H.E.A.T. 2016: Day 2: Cognito: “In pursuit of excellence”, Mr.Rambir Dalal, Director, Social Security and Pensions


Mr. Rambir Dala started the discussion by quoting Peter Drucker “Your career success and salary over a lifetime will be more directly related to your writing and speaking skills than to any technical skills.” In the course of discussion he emphasized on the importance of public speaking. It is said that public speaking is the second most fearsome thing after death, which is one of the reasons why communication skills act as the differentiator.

Taking the discussion ahead, he said that discipline and focus determine your credibility and perseverance towards success. Mastering the art of goal setting and inculcating discipline to follow the goals is an important practical advice to be incorporated in day-to-day scenarios. Moreover, daily planning leverages time through increased focus.

Further, he explained the importance of self awareness. Knowing one’s strengths and comparative advantages leads to more productivity. He gave the example of Virat Kohli to emphasise the importance of channelizing your energy towards refinement of your strengths.

He went on to explain the importance of quality work. Routine feedbacks and advice forms an important component towards success. Further, he mentioned how boldness and taking risks can lead you to unchartered territories. Moreover, taking initiative and passion to achieve something differentiating yourself with others

According to him, reliability and stretching yourself can be a value enhancement. He said, “To reach any significant goal, you must leave your comfort zone”. Integrity and doing the right thing forms an important trait. Moreover, self esteem must ultimately come from within. He also introduced arrogance and cynicism as two great killer. He further mentioned about personal brand, family, friends, classmates, and professional contacts.

He ended the discussion by saying failure is not doing the right thing and not doing enough.


H.E.A.T 2016: Day 2: Cognito: “Health Insurance in India: Journey so Far and the Road Ahead for Indian Hospitals”,Mr. Gaurav Tripathi, Associate VP, Aditya Birla Financial Shared Services Limited


Mr. Gaurav Tripathi, AVP at Aditya Birla Financial Shared Services Limited began the session by interacting with students on basic healthcare concepts. He stated the difference between health insurance and wellness insurance. While a health insurance takes care only of a serious dip in the insuree’s health, a wellness insurance ensures that you enjoy a minimum level of wellness too. He also said that insurance companies are trying to move away from health insurance to wellness insurance in terms of service offerings.

He explained the evolution of health insurance in India since 1986. The Introduction of IRDA bill and the growth of cashless-admission schemes are few of the major developments the healthcare sector has seen. Indian healthcare sector adopted western policies of asking hospitals to adhere to qualities and standards. Hospitals were forced to maintain proper reports and computerize important activities.

Mr. Tripathy also spoke about various healthcare financing options such as Savings (fee for service), User fees (capitation), Demand Side Financing, Private Health Insurance, Community Health Insurance, Social Health Insurance and General Taxation Funding. He then explained the difference between less equitable financing options and more equitable financing options.

Moving on, Mr. Tripath spoke about de-tariffication policy (2007) and medical inflation. He also focused on various challenges in the healthcare industry such as increasing claim costs, forgeries, lack of standard treatment protocol, imperfect information, non-comprehensive coverage and government interventions.

He concluded by asking the students not to look only into sales but also into approvals, differentiators, market research and product development when developing a health insurance model.

H.E.A.T 2016: Day 2: Panel Discussion: “Health Insurance”


Mr. Shashwat spoke about how insurance has become the biggest revenue contributor for the hospitals. Thirty to forty per cent of revenue in healthcare is from private insurance companies. Government insurance companies are still far behind private companies in achieving revenues as well as delivering value to the customers. There are many bottlenecks in the present healthcare scenario.

Mr. Sandeep spoke about the time when the first insurance was launched. Consumers as well as medical practitioners were unclear about the true concept of the product. Back then, health insurance was primarily targeted towards people who were elderly and suffering from serious sickness. This was against the basic idea of insurance and left no room for ways of earning a surplus. The issue was of nomenclature as health insurance was being sold as a claim. Progressively today we possess a good health pool. Some of the problems still prevalent are high medical costs in the metros and the issue of premium charges not being commensurate with the exorbitant medical cost.

Dr. Savitha Shelley, Associate Professor, School of Management, Manipal University, spoke about the micro health insurance. Constituting to 60% of the population, the rural and the urban poor today come under the purview of micro health insurance. This service has brought significant impact on the lives of million and has brought substantial change in the way rural people now seek healthcare. People in rural areas have now access to proper health infrastructure and facilities but there still is a lot of scepticism in their minds towards Health insurance. The government instead of strengthening health infrastructure is shifting their responsibility of providing health services to financial support and insurance schemes. They need to realise we have to subsidize risk, not premium.

Mr. Garvit Jain talked about the servicing part of healthcare. In the past years, Health insurance has raised the expectations of people by bringing in facilities like reimbursement policies and cashless options. With the introduction of these facilities time of providing service has decreased drastically. He further spoke about the importance of accreditation and quality in healthcare. In the past National insurance took an initiative to accredit hospitals into three categories named A, B and C. Without proper implementation to successfully regulate hospitals and their operations this initiative failed. CGHS has recently categorised hospitals into two categories of with or without NABH. NABH accredited hospitals are receiving benefits in tariffs

Mr Abhishek Ranjan, Assistant Vice President, Apollo Munich Health Insurance Co., spoke about how there is an increasing awareness among the people about insurance and their usage. He said that the insurance companies are doing well now since they are adopting the agency model. As time went by the brokers came in who were more technically aware which Mr Ranjan feels increased the efficiency of the insurance companies. There some companies that are slowly becoming digital and adopting the method of selling policies online which are bleeding the insurance companies.

Mr Jitendra Alamchandani, Associate Vice President, Aon Global Insurance Brokers, believes that insurance initially did start on a retail basis but the penetration was very less. This was especially difficult when the medical inflation was much more than medical growth. But he pointed out that with due course of time group insurance has evolved where most policies are customized. He also states that the turn-around time has also become very important in the country.

Mr Sridhar Rajan said that many insurances don’t cover drug insurance, which he believes is the major disconnect between pharmaceutical companies and insurance companies. He said that there are drugs outside the price control, these are the drugs that need to be covered by the insurance. If this can be done, then the pharmaco economies will benefit largely.

Mr Sriram Raja, Chief Technical Officer, RT-Medibus Technologies Private Limited, gave a new insight on how these insurance companies are evolving. He believes that data mining and evaluating risk factors will completely modify the insurance sector. India is starting with this change and he states that the government is pushing this initiative.

H.E.A.T 2016: Day 2: Panel Discussion: “Business models”

pd3-5Dr. Raveendranath Naik, Director, School of Management – Manipal University 

Dr. Naik spoke about the shift in entrepreneurial environment in the past to the present. A few years back, the environment for entrepreneurs was less conducive. Talking from a risk perspective, banks would not take risks in financing new ideas. The risks had to be endured by the entrepreneurs. The environment is drastically different today. With venture capitalists coming in, risks are today shared giving new entrepreneurs support to digest setbacks.

Mr. Dinesh Madhavan, Director Healthcare Services, Healthcare Global Enterprises Ltd

Mr. Madhavan defined technical tools like apps and softwares as enablers. He stated that there are two types of medical professionals, the front end professionals who interact with the patients and the back office professionals which includes the technicians, radiologists and pathologists. The back office professionals carry out tertiary duties and do not interact with the patients. Enablers like e-ICU and tele-radiology help mitigate the challenges that come with unavailability of skilled professionals. Less interfacing is the future of health care.

Dr. Sanjay Patan Shetty, Head of Department, Public Health – Manipal University

Dr. Shetty spoke about how resource constraints mean different for different people. He stressed on the importance of understanding the different perspectives between countries and within the country. This is crucial in innovation and providing services. He also spoke about project ECHO which is an extension of community health care outcomes. The project democratizes knowledge using a concept called force multiplier. He stated that the solution for healthcare innovations lies outside the domain of healthcare.

Dr. Kumar Siddharth

Dr. Kumar spoke about the immense opportunities teleconsultation brings. However, it is important to comply with medico-legal framework. While telemedicine brings in a lot of convenience in the form of consultations over a phone call, the most important factor is the well-being of the patient. There are guidelines and protocols that must be followed. Taking dentistry as an example, he stated that there is lack of awareness, making intervention at an early stage important. Teleconsultation aims at guiding the callers, reducing their apprehensions and refer them to the appropriate care centres.

Mr. Partha Dey, Healthcare Leader and SME, IBM Healthcare

India is following a trend with respect to new business models. The uniqueness is a result of the generation of creative ideas. The tertiary business in healthcare has grown significantly. Lot of work is being done to provide access to medicine in rural areas. Start-ups are looking to adopt this model into the Indian rural setting in order to provide good quality healthcare services. Multiple companies have been set up in the domain of medical tourism. Single specialty providers are emerging as well. There is an attempt to alter ideas already implemented in other parts of the world to the Indian market.

Dr. Ramesh S VE

Investments are more focused on people. There has been a paradigm shift whilst shifting ideas to prototype development. The solution must meet the healthcare needs of society, the involvement of finance comes in at a later stage. With e-commerce and tele-based medicine, there have been dynamic changes in the medical industry. There needs to be a high level of healthcare literacy at the policy level. There are a lot of regulatory glitches in the Indian system, however there is a prevalent level of maturity.

Dr. Lokendra Gupta

People from the lower socio-economic groups don’t play an active role in the business model development. There is a variation of roles being carried out by different groups in the process of model formulation, idea creating and overall development.

Mr. Denny John, Senior Technical Specialist, ICRW

The government needs to play a role in business model development. There are many people who can’t be given subsidy care because they aren’t eligible for the same. Sustainable models can be built to cater to the people, society and the medical community as well.


H.E.A.T 2016: Day 2: Cognito: “Managed Care” Jitendra Alamchandani, Associate VP, Aon Global Insurance Brokers


In an extremely interactive session Mr. Alamchandani spoke of the rising importance of insurance mainly from the Indian perspective. He began the session by describing the definition.  He wanted the students present at the session to showcase their understanding of the subject. The flow of the guest lecture was structured for it began with the concept of insurance as a general idea. Insurance is a vital component of any risky venture for it attempts to remunerate for any future damages that might take place. Health insurance is categorized into life, non-life insurance and re-insurance. The non-life insurance industry consists of both private and public entities. In addition to the illustrious companies that are present in the industry, there is the Insurance Regulatory and Development Authority of India known as the IRDA is responsible for overseeing the insurance related activities that take place. The Indian Insurance Industry is a dynamic one for it facilitates the economic, industry, company and personal shifts in the overall global environment. India as a growing economy is making strides in the healthcare industry and taking care of the patients in both medical and insurance aspects.

H.E.A.T 2016: Day 2: Cognito: “Is patient really the King in healthcare?” – Mr. Joy Chakraborty, Chief Operating Officer, Hinduja Hospital


In an interactive session with the students of TAPMI, Mr. Joy Chakraborty enlightened the students about the on-going transformation in the healthcare sector. He started off by asking the students whether patients are indeed the real “King” in the healthcare sector. He then went on to explain the various intricacies of the sector and why health care is a buyer’s market.

Most of the private institutions working in this sector have developed their own space which is designed in such a way that it maximizes the patients and profits gained out of them. Disease patterns and spending power of consumers are among the multitude of variables which help to carve out this unique space for each institution. The scenario is completely different in public sector, he added. Further elucidating about this differentiation strategy, he took the example of specialty hospitals like Arvind eye care, which caters to a particular segment of the patients. Driving volumes with lesser margin is the key to success for many private healthcare institutions, he said.

Further discussing the transformation of the Indian healthcare sector, he compared today’s healthcare sector with the one that existed twenty years ago. Apart from the advent of specialty hospitals with different value propositions, one striking difference that has evolved in the sector is that of the changing customer expectations. Today customers are the decision makers who drive the entire healthcare delivery process, he said. The structure of the health care sector, as well as the interaction with the customers, have undergone a sea change over these years. The sector in itself has evolved into multiple branches like homecare and even remote consultations. The industry needs to continuously look into the customer expectations and customer perspectives to transform the dynamics of the delivery process. To enable this transformation, there needs to be renewed focus on bettering the current level of customer experience. He then went on to give three specific areas of improvement: Patient Appointment Service, Online Payment Mechanism, and Out-Patient Facilities. Making use of technology and integrating it with the prevalent processes would go a long way in improving the customer experience part of the healthcare sector. He ended the session by answering the questions posed by the students and thanking the students for making it a highly interactive session.

H.E.A.T 2016: Day 2: Cognito: “Big Data in Healthcare”- Mr. Partha Dey, Healthcare leader and SME, IBM Healthcare


Mr. Partha Dey started the lecture by introducing the audience to the importance of data and analytics in the micro levels of healthcare services. Data collection can be used in monitoring the attendance and availability of employees. Though the availability of employees is important, organizations should focus more on the productivity factor, which is hard to measure.

Mr. Partha Dey pointed out that lack of data for analysis has been the biggest challenge for healthcare sector. But healthcare sector has the capability to capture huge data as it involves human interaction on a large scale. He said that though manual interaction is the main source of data collection, machines connected to patients can collect data 24X7 which is more than the data collected by data driven industries like finance and telecom. Technology has played a big role with the introduction of devices like Fitbits which collect data at individual level all round the clock.

On the expectations of health care practitioners from data analytics, Mr. Partha Dey said that their main expectation is the ways in which data collected can be used to draw correlation between various variables and further be used to provide the best service to the patients. At the end of the day, data analytics helps professionals in taking better judgments. Mr. Partha Dey emphasized on the fact that the only reason for the existence of healthcare system is to make people’s life better. So, analytics should help in impacting lives positively. He also talked about how data can help in public health sector, especially in the design and implementation of policies. Mr. Partha Dey concluded by advising students on the importance of scrutiny of inputs that go into the preparation of data analytics reports.