The first step in marketing an HIE is demonstrating value and return on investment (ROI) to providers, hospitals, and payers to ensure their participation in the HIE. Calculating ROI can be a difficult endeavor. HIEs must start by formulating value statements for each stakeholder. This should be part of the strategic planning process and have input from the multi-stakeholder community. These value statements should address pain points or inefficiencies for stakeholders. While many of these value statements are quantifiable, it is not a requirement. For example, two value statements for providers could be: 1) reduce the cost of doing business through a reduction in overhead and administrative expenses; or 2) increase patient safety through access to a more complete patient history and more comprehensive information regarding allergies and medication history. Both statements demonstrate value for providers, but one is quantifiable and one is not.

For an example of NeHII’s value statements for stakeholder groups, click here.

For an example of Rochester RHIO's provider value statement, click here.

For an example of HealtheConnections of Central New York’s patient value statement, click here.

For an example of the state of Utah’s (UHIN) patient value statement, click here.

Once an HIE has created value statements for all of its stakeholder groups, the value statements can be used to build an ROI calculation. Through an interview process with each stakeholder group, the value statements can be used to create ROI formulas for each stakeholder type. HIEs must carefully choose whom they will interview, as some groups may be resistant to sharing necessary information for developing these calculations. Once the formulas for calculating ROI have been created, HIEs can customize the input to individual providers, hospitals, and payers, and demonstrate the ROI for investing in their HIE. Many HIEs utilize a financial analyst consultant to assist in this process. For a sample of a NeHII formula for providers, click here.  After the formulas for each stakeholder group have been created, HIEs can use the formulas with each organization and provide a unique ROI tailored to their business. It should be noted that this is by no means an easy process. It is difficult for stakeholders to provide current baselines of cost and time. This step will therefore be a long process and may be very time consuming.