Mind the Margins: Make the Right Decisions in Growing your Home Infusion Business

Recorded On: 05/11/2022

With downward pressure on drug reimbursement, home infusion providers need to consider their overall “cost of service” for each therapy in their service lines. Cost of service should be a consideration when evaluating new home infusion drugs and payer contracts. This webinar will guide providers through calculating these costs and negotiating appropriately. 

Learning Objectives:

  1. Evaluate your home infusion pharmacy's profitability by therapy/drug and be better prepared when entering into uncharted territory.
  2. Define the key components in calculating costs and determining profitability by therapy to make better, more informed decisions in the future.
  3. Learn the top tips for entering into new payer contracts.

Jeanne Lugli

Sr Director of Operations


Jeanne Lugli has more than 38 years’ experience in home infusion reimbursement. She began her infusion career at Home Health Care of America (which later became Caremark) as part of the intake team and eventually was promoted to Reimbursement Manager.  Jeanne credits her hands-on experiences at Caremark for building the foundation of her overall infusion knowledge.  She went on to work at Home Intensive Care (HIC) as the Regional Reimbursement Manager overseeing the billing and collections for 13 regional locations.  After HIC was acquired by NMC Homecare and her office was eliminated, she went to work for Healthcare Automation (HAI), who was subsequently acquired by WellSky.  HAI was an infusion software company.  Jeanne spent the first two years at HAI offering expert consulting in home infusion reimbursement to more than 100 infusion pharmacies throughout the country and Puerto Rico.  In 1995, she started the home infusion reimbursement outsourcing division which over the next 25 years grew from 2 employees and $200k in annual sales to 70+ employees and $8m+ in annual sales.  Since 2020, she is a Sr. Director of Operations for Pharmacy & Infusion at Brightree, a division of ResMed.  At Brightree Jeanne is overseeing Brightree’s growing home infusion RCM services.  Lastly, Jeanne has been on the National Home Infusion Association Payer Advocacy and Relations Committee since 2007.

No Disclosures to Report

Jennifer Keiser

Pharmacy Product Manager

Brightree LLC

Jennifer Keiser is the Pharmacy Product Manager, Brightree LLC. Jen is responsible for product strategy, feature prioritization and product roadmap for the pharmacy offerings within Brightree’s cloud-based post-acute care solutions. She has over 25 years of experience managing software development, support and implementations but her true love is designing exceptional pharmacy software. She was previously General Manager of the Alternate Care Solutions division of Mediware and a Senior Manager of Business Analysis at CVS Health. Jen earned a BS in Computer Science from the University of Illinois and a ALM in Information Technology from Harvard.

No disclosures to Report


Mind the Margins: Make the Right Decisions in Growing your Home Infusion Business
Open to view video.
Open to view video.
Post Education Quiz
10 Questions  |  Unlimited attempts  |  70/100 points to pass
10 Questions  |  Unlimited attempts  |  70/100 points to pass
Post Webinar Survey
4 Questions
4 Questions Mind the Margins: Make the Right Decisions in Growing your Home Infusion Business NHIA Webinar, Effective 5/11/2022 - 5/11/2025, 1CE Enduring: 0761-9999-22-307-H04-P&T & 05-115-22-271-RN/RD
*Required to Obtain CE Credit*
Up to 1.00 medical credits available  |  Certificate available
Up to 1.00 medical credits available  |  Certificate available