Michael Uretz, executive director of a company called the EHR Group, keeps health care professionals on the edge of their seats when he launches into a dialogue on selecting, purchasing and implementing an electronic health records system. Uretz has worked on both sides of the aisle, both as a health information technology provider and a purchaser.
At a Florida AFP conference April 2, Uretz said he wanted to empower each person in the room to ask questions. He suggested participants approach vendors with this attitude: "This is what I want. Show me what you've got." When small practices negotiate with health IT vendors, they should negotiate the contract details in addition to negotiating the product price, he said.
Uretz also stressed the importance of developing a good working relationship with the vendor. "What happens when you sit face-to-face with these folks?" he asked. "You’re going to be working with them for two, three, four years. You're going to be partners."
A vital component of closing any EHR deal is the contract, said Uretz. Think of it as a "roadmap to understanding." And remember that when you work with your attorney, "the onus is on you to know what questions to ask," he said.
Some additional highlights from Uretz's presentation:
- Prepare a practice needs assessment and number those needs by order of importance.
- Profile the vendor: Get details such as ratio of sales staff to support staff.
- Expect consultants and vendors to talk on your level; don't tolerate "techie" talk.
- Talk to the research and development team for realistic product timelines.
- Negotiate before you sign; later is too late.
- Break payments into chunks to ensure vendor accountability.
- Get a clear understanding of how the vendor will triage problems.
