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An American Academy of HIV Medicine (AAHIVM)-accredited pharmacist by training, Avita Care Solutions’ Mina Isaac dedicated years to delivering compassionate, comprehensive, and inclusive onsite pharmacy services in Ryan White and FQHC care settings. Now as a strategic account executive at Avita, he leverages his extensive background to drive pharmacy capture rate, revenue growth, and the development of 340B programs for covered entity partners, making a significant impact on reducing health inequalities. In the interview below, he offers insights into the value of the onsite pharmacy model to covered entities (CEs), their patients, and providers, explaining why it’s a “win-win-win” for everyone involved.
You’ve seen the impact of onsite pharmacy partnerships from the point of view of a pharmacist who, for years, was co-located at covered entity clinics. Tell us a bit about that.
That’s right. I’ve spent most of my career practicing pharmacy in Ryan White and FQHC care settings and experienced firsthand the powerful impact an integrated care model has on patients’ lives. This is especially the case when it comes to the treatment and prevention of HIV and Hepatitis C, as those disease states are intrinsically pharmacy-heavy in their management.
An onsite pharmacy allows covered entity providers to directly and conveniently access a pharmacist, which helps ensure patients receive safe and effective treatment options and removes barriers to dispensing. Leveraging this unique model, pharmacists can offer patients faster, safer, and more affordable access to the care they need while taking some of the load off the provider’s care team. The result is a lot of grateful patients and providers.
Now, as a strategic account executive, you’re helping CEs future-proof their missions by maximizing the onsite pharmacy model. Is that point of view different than what you experienced as a pharmacist?
It is. When working as a pharmacist attached to the clinic, you can take for granted the resources you have within this model of care. In my current role, I’m reminded that many CEs might not be considering onsite pharmacies or their advantages from a financial and patient care perspective. Given my background, one of my favorite things about being a strategic account executive is chatting with covered entity partners about the integrated pharmacy model and how much of an impact it can have in meeting their mission statements.
How are onsite pharmacies uniquely positioned to help increase health equity for underserved patients?
One of the most significant advantages of an onsite pharmacy is the speed at which things get done. With the conventional model of sending prescriptions to an offsite pharmacy location, if there is a prior authorization, clarification request, or drug interaction concern, the pharmacy calls the clinic, conveys the message to the front office, and then either waits on hold or for a call back. It might take several hours, if not days, for the pharmacy to solve the issue and dispense the prescription. These delays can lead to a drop-off in adherence as patients become understandably frustrated.
When a pharmacy is onsite, this turns into a direct call to the nursing station extension or a quick message via the clinic’s integrated electronic medical record (EMR) system. What’s more, the patient is usually still at the clinic when their prescription is ready, which keeps them from having to go to another location for their medicine. This is especially important for patients with limited transportation options.
On the flip side, when a clinic’s provider team needs to consult with the pharmacist or follow up on a patient, they can walk right up to the window to chat in person. It’s a better experience for the patient, provider, and pharmacy. A win-win-win!
How do onsite pharmacies help CEs maximize the benefits of their 340B programs?
It all comes down to ease of access. If a patient needs to start medication ASAP, having onsite access to a pharmacy means they can begin treatment within minutes of the provider sending the order. It’s simply a higher level of patient care.
People like to feel they are taken care of. When you do a good job of that, you develop trust, And the more your patients trust you, the more they will use your clinic’s services, including your partner pharmacy.
If you can do that first part well, taking care of patients, everything else will fall into place.
What are the top three traits CEs should look for in an onsite pharmacy partner?
Expertise, flexibility, and accessibility.
Experience: When we talk about experience, we’re often referring to experience with the 340B program or pharmacy compliance. While this is incredibly important, ensuring that a prospective pharmacy partner has expertise related to the clinic’s specific patient population is also critical. For example, a covered entity should check to see if their pharmacists are certified by the American Academy of HIV Medicine (AAHIVM) if their organization serves people living with HIV.
Flexibility: Every clinic is different, and a successful pharmacy program should adapt to the organization’s needs. If a covered entity has a medication-assisted treatment (MAT) substance use program, for example, a good pharmacy partner can integrate their services to meet this specific care model.
Accessibility: When it comes to accessibility, you want a partner that will always be just a phone call away for any questions related to the pharmacy program. Regular contact with the pharmacy team helps ensure issues are resolved quickly. It also allows the clinic to get a deeper understanding of the relationship and how to leverage the pharmacy program to meet their needs.
What other advice do you have for CEs considering the onsite pharmacy model?
Always stay engaged and ask questions! Chat with your clinic’s providers and patients, get their take on their pain points with the pharmacy experience, and start thinking about whether an onsite pharmacy might alleviate many of those issues.
That way, when it’s time to start discussing onsite opportunities with prospective partners, you’ll be able to convey exactly what you’re looking for, not only from a financial perspective but from a patient care point of view. The right partner will go above and beyond to meet those needs.
To learn more about how Avita Care Solutions is committed to promoting health equities by providing an integrated suite of comprehensive, compassionate, and inclusive health care and pharmacy services to underserved communities, reach out to us today.
Mina Isaac is a strategic account executive at Avita Care Solutions as well as an AAHIVP-certified pharmacist. He can be reached at mina.isaac@avitacaresolutions.com.
