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Siemens
SiemensHealthcare
HealthcareConsulting
Consulting
Customer benefit of Siemens Healthcare profitability analyses
Copyright © Siemens AG 2012. All rights reserved.
Siemens Healthcare Consulting
1. Presentation of Siemens Healthcare Consulting
2. Business planning, master planning & profitability analysis
3. Project process of the profitability analysis
page 2
Profitability analyses
Siemens Healthcare Consulting
Our portfolio contains solutions that address all relevant
topics regarding the health care system
Three essential categories …
… with an explicit focus …
Competence leader for sustainable service
provision in the health care system
Strategy and
sustainability
Clinical
processes
Infrastructure
page 3
 Business- und master planning
 Performance indicators and benchmarking
 Sustainability assessments and consulting
Setting trends for clinical process optimization
 Process optimization
 Clinical pathways
Development of innovative concepts of
technology and infrastructure
 Process optimized equipment concepts
 Technology and investment planning
Profitability analyses
Siemens Healthcare Consulting
An interdisciplinary team with an exclusive focus on
health care topics
Our strengths
Our consultants focus only on health care topics:
 50% of our consultants have previously worked in hospitals and surrounding fields
 Extensive experience in: health care system, consultancy and investment banking
 Consultants with multiple degrees and doctorates (MD, PhD, etc.)
 We have a high international experience in combination with a strong local presence
Managing excellence
Clinical excellence
Technological excellence
 Experienced experts in:
Hospital management,
investment banking and
health economics
 Physicians specialized in:
Radiology, cardiology,
oncology and neurosurgery
 Physicists, engineers and
computer scientists
page 4
 Postgraduate qualifications
in management and health
economics
Profitability analyses
 Long-time experience in
the IT- and technology
industry
Siemens Healthcare Consulting
Our customers and references (extract)
Strategy
Infrastructure
Clinical processes
page 5
Profitability analyses
Siemens Healthcare Consulting
Our interdisciplinary experienced team
Clinical
Competence Centers
Siemens Healthcare Consulting
Cardiology
O. Ekinci
Cardiology
A. Aisenbrey
Business
Administration
Dr. S. Dietrich
Dentistry
S. Gager
Health Economics
M. Haseneyer
Computer
Science
B. Helm
Business
Administration
Dr. J. Höllthaler
Medicine
T. Hopmeier
Business Administration
H. Kirschbaum
Computer Science
Dr. J. Kirschbaum
Medicine
Dr. E. Klein
Medicine
S. Koos
Business Administration
Dr. M. Koschnike
Business Administration
I. Rebmann
Psychology
C. Schmieder
Care Management
J. Schneider
Business
Administration
C. Windpassinger
Computer Science
V. Ziebandt
Business Administration
Dr. J. Kirsten
Business Adm.
& Biology
Dr. P. Fischer
Cardiology
Neurology
Dr. B. Hofmann
Neurosurgery
Dr. U. Zikeli
Neurology
Oncology
Dr. W. Voigt
Oncology
page 6
Dr. C. Förtsch
Oncology
Dr. D. Seidel
Health Management
C. Wild
Industrial Engineer
Profitability analyses
Siemens Healthcare Consulting
1. Presentation of Siemens Healthcare Consulting
2. Business planning, master planning & profitability analysis
3. Project process of the profitability analysis
page 7
Profitability analyses
Siemens Healthcare Consulting
Profitability analyses offer benefits for external customers
and Siemens Healthcare sales organisation
Perspective of executive
board
 Initial situation:
 Initial situation:
The executive board is firmly
convinced of the medical
benefits and technical capability
of Siemens modalities
 Questions:
page 8
Siemens sales organisation
identifies customer’s potential for
a new or additional modality
 Questions:
 Is the investments worthwhile
for my company?
 Can we financially afford such
an investment?
 Do we have an adequate
number of potential patients in
our catchment area?
Conclusio
n
Sales perspective (directors
and representatives)
 How can we convince the
customer of the benefits?
 What kind of economic
arguments will the customer
need?
 How can we support our
customer?
Essential aspects
 Number of relevant patients
 Trends in epidemiology,
demography and medical
technology
 Competition in the catchment
area
 Reimbursement possibilities
for the hospital
 Required investment and
running costs
A hospital can use such an analysis to convince the supervisory board,
health insurance companies and the public funding organisations.
Profitability analyses
Siemens Healthcare Consulting
Business planning, master planning and profitability
analyses - focus
… with a different focus
Three essential categories …
page 9
Master planning
One hospital or other health
care provider
Business planning
One medical division/
department
Profitability analysis
One technology/ medical device
Profitability analyses
Siemens Healthcare Consulting
Business planning, master planning and profitability
analysis – scope of services
Three essential categories …
… with different scopes of services
Master planning
 Political and legal topics
 Functional design and space planning
 Implementation planning
Business planning
 Idea creation/ strategic planning
 Sales concept/ marketing
 Personnel resource planning
Profitability analysis




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Market and competition analysis
Prediction of performance development
Analysis of the required resources
Calculation of predicted revenues and
costs
Profitability analyses
Siemens Healthcare Consulting
1. Presentation of Siemens Healthcare Consulting
2. Business planning, master planning & profitability analysis
3. Project process of the profitability analysis
page 11
Profitability analyses
Siemens Healthcare Consulting
Profitability analysis: project example Hybrid OR
Customer situation
 German hospital for
specialized medical
services with approx. 700
hospital beds
Project goal
 Profitability analysis for the investment decision (Hybrid OR)
Approach
 Planning of the installation
of a modern Hybrid OR for
different medical
departments
 Difficult market position of
the hospital in an area with
a high number of
competitors
 Limited options to enhance
the catchment area due to
the number of customers
 Constant number of
inhabitants in the existing
catchment area
Outcome
 Projected performance volume in the new Hybrid OR
 Statement on profitability of the investment
page 12
Profitability analyses
Siemens Healthcare Consulting
Module 2
Market- and competition analysis
Description
Examples
 Market overview:
Market analysis
Description
 Demographical und epidemiological
analysis of the catchment area
 Identification of existing facilities in the
relevant region
Additional market potential
 Competition analysis
Methods
 Data acquisition
Outcome
 Interviews
 Estimation of additional market potential
 Analyses and calculations
page 13
Projected development of case numbers
Profitability analyses
Siemens Healthcare Consulting
Module 3
Required resources
Description
Description
Examples
 Visualization of the required resources:
 Spatial requirements
 Description of the technical equipment
 Personnel requirements
 Level of competence of the required
personnel
Process of a emergency-intervention
Methods
 Analyses and calculations1
Outcome
 Interviews
 Detailed description of required
resources
1depending
page 14
Spatial situation and patients’ pathways
on available data
Profitability analyses
Siemens Healthcare Consulting
Modules 4 and 5
Revenue and cost calculation and final evaluation
Description
Description
Examples
 Revenue and cost calculation:
 Identify reimbursement options
 Calculation of investment- and running
costs
 Determine of break-even point
Financial model
 SWOT-analysis
Outcome
Methods
Break-even- and sensitivity analysis
 Data acquisition
 Forecast model1
 Revenue and cost determination
 Profitability analysis
 Final documentation
 Presentation
1depending
page 15
on available data
Profitability analyses
Siemens Healthcare Consulting
Contact details
Siemens AG
Siemens Healthcare Consulting
Allee am Röthelheimpark 3A
91052 Erlangen
Phone
Fax
page 16
Profitability analyses
+49 9131 84-7199
+49 9131 84-3758
Siemens Healthcare Consulting
© Siemens AG 2012. All rights reserved.