How to Convince Decision Makers

1
How to Convince Decision Makers

• To Taste the Wellness Kool-Aid

2
(No Transcript)
3
Major Points

• Feel the decision makers pain
• Be grounded in evidence
• Learn how to play poker

4
Feel the Pain
5
(No Transcript)
6
(No Transcript)
7
Employee Related Costs

• Salary
• Health care
• STD
• LTD
• Workers Comp
• Life Insurance
• 401K
• Vacation
• Sick leave

8
Cost of Poor Health
Presenteeism 60
Absenteeism 6
Health Care Cost 25
Workers Comp 9
Edington, Burton. A Practical Approach to
Occupational and Environmental Medicine 140-152.
2003.
9
Lost Productivity
Annual Health Care Costs
3 X

• Edington et al Health and productivity. In
  McCunney, RJ A Practical Approach to
  Occupational and Environmental Medicine.
  PhiladelphiaLippincott Williams Wilkins. 3rd
  ed. 2003140-152.
• Burton WN, Pransky G, Conti DJ, Chen CY, Edington
  DW. The association of medical conditions and
  presenteeism. J Occup Environ Med. 200446(6)
  supplS38-S45.
• Pelletier B, Boles M, Lynch W. Change in health
  risks and work productivity over time. J Occup
  Environ Med. 200446(7)746-754.
• Goetzel RZ, Long SR, Ozminkowski RJ, Hawkins K,
  Wang S, Lynch W. Health, absence, disability, and
  presenteeism cost estimates of certain physical
  and mental health conditions affecting U.S.
  Employers. J Occup Environ Med.
  200446(4)398-412.

10
Health Care Cost 25
Edington, Burton. A Practical Approach to
Occupational and Environmental Medicine 140-152.
2003.
11
70
Health Care
Edington, Burton. A Practical Approach to
Occupational and Environmental Medicine 140-152.
2003.
12
Costs for Each Person (2009)
8,160
Centers for Medicare and Medicaid Services
13
Costs for Each Person (2018)
13,100
8,160
Centers for Medicare and Medicaid Services
14
You Want How Much for What?
15
Painful Comments

• We have a high turnover rate
• Employees dont care
• Employees wont change
• We would only be subsidizing the well
• Dont believe in wellness pixie dust

16
CEO Water
17
(No Transcript)
18
(No Transcript)
19
Towers Perrin report

• High performing companies
• Will pay 12 less per employee per year
• Will receive a health dividend that is linked to
  other workforce management outcomes such as
  higher employee engagement

20
(No Transcript)
21
(No Transcript)
22
(No Transcript)
23
(No Transcript)
24
(No Transcript)
25
(No Transcript)
26
(No Transcript)
27
(No Transcript)
28
Evidence
29
Age and Risk Drive Cost
N43,687
Source StayWell Health Management
30
Lifestyle Causes Chronic Disease
71
70
82
91
Sources Stampfer, 2000 Platz, 2000 Hu, 2001
31
The Cause Behind the Cause
Unhealthy behaviors
Health risks
Chronic disease
Health care costs
32
So What Should We Do?
33
(No Transcript)
34
(No Transcript)
35
Evidence

• The Community Guide
• thecommunityguide.org
• USPSTF

36
(No Transcript)
37
(No Transcript)
38
Example of Using Evidence

• Assess Risk
• http//www.thecommunityguide.org/worksite/ahrf.ht
  ml
• BMI and Blood Pressure http//www.ahrq.gov/clinic
  /uspstf/uspsobes.htm http//www.ahrq.gov/clinic/us
  pstf/uspshype.htm
• Use this data with age and sex to recommend
  screenings
• Cancer screening (mammography) for women over 40.
  http//www.ahrq.gov/clinic/uspstf/uspsbrca.htm
• Diabetes screening for asymptomatic adults with
  sustained BP greater than 135/80 mm Hg
• http//www.ahrq.gov/clinic/uspstf/uspsdiab.htm
• Elevated lipid screening for all men 35, and
  both women 20 and men 20-34 with at least one
  risk factor http//www.ahrq.gov/clinic/uspstf/usps
  chol.htm

39
Evidence of Interventions
40
Well
Risk
Urgent
Disease
25
41
Well
Risk
Disease
Urgent
5
42
Well
Risk
Urgent
Disease
60
43
Well
Risk
Urgent
Disease
10
44
Well
Risk
Urgent
Disease
10
60
5
25
Top 15 of employees with disease 85 of costs
The rest 15 of costs
45
(No Transcript)
46
Disease
25
59 Turnover
47
(No Transcript)
48
Who Needs Help Adopting and Maintain Healthy
Behaviors?
49
Who Needs Help Adopting and Maintain Healthy
Behaviors?
Everybody
50
Questions
51
Poker
52
(No Transcript)
53
7
54
(No Transcript)
55
(No Transcript)
56
(No Transcript)
57
1. Reframe ROI
58
2. Wellness ROI isnt Investment ROI
59
3. How much will you invest? Calibrate the
Investment
60
Against the size of the problem
61
What Companies Invest PEPY

• 5000 42
• 1000 - 5000 75
• 500 - 1000 105
• 50 - 500 135
• Under 50 250

62
Major Points

• Feel the decision makers pain
• Be grounded in evidence
• Learn how to play poker

63
Questions