Regaining Revenue: How One Lab Rebuilt Its Outreach Program


Downward reimbursement pressure and a need for cash is leading to the sale of hospital outreach programs. This is a short-term solution that provides the health system with an infusion of cash but takes away the long-term benefits and revenue potential that comes from investing in the laboratory. With proper planning, it is possible to reclaim outreach business that has been sold, as demonstrated by Tucson Medical Center.

Originally presented on September 29, 2021, in Salt Lake City, Utah.

Lecture Presenters

Sandy Richman, MBA, C(ASCP)

Sandy Richman, MBA, C(ASCP)

Director of Consultative Services
ARUP Laboratories

Sandy Richman is director of Consultative Services at ARUP Laboratories and has more than 20 years of combined clinical, financial, and consulting experience in the healthcare industry. Before joining ARUP, Richman was vice president of Healthcare Advisory Services at PNC Healthcare, where he worked closely with leadership teams from hospitals across the country to improve their revenue cycle and treasury management operations. Richman also has extensive experience assisting hospitals with emergency department improvement, strategic planning and pricing, financial analysis, operations improvement, and market research. He holds a master’s degree in business administration from the University of Utah and is board certified as a technologist in chemistry by the American Society for Clinical Pathology. Richman is a frequent speaker for the Healthcare Financial Management Association. He also is a member of the American College of Healthcare Executives and the Clinical Laboratory Management Association. Richman’s research interests include revenue cycle management, market research, and financial analysis and modeling.

Sanjay Timbadia, MBA, MT(ASCP)

Sanjay Timbadia, MBA, MT(ASCP)

Director of Laboratory Services
Tucson Medical Center

Sanjay Timbadia is director of Laboratory Services at Tucson Medical Center (TMC), southern Arizona's locally governed, nonprofit regional community hospital. He has more than 30 years of experience in the healthcare industry, with 18 years in a hospital laboratory setting. Currently, Timbadia manages and leads the clinical operations of the TMC Laboratory and its staff of 130 at Tucson’s largest hospital (licensed at 641 beds). His primary focus and expertise includes ensuring superb patient and staff satisfaction while maintaining an excellent grasp of modern laboratory practices and techniques.


After this presentation, participants will be able to:

  • Identify the economic pressures on hospital outreach
  • Discuss the value of laboratory outreach
  • List the components of a successful outreach program
  • Describe the steps to reclaiming an outreach program that has been sold

Sponsored by:

University of Utah School of Medicine, Department of Pathology, and ARUP Laboratories