The transition from fee-for-service to value-based payments is occurring faster than many anticipated. Without health care IT interoperability, clinically integrated networks and accountable care organizations cannot bridge the volume-to-value gap and evolve out of this transition period.

The entire IT enterprise is impacted. Recording patient data, and analyzing and translating it across payors and providers, is just one part. Care networks are also navigating clinical, billing and revenue cycle processes that may not align with new risk-based reimbursement streams. As the percentage of risk-based provider payments increases, leveraging a coordinated suite of technologies to manage care, gather and report on care outcomes, and capture required regulatory data across the enterprise will become critical to financial stability.

Though software vendors and services have proliferated, no single system can simultaneously address patient engagement, care delivery, revenue and reimbursement, population management, and wellness and health promotion. Providers are left to ask how they can better leverage existing tools, what supplementary software and services to add, how to achieve interoperability, and how to engage a wide array of stakeholders in new, complex operational processes.


Kurt Salmon helps networks evaluate, develop and deploy comprehensive IT strategies across the organization, from targeted interventions to contract management to distributing payments among providers.

We are integrated care strategists who help hospitals and networks:

  • Determine the capabilities they must implement to meet their goals
  • Leverage existing health care IT capabilities across the entire network
  • Identify gaps and opportunities for new interoperability efficiencies
  • Evaluate, select and price population health and value-based care IT vendors
  • Develop and manage enterprise IT strategy and change management programs

An integrated network with a comprehensive IT strategy and a complete understanding of its IT capabilities can perform effective risk stratification to direct care to high-risk, high-cost patients; automate outreach and guide patients to appropriate care settings; calculate and distribute value among new partners; evaluate and implement new physician alignment strategies and compensation models; and optimize the value of managed-care contracts.

As strategists recognized for our IT services, Kurt Salmon helps networks determine which value-based care and population health management efforts present the greatest value, then identifies the IT capabilities required to meet those goals. (See Exhibit 1.)

zoom iconExhibit 1: Kurt Salmon helps networks prioritize health goals and define the related IT capabilities.

When a network identifies a capabilities gap, Kurt Salmon helps the network select and acquire the most appropriate health IT tools and services, then oversees program and change management during implementation and integration. Kurt Salmon is IT vendor neutral, as highlighted by several clients surveyed by KLAS.


Every IT vendor selection client surveyed in a Best in KLAS: Software and Services Report said they would buy the firm’s services again. The firm has been a category leader or top performer for vendor selection and planning and assessment for six years running.1

The report also recognized Kurt Salmon for excellence in the planning and assessment segment, where it ranked second with an overall score of 95.9.


Kurt Salmon’s integrated Health Care Group provides strategy, facilities, activation and IT consulting. Our work in each area is informed by an understanding of its impact on the others. We currently lead comprehensive value-based care and clinical integration efforts at major academic and community systems nationwide. Fourteen of the 15 current U.S. News and World Report Honor Roll hospitals have been Kurt Salmon clients.

  1. Commentary collected about Kurt Salmon’s Planning and Assessment and Vendor Selection Services by KLAS in July and August 2014