Launching a Successful Program

Best Practices

The seamless introduction of a new technology to surgeons, OR staff and hospital administrators can be challenging. Simply acquiring the da Vinci technology is not enough to ensure success. Superior implementation of a comprehensive da Vinci program is essential to maximizing your return on this investment.

In fact, hospitals that implement robotics programs to support their da Vinci technology investment are four to eight times more productive than those who do not, as measured by procedure volume. They ramp up their programs more quickly, capture significantly more market share from both primary and secondary metropolitan statistical areas (MSAs), deliver a higher quality of care and realize a greater return on their investment.

In January 2006, Intuitive Surgical commissioned a study to benchmark the best practices of leading da Vinci Surgery programs throughout the United States and Europe. Extensive interviews were conducted with hospital administrators, CEOs, CFOs, marketing executives, surgeons, nurses and OR teams. Analysis of the resulting data suggests there are six best practices fundamental to building a highly successful da Vinci Surgery program. These are:

Hospital

1. Manage da Vinci Surgery as a key program

• Set strategy, objectives with milestones and metrics for a successful launch and beyond
• Establish a budget and allocate resources
• Conduct a kick-off meeting and follow-up with quarterly business development meetings with your Intuitive representatives

2. Establish a training plan for your staff

• Ensure surgeons follow the training pathway and schedule cases in the weeks and months following training
• Ensure OR staff are properly trained on how to optimize the OR for the patient as well as maximum efficiency

3. Coordinate operations

• Establish a da Vinci Surgery steering committee to coordinate departments, oversee cases, establish guidelines for credentialing and proctoring, analyze and report on operative and clinical outcomes data
• Hire/appoint a Robotics Coordinator responsible for the da Vinci System, staff education, utilization and OR efficiency

4. Educate your market on the da Vinci program

Once your program is established, promote the program with a website, internal and external PR, support for patient education/referring physician seminars and a targeted media campaign.

Surgeon

1. Create a vision for your da Vinci practice

Communicate your vision internally to your office staff and the OR team, and externally to the public by capturing and publishing outcomes data and engaging in community outreach and education.

2. Follow the prescribed clinical pathway

Create a clinical plan, complete system and procedure training; complete a minimum of two da Vinci procedures immediately following training and at least one da Vinci procedure per week thereafter; continue surgeon and team practice; benchmark both clinical outcomes and performance metrics such as OR turnover time.

3. Educate your market about your da Vinci practice

Establish/update your practice website, expand physician referral network, develop patient education strategy, and get listed on da Vinci surgeon locator.

Tools for Success

Behind every successful da Vinci Surgery program is a strong partnership with Intuitive Surgical. Through the implementation of more than 1,200 da Vinci Surgery programs around the world, Intuitive Surgical has acquired the expertise and experience to facilitate development of a successful da Vinci program. Intuitive Surgical offers a full complement of promotional tools to support the success of your da Vinci Surgery program. These tools include: a comprehensive implementation plan, a collection of templates for print advertising, and pre-produced television and radio advertisements. Personal assistance is also available through a 24/7, 365 days-per-year technical support line and a reimbursement and coding hotline.

A strong commitment to implementing a da Vinci Surgery program by taking full advantage of a close partnership with Intuitive Surgical is the fastest path to success.

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