Healthcare revenue cycle executive fighting a daily war against claim denials, coding errors, and payer complexity. Buys technology when it has a clear, measurable impact on net revenue.
TitleVP of Revenue Cycle / Director of Revenue Cycle Management
LocationDistributed across US in major health system markets
Age Range38-55
EducationBS in Business, Finance, or Health Administration; CRCR certification common
Reports ToCFO or COO
Company Size200-5,000 employees
Income Range$150K-$280K total comp
Industry SegmentHospitals, health systems, large specialty groups, ambulatory surgery centers
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Psychographics
Values
Revenue integrityDenial prevention over denial recoveryCoding accuracy and complianceOperational efficiency
Motivations
Reducing initial claim denial rate below 5%
Accelerating days in accounts receivable (DAR) below 40 days
Improving clean claim rate and first-pass resolution
Demonstrating direct revenue impact to CFO to justify budget
Frustrations
Payer rule changes that invalidate prior authorization workflows overnight
Coding tools that promise accuracy but require constant manual override
Vendor ROI claims that cannot be validated with real-world denial data
IT prioritization battles that delay RCM system upgrades for years
Personality Type
Numbers-first and impatient with vague claims. Will ask for a pilot with measured KPIs before any enterprise commitment. Responds well to vendors who speak her language: denial rate, DAR, A/R >90, clean claim rate.
Acquisition of a new practice requiring RCM system standardization
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Common Objections
What is your documented denial reduction rate across comparable health systems?
We need a 90-day pilot with our actual payer mix before any enterprise commitment
How does this integrate with our current billing system — we are on Epic Resolute
I need CFO approval and she is going to want a 12-month ROI projection with your assumptions
We tried an AI coding tool last year and it created more audit risk than it solved
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Channels & Media
social
LinkedIn (RCM and healthcare finance communities)HFMA member network
content
Denial reduction case studies with specific metricsROI calculators with adjustable assumptionsPayer-specific integration guidesMGMA/MAP key benchmark comparisons
research
MGMA benchmarking dataAdvisory Board RCM researchPeer success stories with named referencesHFMA MAP keys