Outpatient care is among the top five fastest-growing industries in the United States, according to the U.S. Bureau of Labor Statistics. But you’re an experienced healthcare sales professional, so you probably already knew that.
This growth in the outpatient market means more opportunities for healthcare industry stakeholders. You probably already knew that, too.
But did you know that you can use medical claims data to capitalize on these opportunities? Here’s how.
How claims data can help you identify opportunities in the outpatient market
Claims data helps you pinpoint high-volume providers. In other words, you can identify hospitals within a specific region that are reporting high outpatient procedure volumes.
Why does this matter to you? Well, pinpointing these top performers helps you size your target market, establish specific quotas based on procedure trends, and execute a more informed sales strategy.
In the fast-growing outpatient market, higher procedure volumes might also help you identify more profitable sales opportunities.
According to Definitive Healthcare data, on average, U.S. hospitals report higher outpatient revenue than inpatient revenue. Because of this, providers are more likely to invest in products or services that can help them maximize their outpatient efficiency.
And by targeting high-volume providers, you can prioritize high-value opportunities and increase your chance of sales success.
So, here’s the big question now: which hospitals have the highest outpatient procedure volumes?
Hospitals with the most outpatient procedures in 2022
In 2022, Cleveland Clinic Main Campus had the highest percentage of outpatient claims across all U.S. hospitals, with 3.2% of total outpatient claims. The hospital also saw the highest percentage of patients, with 1.2% of total patients.
Cleveland Clinic Main Campus was followed by University Hospital, with 1.4% of total outpatient claims and Stanford Hospital, with 1.0% of claims, according to Definitive Healthcare data. The latter two hospitals each saw 0.5% of total patients across all U.S. hospitals in 2022.
Top 10 hospitals by percentage of outpatient claims in 2022
| Rank | Definitive ID | Hospital | City | State | % of outpatient claims |
|---|---|---|---|---|---|
| 1 | 3120 | Cleveland Clinic Main Campus | Cleveland | OH | 3.2% |
| 2 | 2096 | University Hospital | Ann Arbor | MI | 1.4% |
| 3 | 588 | Stanford Hospital | Stanford | CA | 1.0% |
| 4 | 2837 | Mount Sinai Medical Center (AKA the Mount Sinai Hospital) | New York | NY | 0.6% |
| 5 | 3923 | William P Clements Jr University Hospital (FKA UT Southwestern University Hospital - St Paul) | Dallas | TX | 0.6% |
| 6 | 1047339 | UTMB - Texas Department of Criminal Justice Hospital | Galveston | TX | 0.5% |
| 7 | 5576 | Cincinnati Children’s Burnet Campus | Cincinnati | OH | 0.5% |
| 8 | 1979 | Boston Children’s Hospital | Boston | MA | 0.4% |
| 9 | 1365 | IU Health Methodist Hospital | Indianapolis | IN | 0.4% |
| 10 | 3144 | OhioHealth Riverside Methodist Hospital | Columbus | OH | 0.4% |
Fig 1: Data is from the Definitive Healthcare Medical Claims database. Total outpatient procedures represent all-payer outpatient procedure claims for the 2022 claim year. Commercial claims data is from multiple medical claims clearinghouses in the United States. Data updated monthly. Accessed January 2023.
Combined, the top ten hospitals reported more than 27 million total outpatient procedures in 2022. That’s a lot of cheddar.
These hospitals have another thing in common, too: location. All ten hospitals are in core-based statistical areas (CBSAs) with populations of 50,000 people or more.
It’s worth noting that one of these hospitals—Stanford Hospital—is in an area with a population of fewer than 25,000 people.
Why is this worth pointing out? If you’re mapping your sales territories by cities or major metropolitan areas, you might not have focused on Stanford, California. Though we now know that this census-designated area is home to a hospital with the highest outpatient procedure volumes.
Taking advantage of this type of regional analysis can help you determine where your greatest opportunities are.
Learn more
Want to know more about how you can use claims data to find new opportunities and increase your sales success? Watch our on-demand webinar: How to Use Commercial Claims to Drive New Sales.
In this 20-minute presentation, you’ll learn how to leverage claims data for greater insights into your target provider market, including:
- Procedure volumes and charges
- Payor mix, and
- Referral patterns
This blog was originally published on August 30, 2016. The content has since been updated to reflect the current state of the healthcare industry.
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