday with whether writing this or any blog makes any sense from a business or personal perspective. I cringe when friends and colleagues tell me they’re starting a blog, because I know how hard it is to keep going. I also know how long it takes to build readership. But every so often I go back and read something I wrote and forgot about, and I’m more than a little impressed with myself.

So for my last post of the year I want to rebut the recent article by Joseph Rago of the WSJ in which he basically said blogs are a boring waste of time and that bloggers don’t do original work.

There are three reasons why he’s wrong.

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TECH: Health2.0–this time it’s different?

Dmitriy is worried that Health 2.0 is turning into a bubble. His piece Health Social Networking & Web 2.0 Bubble is a response to his rather prominent featuring in Laura Landros’ WSJ column. He’s concerned that it’s yet another bubble with no business model behind it. I’ll say more about this later, but there are two reasons to be less pessimistic than Dmitriy.

First, the business model is better because a) the tools are significantly cheaper to build and b) one player (You know who) has figured out how to build an advertising supported business online that really works—and is insanely profitable.

Second, even if there are no great riches to be had by independent Web2.0 and Health2.0 companies, the tools, techniques and technologies of Health2.0 will be adopted by the health care system and the consumers of health care. And that will be the most important feature of the entire “movement”.

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