Patient Pay Playbook: Your Gameplan to Quick Wins for Faster Collections

Growth is the goal for most DMEPOS suppliers — but scaling without the right operational foundation is how businesses plateau or break. This session breaks down the key levers that separate high-performing suppliers from the rest: operational efficiency, revenue cycle performance, and referral relationship development. 

Attendees will leave with a practical roadmap they can apply regardless of whether they're running a single location or managing multi-site operations. Topics include: 

• How to identify and eliminate inefficiencies in intake, authorization, and fulfillment workflows 

• Where revenue leaks most often occur in the DMEPOS revenue cycle — and how to close gaps in denials, coding, and billing 

• What high-performing suppliers are doing with AI and workflow automation to reduce cost to serve and improve throughput at scale 

• How to build and strengthen referral relationships that drive consistent order volume 

• How to use reporting and analytics to make sharper operational decisions and demonstrate performance 

Whether you're optimizing what you already have or building the infrastructure to support the next phase of growth, this session delivers practical, field-tested strategies you can put to work immediately. 

Shrinking reimbursement has become the industry's biggest challenge, yet many providers continue searching for growth by pursuing more referrals instead of maximizing the value of the ones they already have. The reality is that every patient interaction presents opportunities to improve patient care while capturing revenue the organization has already earned.

Drawing on decades of owner/operator and healthcare executive experience, this session challenges attendees to rethink revenue growth by focusing on the entire patient journey rather than individual transactions. Participants will discover how operational excellence, cross-functional collaboration, and standardized workflows uncover clinically appropriate opportunities that improve patient outcomes while naturally strengthening financial performance. When organizations focus on delivering the complete patient solution, revenue follows.

This session introduces four revenue engines: capturing every covered dollar through documentation and claim optimization; expanding every referral by identifying additional products and services patients legitimately qualify for; creating meaningful retail opportunities that enhance patient outcomes; and building long-term recurring revenue through resupply, retention, and ongoing patient engagement.

Using practical lessons learned from years of operating and leading HME organizations, attendees will identify hidden revenue opportunities, strengthen the patient experience, and improve financial performance without adding regulatory burden or chasing more referrals. Participants will leave with practical strategies to transform every referral into a more complete patient solution while creating sustainable growth.