SPICED 🌶️
This is the "S" in SPICED, where you understand the prospect's current state and context before diving into their challenges.
What is Situation?
Julie and Bo explained that the same CPT code can have completely different meanings and billing criteria depending on whether you're coding for this type of billing versus facility/hospital billing.
What is professional fee (or ProFee) coding/billing?
The 4 modules of the Patient Access Plus Platform
What are prior authorization, eligibility and benefits, insurance discovery and patient pay estimation?
This cloud infrastructure provider powers Infinx's "workflow-native healthcare revenue operating system" with governed revenue cycle automation, as announced in a 2026 press release.
What is AWS (Amazon Web Services)?
Jacco van der Kooij, founder of Winning by Design, says that in the last decades of SaaS-based sales, power has shifted from this party to this party in the buying process.
What is from sellers to buyer (or buyers)?
This type of violation occurs when a physician's documentation doesn't support the high E&M level billed, and can result in civil penalties or repayment.
What is upcoding (or overcoding)?
This type of Epic setup, used by smaller hospitals piggybacking on a larger system, makes integration more cumbersome because the smaller hospital has limited control over their own tech environment.
What is Epic Community Connect?
This AI platform, formerly called "Document Capture AI," was renamed in 2026 to better represent its role as a unified document intelligence solution supporting capture, classification, extraction, and routing.
What is Document Capture Plus?
In the SPICED framework taught by Winning by Design, this is the "P" that identifies the specific challenges, frustrations, or problems the prospect is experiencing in their current state.
What is Pain?
This code set supports medical necessity by providing diagnosis codes and was expanded from its predecessor many years ago.
A: ICD-10
This is the name of Infinx's software used to assess charge capture opportunities across both acute and professional billing.
What is ChargeView?
In SPICED, the "C" stands for Critical Event. Jacco van der Kooij teaches that a critical event must meet two conditions to be real — what are they?
It must have a hard deadline, and there must be a consequence if that deadline is missed. Without both, it's not a true critical event.
Julie and Bo emphasized in their Coding 101 presentation that everything in the coding process depends on this fundamental process completed by clinicians.
What is documentation?
This company was one of the first to build a direct API connection with a payer for prior authorization, and was originally called Prior Auth Now.
What is Rhyme?
This hospital-specific metric tracks claims for patients who have been discharged but whose bills have not been finalized and submitted to payers, often due to coding delays, missing documentation, or charge capture issues.
What is DNFB (or Discharged Not Final Billed)?
This underlying technology, combined with generative AI and machine learning, enables Document Capture Plus to extract data from unstructured healthcare documents without relying on templates or structured inputs.
What is natural language processing?
Nathan Skorick says salespeople should actually be listening for this topic when prospects call in about prior auth — because it points to problems across the entire revenue cycle.
What are denials (or the denial rate)?
This type of coding represents the "thinking" part of medicine, has the highest subjectivity and audit risk, and is used across all specialties.
What is E&M (or Evaluation & Management) coding?
Benefits accumulations to deductibles and out-of-pocket maximums typically update between these dates each month.
What is the 3rd and 5th of the month?
When a prospect mentions this denial reason code as their top denial driver, it signals medical necessity is their critical pain point.
What is CARC code CO50?