In a recent article, we discussed the importance of creating a virtual item master and how that single source of truth can help and support shaping demand at the point of requisition.
Now we will explore what it means to shape demand and how healthcare agencies can use it to predict demand based on user patterns and clinical activity and leverage it to drive their supply chain and financial strategic goals and objectives.
Directing Spend to Preferred Sources
Shaping demand refers to directing spend to preferred sources that provide the health system with the ability to respond to demand shifts, shortages, and disruptions with prescriptive actions. If you analyzed hospital and healthcare system purchase activity, you would find they procure both clinical and nonclinical goods and services in many different spend categories. The diversity in spend and the complexity in healthcare procurement makes it difficult – and, at times, frustrating – for supply chain professionals to make informed and accurate decisions about when the next shortage will occur and how it will affect their ability to provide patient care.
We have discussed the need for better data quality in past articles, and how it can help government agencies track all aspects of the supply chain, gain better control of purchasing, reduce P-Card spend, and ultimately improve contract compliance and utilization. Improving and maintaining data is an ongoing process and one that requires diligence and discipline, but the results can truly change how effective supply chain can manage shortages and demand shifts.
The Right Technology and Processes
In today’s market, there are many technology platforms that claim to have the “secret sauce” to control and predict spending patterns, including the ability to shape demand and interpret demand signals; however, to truly shape demand and understand the results it is critical to have the right technology and processes in place to avoid missing the opportunities that present themselves.
For example, we see a lot of disruptions in clinical goods that are used in patient care that can cause increased wait times, supply shortages, and long lead times. The ability to pivot when these events occur is not only critical to life-saving patient care, but also to preserving the ability of the hospital to maintain revenue streams they get from elective surgery and other procedures that keep the health system viable for the community.
Proactive and Predictive
So, how does shaping demand help avoid – or at least minimize – these situations and allow supply chain teams to be more proactive and predictive of the changing supply chain environment? It all starts at the point of requisition. Supply chain teams have to look at what is happening at the tactical level to effect change at the strategic one. Looking at what buyers request will give you the ability to predict trends to determine in advance where shortages will occur. You can do this by analyzing purchase orders and invoices, but going a bit deeper will provide a new level of detail because not all requisitions become a purchase order.
In most health systems, a requester identifies an item that is needed for either a surgical procedure or other clinical care process that could come from inventory or be purchased from a vendor partner. Once the decision is made, the acquisition process starts by creating a material stock request to pull the item from inventory, creating a purchase order to a vendor, or in rare cases kicking off a sourcing event.
There are many factors to consider with each of these outcomes, but it’s the decision of the requester that is important here. Analyzing these decisions provides insight into the clinical environment and what is happening at that level. For example, if there is an increase in a specific set of items or categories of items – such as the recent shortage of blood tubes – being requested, supply chains can make better decisions on how to deploy their teams to make sure the supplies are available to meet the needs of clinical staff providing patient care. They can also pivot quicker when they get signals from a vendor or the materials management teams when an item might go on a back order or become an out-of-stock issue.
Even if the requisition does not become a purchase order, the supply chain will see where the demand is going and be able to make decisions to keep supplies flowing to clinical staff. It seems simple, but without the right system and data collection processes in place to provide the information, the predictability becomes difficult. Details matter in these scenarios, so look for trends in use activity that will help predict clinical activity – for example, what buyers are requesting, which vendors are being targeted, and whether they are buying from the right contract.
With this data, supply chain teams can make better assumptions and implement strategies to avoid situations that slow down or inhibit a hospital from providing care to patients and the communities they serve. And if the purchasing system in place complements these efforts by giving supply chains the tools they need to adjust what buyers have access to at the point of requisition, the risk is drastically reduced.
Empowered to Make the Right Decision
One example of this is the ability to show a substitute or replacement item for a back-ordered item to the buyer before the purchasing decision is made. It’s too late when the item is sent to a vendor on a purchase order and rejected due to it being on back order. And it goes beyond substitutes and replacement items – shifting spend from one contract to another to get the items you need quicker or gain traction on a rebate or tiered-pricing adjustment is just as important if it is done seamlessly for the buyer or clinician requesting the items.
In this case, the supply chain is using demand signals to increase utilization on a preferred or secondary supply source contract without disrupting the impact to the clinical environment. Again, the right tools and technology are critical as well as the right messaging to the buyer community. Push the items from the preferred contracts to the top of the search and do not make it harder for buyers to do the right thing. Adding friction will not produce the results you expect. Communicate early and often, so they are empowered to make the right decision.
Sound Processes Reduce Risk
Shaping demand provides supply chains with the power to avoid negative situations and gives them the ability to work towards their strategic goals and objectives in a proactive way. Technology can enable the process, but understanding how and when to deploy it is truly an art. There will always be volatility in the healthcare supply chain, but having resilience built in through sound and tested processes, streamlined procedures, and a robust plan to analyze and shape demand at the point of requisition can reduce risk and ensure that clinical teams can deliver patient care when it is needed – or, in the case of elective procedures, when it is scheduled.
Health systems are struggling in today’s economy with many closing their doors permanently. The ability to predict demand and shape it is becoming more critical and will continue to be a factor to consider as supply chain problems continue for the foreseeable future.
About the Author
Ted Dagnal is the Vice President of Government Strategy at Prodigo Solutions responsible for all public sector initiatives and programs. Ted has been shaping supply chain best practices in the commercial healthcare industry for more than 20 years, working with some of the largest health and research systems in the country. He is passionate about bringing industry lessons learned, as well as more than 20 years of leadership service as a former U.S. Army officer, to actively help government clients transform and secure their supply chains and data in a federal environment.
Ted is leading the effort to rationalize the Supply Chain Master Catalog for the Department of Veterans Affairs to improve their data quality, enrich item attribute information, and improve contract utilization. He also led the FedRAMP authorization and ATO approval process for Prodigo’s Marketplace platform at VA.