Patient First - Post Seizure in the ED

Question 1

Two questions for discovery and knowing the goals of your ED Champion?

Answer 1

Do they own the care standardization in the ED?

What are the challenges they are facing for prior seizure patients?

Question 2

Four questions for discovery when talking to ED Nurses/Nurse managers

Answer 2

What is the patient volume?​

What’s their current workflow to manage prior seizure patients in the ED?​

Is there existing EMR order set for post seizure patients? ​

How well is it adhered to by nurses and providers?​

Question 3

Pitching Patient First - what are we closing for?

Answer 3

Close for building out protocol - with champion driving the process

Question 4

Who are our three key stakeholders in ED for alignment?

Answer 4

ED medical director (should be Champion)​

Nursing manager (should already be support from discovery) ​

Neurology​

Question 5

What is the goal workflow adjustment w/ Patient First?

Answer 5

EMR order set for prior seizure patients that explicitly includes rapid EEG for altered patients ​

Question 6

Objection Handling - “We are already caring for the patients effectively”

Two bullets

Answer 6

Ask about consistency - “We know you know this inside and out, Dr. X. How consistent do you think the practice is across ED providers in your ER?”

Bring examples from discovery - “In conversations with your nursing staff, they mentioned that only half of providers do this”

Question 7

Objection Handling - “We are worried that we will use this too much”

Three bullets

Answer 7

Go back to diagnostic yield - what is a good diagnostic yield that they would expect?

Reinforce Ceribell’s high yield (~30% on avg.) and that we can track yield at the population

Have P2Ps on the call that can speak to ROI

Question 8

Objection Handling - “No one follows protocol at our institutions”

2 bullets

Answer 8

Ask why folks don’t follow order sets? What specific order sets were not followed and why? (Provider-led vs. Nursing-led, Poor rollout, etc)

“We understand changing provider behavior is hard. Do you have an example of when you were able to change behavior? What did you do to drive that change?”