Stop Losing Money: EMS Billing Tricks That Actually Work

EMS sustainability, patient trust, and financial performance are more connected than many healthcare leaders are willing to acknowledge. In this episode of The Leadership Lab Podcast, the Solutions Group team is joined by Bill Mergendahl, founder of Pro EMS and Pro EMS Solutions, for a case study conversation on how modern revenue cycle strategy is reshaping financial outcomes across ambulance services. Drawing from more than a decade of experience and data from nearly 200 EMS agencies, the discussion shows how small changes in billing strategy can drive meaningful impact. The conversation explores why the traditional "bill as fast as possible" approach often increases patient burden while limiting reimbursement, and how managing deductible and out-of-pocket exposure differently can improve both collections and patient experience. Bill explains why selectively timing claims allows hospitals to absorb deductibles first, reducing patient friction and improving net revenue. As the discussion turns to third-party liability and claim discovery, the focus shifts to motor vehicle accidents, workers' compensation, and other liability-based transports where revenue is frequently missed. The group explains how automated discovery tools reduce reliance on patient contact, improve speed to file, and increase reimbursement by identifying liability coverage earlier. You will also hear why expecting field clinicians to gather insurance details is unrealistic, how separating clinical care from billing discovery improves outcomes, and why long-term data matters more than theoretical ROI. Bill shares why these tools have become foundational to sustaining EMS operations in an increasingly complex reimbursement environment. You'll learn: How billing timing affects both patient responsibility and EMS revenue. Why managing out-of-pocket exposure reduces friction without disrupting cash flow. How selective claim holding improves collections without slowing operations. Why automated third-party liability discovery uncovers revenue many agencies miss. How speed and accuracy determine success in MVA and workers' compensation claims. Why process discipline and payer-level nuance matter more than blanket rules. How data-driven systems support sustainability in a constrained reimbursement climate. If you are an EMS executive, healthcare finance leader, or operations professional navigating shrinking margins and rising complexity, this episode offers a practical reframing of revenue cycle management grounded in data, experience, and long-term sustainability. 🔔 Subscribe to The Leadership Lab Podcast and join the conversation about what's next for healthcare leadership.   Links: Asbel Montes LinkedIn - https://www.linkedin.com/in/asbel-montes-31027634 Asbel Montes Book (In Plain Sight): https://asbelmontes.com/store/ Asbel Montes Website: https://asbelmontes.com/    Bill Mergendahl - https://www.linkedin.com/in/bill-mergendahl-8621006  Pro EMS Instagram: https://www.instagram.com/proems/     Solutions Group Services: LinkedIn - https://www.linkedin.com/company/solutionsgroupservices  Instagram - https://www.instagram.com/solution_sgroup/  Facebook - https://www.facebook.com/solutionsgroupservices  Website -  ​​https://www.solutionsgroup.com/