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Chapter 41 : Outreach Considerations and Overall Goals

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Abstract:

A laboratory outreach program can broaden the scope of services for any hospital laboratory and meet the outpatient needs of the community if it is well researched prior to implementation. This chapter provides a practical, step-by-step guidance on setting up an outreach program. The implementation of outreach programs can present many opportunities such as restructuring and strengthening the role of the hospital laboratory in the community, and redefining the relationship with various reference laboratories. It is the responsibility of the salesperson to keep outreach management and personnel informed of prospect development and client relations. In addition, it is the salesperson who will play a major role in coordinating the outreach program’s sales efforts with other areas of the hospital or health system that are also involved in sales. Final commitment for the outreach program from the facility’s administration must be solicited before implementation can occur. A feasibility report or business plan, based on the data previously acquired, provides valuable information for the administration to use in making the “go or no-go” decision. The juggling of the different areas – people, processes, facilities, equipment, and supplies – of implementation and bringing them to fruition in a coordinated manner by the required deadline is challenging. Month-to-month progress of the program can be tracked in terms of service, finance, efficiency, and sales. The market, competition, and operational processes must continually be monitored to uncover changes and make improvements.

Citation: Harris C. 2014. Outreach Considerations and Overall Goals, p 695-739. In Garcia L (ed), Clinical Laboratory Management, Second Edition. ASM Press, Washington, DC. doi: 10.1128/9781555817282.ch41

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Citation: Harris C. 2014. Outreach Considerations and Overall Goals, p 695-739. In Garcia L (ed), Clinical Laboratory Management, Second Edition. ASM Press, Washington, DC. doi: 10.1128/9781555817282.ch41
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References

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1. Collins, J. 2011. Good to Great: Why Some Companies Make the Leap and Others Don't. HarperCollins Publishers Inc., New York, NY.
2.The Disney Institute. 2003. Be Our Guest. Disney Editions, New York, NY.
3. Harris, C. 1988. An image analysis of hospitals in the Austin, Texas, area market. Master's thesis. Southwest Texas State University, San Marcos, TX.
4. Kotler, P. (ed.). 2008. Strategic Marketing for Nonprofit Organizations, 7th ed. Prentice-Hall, Inc., Englewood Cliffs, NJ.
5. Magrath, A. J. 1992. The 6 Imperatives of Marketing. American Management Association, New York, NY.
6. Nigon, D. L. 1997. Within Your Reach: a Manual for Developing a Laboratory Outreach Program. Clinical Laboratory Management Association, Inc., Wayne, PA.
7. Romig, D. A. 2002. Side by Side Leadership. John Wiley & Sons, Somerset, NJ.
8. Rubin, B. (ed.). 1991. The Department of Pathology Outreach Program Proposal. The University of Iowa Department of Pathology, Iowa City, IA.

Tables

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Table 41.1

Direct impact of laboratory changes in the current healthcare environment

Citation: Harris C. 2014. Outreach Considerations and Overall Goals, p 695-739. In Garcia L (ed), Clinical Laboratory Management, Second Edition. ASM Press, Washington, DC. doi: 10.1128/9781555817282.ch41
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Table 41.2

“Probability Pipeline” scale for rating prospects

Citation: Harris C. 2014. Outreach Considerations and Overall Goals, p 695-739. In Garcia L (ed), Clinical Laboratory Management, Second Edition. ASM Press, Washington, DC. doi: 10.1128/9781555817282.ch41
Generic image for table
Table 41.3

Minimum information that should be contained in the client profile

Citation: Harris C. 2014. Outreach Considerations and Overall Goals, p 695-739. In Garcia L (ed), Clinical Laboratory Management, Second Edition. ASM Press, Washington, DC. doi: 10.1128/9781555817282.ch41
Generic image for table
Table 41.4

Outreach indicators

Citation: Harris C. 2014. Outreach Considerations and Overall Goals, p 695-739. In Garcia L (ed), Clinical Laboratory Management, Second Edition. ASM Press, Washington, DC. doi: 10.1128/9781555817282.ch41

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