Industry Insights
The Competitive Edge in Laboratory Outreach: Enhancing Value Beyond Price
December 3, 2025
In today’s highly challenging laboratory landscape, independent clinical labs and pathology practices face an uphill battle: competing against large national labs that can undercut prices while still needing to attract and retain clients by providing high-value services.
“It’s a competitive world,” said Dennis Winsten, a highly sought-after consultant in the healthcare systems industry. “On the one hand, clients are trying to lowball you on the price of tests, and on the other, they want added services, so success in outreach testing requires a careful balance between cost efficiency, competitive pricing, and differentiation through value-added services.”
Using Winsten's expertise, this Industry Insights article explores the current landscape of outreach and offers strategies to help grow your lab’s outreach business.
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Outreach as a Business Model
For independent labs, outreach is more than just an extension of services; it’s a critical business driver. Client-based revenue fuels sustainability, and efficiency is key to maintaining competitive pricing. The challenge lies in counteracting high-volume national competitors by offering superior services, technological advancements, and client engagement strategies that justify a premium price.
“The big national labs remain a threat to client-based revenue, but they’re not going to be able to bring the value-added aspects that independent outreach labs can,” stated Winsten.
Winsten emphasized the importance of advanced laboratory information systems (LIS software) in helping independent labs stay competitive against national players. He noted that the most effective LIS systems go beyond processing test orders. They enhance the client experience, streamline operations, and deliver critical business intelligence to drive success.
“You want to make it easy for the client to do business with you, and that’s part of it. A modern LIS system can help, but it’s not just about having a system; it’s about what the LIS system does to enhance client experience and efficiency,” continued Winsten.
Here’s how independent labs can leverage advanced laboratory information system functions and capabilities to maintain and grow their outreach business.
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Enhancing Client Value with Modern Laboratory Information System Software Technology
1. Intelligent Order Entry
- AI-driven order entry reduces errors by suggesting test alternatives or flagging contraindications.
- Integration with historical patient data ensures more precise test selection.
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2. Results Reporting with Interpretation
- Push results directly to clients in their preferred format.
- Provide AI-generated and customized interpretations of historical patient data.
- Enhance physician decision-making through targeted insights.
Discover More: LigoLab’s Provider Portal Facilitates Faster Order Processing and Improved Turnaround Times
3. Specimen Management and Tracking
- Real-time tracking of samples using GPS and RFID.
- Automated alerts for missing, damaged, or insufficient specimens.
- Location tracking at lab workstations to ensure workflow efficiency.
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4. Courier Management
- AI-powered route optimization to reduce transportation costs.
- Automated mileage logging for operational efficiency.
- Predictive supply replenishment based on historical usage.
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5. RFID for Efficient Sample Processing
- Mass RFID scanning for quick sample logging.
- Improved chain-of-custody tracking for forensic and high-value specimens.
- Reduced labor costs associated with manual barcode scanning.
- The cost of RFID labels still inhibits utilization.
“RFID tracking can revolutionize specimen management. Rather than scanning each sample individually, you can move an entire bin through a scanner and log everything instantly. That’s efficiency, and that’s the future,” said Winsten.
Discover More: How Specimen Tracking Software Improves Efficiency and Reduces the Chance for Diagnostic Errors
Optimizing Client Interactions
6. Responsive Customer Service
- AI-powered issue tracking for faster resolution.
- Instant access to specimen status and troubleshooting.
- “Built-in” awareness of customer preferences.
- Improved client satisfaction.
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7. Supply Chain Management for Clients
- Usage monitoring to prevent misuse and ensure timely replenishment.
- Automated detection of discrepancies between supply orders and test volume.
- Proactive resupply management to prevent shortages.
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8. Direct-to-Consumer Lab Testing and Patient Interactions
- Online portals for test ordering and tracking.
- Digital engagement tools for patients that reduce the administrative burden.
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Data-Driven Decision-Making for Growth
9. Client and Lab Dashboards
- Real-time tracking of client test utilization, revenue generation, and cost analysis.
- Client-specific insights to optimize pricing and service offerings.
- AI-based financial modeling to determine ROI on new tests and equipment acquisitions.
Discover More: Understanding the Importance of Real-Time Analytics in the Modern Clinical Laboratory
10. Laboratory Billing and Lab Revenue Cycle Management (Lab RCM)
- Flexible client-specific laboratory billing models with discount options.
- AI-driven clean claim submissions to reduce denials.
- Enhanced receivables optimization to improve cash flow.
Discover More: The AI Revolution in Laboratory Billing: A Game Changer for 2025 and Beyond
The Role of AI in Outreach Growth
Artificial intelligence is rapidly transforming laboratory operations. Whether in predictive analytics for test demand, optimizing financial modeling, or automating complex or repetitive logistical processes, AI provides a competitive advantage that independent labs must embrace.
For instance, AI-driven modeling can evaluate projected client demand and the financial impact of new tests or instrumentation, helping independent labs determine whether an investment makes sense and enabling more informed, profit-focused decision-making.
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Competitive Differentiation for Independent Labs
Large national laboratories may dominate in pricing, but they cannot always match the personalized services and innovative features that independent outreach labs can offer. To succeed, independent labs must:
- Reduce operational costs without compromising quality.
- Deliver superior value-added services that improve client workflow and satisfaction.
- Leverage LIS lab technology to automate processes, improving efficiency and profitability.
- Use data analytics to refine outreach strategies and tailor services to client needs.
Conclusion: Winning the Outreach Battle
Outreach is a highly competitive laboratory business, but independent labs can thrive by focusing on providing high-quality, client-centric services supported by advanced technology.
“Yes, it’s a price-sensitive business, but independent labs that leverage the latest technology to reduce costs and provide value-added services will not only retain clients but also grow their business,” concluded Winsten.
By combining advanced LIS system efficiencies with streamlined client interactions and AI-powered business intelligence, independent labs can both sustain and expand their outreach programs. Success comes not from competing on price alone but from standing out through innovation and exceptional services.
About Dennis Winsten & Associates
Founded in 1985 in Tucson, Arizona, Dennis Winsten & Associates has been a trusted consulting firm in the healthcare industry, specializing in laboratory information systems. With a deep understanding of the complexities of healthcare IT, the firm has developed proven methodologies to help clients make informed, strategic decisions in an evolving technological landscape.
Known for delivering responsive and cost-effective consulting services, Dennis Winsten & Associates provides expert guidance to healthcare organizations navigating the selection, implementation, and optimization of their information systems.
The firm addresses critical concerns that healthcare institutions face, such as evaluating artificial intelligence and analytics applications, managing system costs, ensuring contract protections, and mitigating risks associated with vendor stability and system obsolescence.
Dennis Winsten & Associates empowers clients to optimize their workflows, enhance outreach services, and achieve regulatory compliance while maximizing their return on investment in healthcare IT solutions.
Ready to Strengthen and Grow Your Lab’s Outreach Program?
LigoLab’s all-in-one medical LIS & lab RCM platform powers laboratories with the advanced automation, AI-powered intelligence, and operational efficiency needed to reduce costs, deliver more value, and stand out in a crowded, price-sensitive market.
If you’re ready to elevate your outreach strategy through innovation and exceptional service, connect with a LigoLab product specialist today and discover how a unified informatics platform can help your lab grow with confidence.
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