Strategic Partnerships

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Part
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Strategic Partnerships

Outpatient Healthcare Clinics

—Part One: Identify at least 6 types of services that outpatient healthcare clinics require from other businesses.
i) Predictive Analytics for Outpatient Appointments
ii) New Technology
  • Huge advances have been made in improving patient care using new technology. Technology ranges from electronic records and referrals, to devices patients wear to track their health, and anything in between. The introduction of digital technology is enabling the use of advanced analytics for many applications such as increasing cost & care quality transparency, and greater access & choice, for both clinicians and consumers.
  • Limited outpatient capacity, and increased demand have led for some within the healthcare industry to look towards more digital solutions to caring for outpatients. This also has other benefits, such as lower cost, reduced digital footprint, and increased efficiency & productivity. It can further reduce the volume and impact of missed appointments, as well as improving patient engagement.
  • Remote monitoring, a form of virtual healthcare, has become one of the top five new smart technologies for outpatient care. As fewer patients will need hospitalization if they can be monitored outside of the hospital, outpatient care has, and will continue to receive a huge boost through remote monitoring, such as the use of WiFi, cellular data, and other forms of cloud connectivity to monitor patients from anywhere in the world.
  • Lenovo are a multinational technology company, with global headquarters in Beijing, China. Lenovo Health Solutions are specialists serving the healthcare industry, with expert healthcare-related advice, specialized computer support, and technology solutions, currently being used by over 1,600 organizations. There is a strong current focus on efficiently transitioning to long-term virtual healthcare.
  • Similarly, IBM offer digital transformation solutions for the healthcare industry. Broadridge offer solutions from a consultancy perspective.
iii) Insurers
  • Insurance companies, faced with pressure to increase premiums in a stagnant economy, and the need to cover a greater mix of patients, have sought to gain more predictability over how care is delivered by acquiring large physician practice groups and health systems. Several have made recent purchases of physician groups, clinics and post-acute care providers. Insurers including UnitedHealth Group, Aetna and Blue Cross have also purchased technology companies that create health information exchanges and facilitate electronic health record conversion, among other things.
  • UnitedHealth Group — One of the largest and most diversified health insurance companies in the US, announced in early 2017 a plan to acquire a chain of outpatient surgery centers, Surgical Care Affiliates. UnitedHealth’s Optum unit offers a broad range of health care services to hospitals, doctors and other insurers, but it also provides medical care directly to patients through primary care practices and urgent care centers.
  • As an alternative to outright purchase, partnerships are also growing in popularity, with some healthcare providers moving towards offering their own insurance plans. Insurer partnerships lower risk and require less financial reserves than offering insurance plans alone, and plans can be tailored to incentivise covered patients to be treated in their hospitals or outpatient facilities.
  • Such collaborations also protect emerging competitors in a rapidly changing health care environment. With big tech companies such as Amazon potentially moving into the pharmaceutical industry, health organizations have been keen to broaden their footprint, especially in the form of insurers, to get more direct contact with the individual.
iv) Drug Companies
  • New partnership opportunities emerging between healthcare companies and the pharmaceutical industry are helping to extend access to costly medicines and diagnostic tests. Healthcare providers around the world must balance cost and benefit when it comes to making certain treatments and medicines available to patients. Affordability can often be a barrier to accessibility, especially when a drug is new or has been developed to treat an uncommon condition. To help reduce these barriers, some drug companies are forming partnerships with healthcare organizations.
  • These partnerships can also be mutually beneficial, by presenting healthcare providers with cost saving opportunities, and drug companies with access to patients for study & research purposes, as well as drug trials.
  • Technology innovations are another benefit of strategic partnerships.
  • Vetter Pharma is a contract manufacturer that has supplied the pharmaceutical industry since 1950. They offer strategic partnerships in clinical manufacturing of next-generation biotech and pharma compounds.
v) Retail Pharmacies
  • Healthcare companies seeking new revenue streams and new ways of providing complete care to patients are increasingly owning and partnering with pharmacies to provide outpatient services. Such a relationship with outpatient retail pharmacies is one of the best ways to capture prescription volume, help ensure adherence to medication use, improve the transition of care processes, and reduce potential re-admission rates. A successful outpatient pharmacy strategy should help ensure that patients leaving the hospital fill their prescriptions correctly and understand how to take their medication.
  • Through collaborative practice agreements, pharmacists are able to work as part of a health care team with access to electronic health records, and they can assist busy physicians managing patients with serious medical issues. As such, the pharmacists are said to be playing an emerging role in the contribution to primary care in the US, and their value towards improving the health of the communities they serve is often underappreciated.
  • This practice has seen the integration and implementation of specialized pharmaceutical care hospital outpatient clinics in hospital pharmacy departments.
  • American company McKesson provide services and solutions to pharmacies, hospitals, medical practices and biopharma companies. Some examples of these include distribution, medical supplies & equipment, services & technology, and specialized practice solutions.
  • Cardinal Health specialize in providing outpatient pharmacy services. They provide specialized hospital outpatient pharmacy expertise, which aims to determine the best operating model for an outpatient, and can assess a hospital’s opportunity for new outpatient pharmacies, and/or help optimize the performance of existing ones.
vi) Physicians
  • Hospital leaders are devoting more time to developing a successful and sustainable outpatient strategy to meet the need in the outpatient services market. Increased demand for outpatient services has fueled competition among hospitals and surgical facilities that compete to bring care closer to patients. Alongside the development of a hospital outpatient department (HOPD), forming partnerships with local physicians is a strategy which is increasing within the healthcare industry.
  • This strategic alliance, facilitated by industry reforms to new partnerships for 'Accountable Care Organizations' aimed at improving coordination between health care providers, has seen growth in the number of physicians joining group practices, and physician practices joining hospital and health systems.
  • Advantages for these types of collaborations may include increased productivity, clinically integrated networks, and cost savings.
  • Independent physician groups look towards these strategic partnerships to help achieve long-term goals, and maintain market relevance within their geography.
  • Optum Care Network (formally HealthCare Partners) are a leading independent medical group, with over 1,600 affiliated physicians and 4,500 specialists who provide high quality, coordinated care. They offer partnerships which enable healthcare practices to join their community of like-minded physicians, integrate into programs to support patients with multiple or chronic conditions, and engage in practice management services & training, amongst other things.

—Part Two: List 12 companies that provide these services and that have already engaged in strategic partnerships.
i) Predictive Analytics for Outpatient Appointments
ii) Healthcare and Technology
  • Cinos — Leading audio visual & unified communications specialist who deliver and maintain intelligent video solutions and services to a global marketplace. With offices in Europe, North America, and Asia, Cino has recently been named as an approved supplier on the newly launched NHS Shared Business Services (NHS SBS) Audio Visual and Integrated Operating Theaters framework. The framework covers a wide range of multi-national and SME providers with specialism in Audio Visual products & solutions, and Integrated Operating Theaters. Dan Worman is the Executive Director and their US offices can be contacted via the company website.
  • Device Technologies — Australian company providing technological solutions to healthcare professionals, and a commitment to achieving the best possible patient outcomes, by connecting healthcare professionals with the finest medical technologies and supplies in the market. In 2020, Healthcare specialists VitalHub announced a partnership with Device Technologies to license a suite of new digital technology solutions, which were subsequently purchased by the Royal Victorian Eye and Ear Hospital in Melbourne. The project will overhaul the way the hospital manages the movement of patients during their appointments, and give staff improved access to information using new digital solutions to replace some paper-based processes. Device Technologies website contains contact information, for all their different healthcare sectors.
  • American Well (Amwell) — Telemedicine company based in Boston, Massachusetts, that connects patients with doctors over secure video. They have partnered with Cleveland Clinic in an initiative to provide broad access to comprehensive and high-acuity care services via telehealth, offering virtual care from Cleveland Clinic’s highly specialized experts through American Well’s well-established digital health technology platform.
iii) Insurers
  • Aetna — American health insurance provider, which has several partnerships with large health systems that include hospitals and doctors’ groups in Northern California and Virginia. A significant recent development saw a new partnership with the London Clinic. This will involve an Aetna International Case Manager acting as an additional liaison point between medical staff and patients. This highly personalized approach will include frequent visits by the Case Manager to The London Clinic’s hospital facilities, allowing patients to discuss any aspect of their treatment plans in person.
  • Oscar Health Insurance — Technology-driven health insurance company founded in 2012 and headquartered in New York. Entered into a partnership with Cleveland Clinic, a non-profit academic medical center, and provider of clinical and hospital care. They are also leaders in research, education and health information. The partnership is aimed at lowering costs and raising care quality. Together they offer individual health plans, which cover only care provided by Cleveland Clinic’s network.
  • United Healthcare — American health care company offering products and insurance services. Partnered with North Shore-LIJ Health System, a nonprofit integrated healthcare network and healthcare provider to offer tiered benefit plan options, based on accountable care concepts. Aim is to improve the local delivery of care and lower costs for customers.
iv) Drug Companies
  • Roche — Pharmaceutical company, has implemented a program of strategic partnerships around the world. In the UK, Roche has partnered with the NHS to enable a pioneering and life extending drug to now be available at a reduced cost. A partnership with Inhealthcare has overseen the development of a pioneering mobile app to bring a new level of sophistication to the home monitoring of long-term conditions, significantly benefiting outpatient care.
  • Geisinger Health System — is a regional American healthcare provider who has partnered with several major pharmaceutical companies and medical technology companies to design consumer-facing digital solutions for common health problems. Examples of these companies are Merck, Siemens Healthineers, AstraZeneca, Regeneron and Purdue.
  • Merck — German multinational science and technology company headquartered in Darmstadt. Recently announced multi-year collaboration with Geisinger Health System, designed to improve patient health outcomes by focusing on innovative solutions that facilitate shared decision-making between patients & physicians, and improve adherence to treatment plans and clinical care processes.
  • Siemens Healthineers — Mother-company for several medical technology companies, headquartered in Erlangen, Germany. 10-year Value Partnership established with Geisinger to advance and support elements of Geisinger’s strategic priorities, related to continually improving care for their patients, communities, and the region. Building on a successful history of mutual research collaboration and technology enablement, Siemens Healthineers is dedicated to this long-term alliance producing impactful benefits for the patients who trust Geisinger for their care and the community.
  • AstraZeneca — British-Swedish multinational pharmaceutical and biopharmaceutical company. Partnered with Geisinger to create an app suite that helps asthma patients and physicians stay connected between office visits, engaging them in co-managing a disease with symptoms that are often under-reported. The suite of apps combine patient-submitted and EHR data, giving doctors a window into their patients' day-to-day health and overall patterns. For patients, the apps offer more help in managing their own condition, and opens up a direct pipeline for communicating with their medical team.
v) Retail Pharmacies
  • LloydsPharmacy — British pharmaceutical company, who's parent company is owned by American pharmacy McKesson Corporation. Formed a partnership with Lancashire Teaching Hospitals NHS Foundation Trust, to provide dispensing services for outpatients at Royal Preston Hospital, the Rosemere Cancer Centre, and Chorley & South Ribble Hospital. The partnership aims to ensure outpatients can collect their prescriptions promptly following an outpatient clinic appointment or emergency department attendance. Outpatients will also be able to collect their medication from nominated Lloyds Pharmacies in the local area, leaving the prescription for dispensing at the Lloydspharmacy at the hospital site after their appointment, and picking up their completed prescription when convenient.
  • Walgreens Company — American company that operates as the second-largest pharmacy store chain in the US. Recently partnered with VillageMD, a national provider of primary care based in Chicago, to open five new 2,500-square-foot primary care clinics next to Walgreens stores in the Houston area, with plans to possibly expand there, and in other markets. The two companies plan to continue to explore an expansion of what they are branding as “Village Medical at Walgreens” in Houston and other markets.
vi) Physicians
  • MarinHealth - Medical center in Kentfield, California. Partnership with USCF health (a company consistently ranked among the top 10 hospitals in the US), enhancing both institutions’ commitment to providing premier care in their community, while maintaining each organization’s independence. Collaboration facilitates the highest level of integration to date between the two organizations, and joint projects including the expansion of ambulatory care centers, staffed by UCSF Heath and MarinHealth providers & specialists. MarinHealth Medical Network physician offices form part of UCSF Health, enabling the shared use of resources such as the UCSF Health Electronic Medical Record (EMR) and MyChart platform.
  • One Medical — A concierge physician practice and modernized membership-based primary care platform. Clinically and digitally integrated partnership with Partners Healthcare (re-branded as Mass General Brigham) to expand primary healthcare. Key benefits include coordinated care, cost reductions, improved access to primary care and more.


Credit Unions

—Part One: Identify at least 6 types of services that outpatient healthcare clinics require from other businesses.
i) FinTechs
  • Financial institutions are increasingly making FinTech partnerships a key priority, and a 2020 study found 76% of credit unions believe these partnerships will be an important part of their business strategies in the upcoming year.
  • Some advantages of collaborations between FinTechs and credit unions include the ability for FinTech partnerships to help solve industry-specific problems, save time & cut costs, provide increased technological expertise, create a faster path to a competitive advantage, increase growth, and appeal to a more diverse population.
  • Credit Unions are using partnerships with FinTechs to accelerate modernization.
  • Union FinTech are an innovative financial technology company powering the digital transformation of financial services. Amongst their services is a digital platform for credit unions and other financial services, which features payments, open banking, data management, risk management, customer management, device integration and more.
  • Another company FinTechAccel CU, an innovation platform for the credit union industry, connects FinTech startups with credit unions to provide industry specific solutions.
  • Raisin is a financial technology company, who launched a tailored business solution for banks and credit unions looking for cost-effective new deposits. 'Savings as a Service' software for US banks and credit unions, allows retail customers to quickly create custom retail deposits, a service previously reserved for private banking customers.
ii) Insurance Companies
  • Credit unions require modern insurance solutions to safeguard against negative and undesirable outcomes such as cyber-crime,
  • CUMIS are underwriters who provide insurance for credit unions. A trusted partner of Canadian credit unions, CUMIS help predict, reduce and manage exposure to risk by delivering innovative risk management and cyber protection services, as well as insurance protection solutions.
  • Covea Insurance offer commercial, motor, high net worth, property and protection insurance. They also offer policies to credit unions provided by Covea Insurance plc and Covéa Life Limited.
  • In addition to this, credit unions also provides their members with certain insurance services. Some of these insurance services are paid by the credit union and others are paid directly by the member. Some partnerships allow credit unions to offer insurance services exclusively to their members.
  • Credit unions can launch their own in-house agencies, or will typically partner with a third party to offer insurance. Despite some key drawbacks, these arrangements can make programs more cost-effective, enable credit unions access to expertise that has not been developed in-house, and promote programs that may not be feasible if entered into independently.
  • CUIC are Credit union insurance consultants offering products and services to credit unions.
iii) Investment and Wealth Management Services
  • Most community financial institutions such as credit unions have wealth management programs run by third party broker-dealers.
  • For financial-services firms, these kinds of inter-industry partnerships are currently seen as the pathway to growth.
  • Wealth management services are increasingly becoming a high priority amongst credit union members, and reports suggest key benefits as a result of these services could soon include expanded wallet share, increased customer life cycle, added points of sale and high levels of member trust.
  • Credit Union Wealth Group is a nationwide registered investment advisor that focuses on partnering with credit unions to provide wealth management solutions. Offering a suite of programs and consulting services to help credit unions compete in the wealth management space, they tailor solutions designed to provide members with more productive financial journeys.
  • Landis Investment Advisors partner with credit union firms, offering services, support, and resources of Landis Investment Advisors, who offer members in-house investment, financial planning, and wealth management services.
iv) Social Housing Providers and Community Development
  • Social housing residents already far more likely to be marginalized from mainstream financial services and to experience financial difficulties during the current tough economic environment. Social housing landlords recognize that partnerships with local credit unions are a pivotal part of a strategy to implement financial inclusion initiatives. Delivering access to financial services by offering a safe and easy way to develop a savings' habit, access affordable credit channels, options to operate transactional bank accounts, and support with money management can generate significant benefits for both residents and their businesses.
  • Credit unions and local authorities are now working together to advance social inclusion and provide access to affordable and appropriate financial products and services for local residents.
  • The Community Development Credit Union is a demonstrable replicable model for providing affordable capital and financial services in low-income and very low-income areas. San Mateo credit union, are one of a number who recognize the value of such partnerships, and developing the right partnerships.
  • Pathway Lending are a loan agency who provide services and strategies for community banks and credit unions to develop partnerships with community development financial institutions.
v) Software Solutions
vi) Collaborations with Other Credit Unions, Banks, and Financial Institutions

—Part Two: List 12 companies that provide these services and that have already engaged in strategic partnerships.
i) FinTechs
ii) Insurance Companies
  • TruStage — Insurance company. Products include life, car, property and health insurance, provided as part of a 'solid financial plan'. Working in partnerships with credit unions and their members to provide specific products for credit union members.
  • CUsafe — "The Credit Union Insurance Broker", specialize in providing insurance for over 200 Credit Unions and thousands of their members. Developed in 2009 as a partnership based on the goal that credit unions wanted to provide the best value insurance products for their members. Having access to a wide range of products, CUsafe approach the best providers in the market, negotiate with them and select the best valued insurance products for credit union members.
iii) Investment and Wealth Management Services
  • DriveWealth — US based leader in global digital trading technology, partnership with Access Softek a US based software development company creating innovative mobile banking products to customers of banks and credit unions. Through the partnership, DriveWealth will integrate with Access Softek’s new investing app, EasyVest, which will be distributed via banks and credit unions. DriveWealth will provide trade execution, clearing, settlement and custody services for these transactions.
  • Greenpath — Linked with over 500 credit union partners to deliver a full spectrum of financial wellness services to members. Employ coaching, behavioral science and training as part of a strategy to help members achieve financial goals.
  • Aviso Wealth — financial services company providing investment advice and solutions to the members and clients of more than 300 financial institutions. Formed a partnership with Valley Credit Union to offer mutual funds. Mutual Funds combine the benefits of diversification and professional management with being affordable to the average investor. Offer services such as Asset Management, Income Portfolio, Balanced Portfolio, Investment Strategy, Growth Portfolio and others.
iv) Social Housing Providers and Community Development
  • 4-H — America’s largest youth development organization. Partnership with People' Credit Union, which will provide donations directly to the University of Rhode Island Athletics’ College of the Environment and Life Sciences Cooperative Extension 4-H program, ultimately benefiting young people throughout the state of Rhode Island. URI’s program provides hands-on experiential learning opportunities to boys and girls aged five to eighteen, supporting the 4-H broader mission focusing on science education, healthy lifestyles and citizenship.
  • The Haiti Home Ownership and Mortgage Expansion (HOME) Program — Funded by the United States Agency for International Development (USAID), addresses gaps in both the demand and supply sides of the housing value chain in Haiti to create affordable housing. Through developing an incentive structure, including varied deployment of pay-for-performance (P4P) principles, the program mobilizes the Haitian financial sector and property developers to lead in expanding and improving the market for housing finance products and infrastructure.
v) Software Solutions
  • Coconut Software- Leading provider of customer engagement solutions for the banking and credit union industry. Partnership with Constellation Digital Partners, the world's only cloud-based suite of digital transformation services for credit unions. Will provide Constellation credit unions with solutions to help their members conveniently schedule appointments with staff, either through contact centers, digital channels, or by visiting the credit union locations.
  • HT Mobile Apps (HTMA)- Mobile development and strategy company. Partnership with IC Federal Credit Union to offer 'Building Bankers', a free, educational mobile application that is designed to demonstrate the benefits of saving to children ages three to twelve. The credit union was looking for a way to reach its youngest members and help them as they begin their financial journey. Because of the many customizable features of the app, IC Federal Credit Union chose to partner with HTMA to design Building Bankers. After a successful early adoption rate by its members, IC Federal Credit Union expects to grow usage of the app of at least 25% over the next few months and open new youth accounts.
vi) Collaborations with Other Credit Unions, Banks, and Financial Institutions
  • Incuto — Financial technology and financial services' provider partnered with cloud based clearing bank ClearBank to provide credit unions and community banks faster and more efficient payment processes. The collaboration adds to Incuto’s growing number of services to ethical banks and lenders, enabling them to better serve their members and compete directly with high-street and challenger banks. Using ClearBank’s technology on the Incuto platform, credit union members will be able to make and receive payments in real time. This marks a positive step forward for credit unions and community banks which focuses on financial education, and traditionally serves customers who were financially excluded.
  • Consolidated Community credit union — Partnered with smaller credit unions in order to assist small credit unions in offering mortgages.

NOTE* - Little information was found on the contact information of the person that is responsible for strategic partnerships. Most companies only list key personnel, such as directors or CEOs. There is however information on almost all company websites regarding who to contact for services, and these links have been provided.

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