When laser vision correction first emerged, it didn’t just introduce a new procedure—it changed the way we thought about vision care. Premium intraocular lenses (IOLs) did the same for cataract surgery, transforming it from a necessary operation into an opportunity to experience freedom from glasses. During these times of change, the practices that thrived weren’t simply those with the latest technologies. They were the ones that built a culture around those new tools. Staff were educated, aligned, and supported by coordinators who helped patients navigate their choices.
Today, interventional glaucoma represents that same kind of transformational moment. It’s not just about a stent, a laser, or an implant. It’s about adopting a new philosophy of care, acting earlier to preserve sight, changing how patients understand their disease, and aligning the entire practice around this vision. Here we will discuss from the practice administrator's perspective the mindset for transforming a practice to an interventional glaucoma model.
Rethinking Glaucoma Care
For decades, glaucoma treatment meant daily eye drops, despite their well-known challenges: Compliance is inconsistent, side effects are common, costs add up, and, too often, patients eventually fail medical therapy. It’s a fragile way to manage such a severe, lifelong disease.
Now we have safer and more effective options. Minimally invasive glaucoma surgery (MIGS), selective laser trabeculoplasty (SLT), and sustained-release drug implants enable us to reduce pressure in ways that last longer and are less dependent on patient behavior. Instead of asking patients to carry the full burden of their disease management, these interventions give us a way to build stability into their care. The message is simple: Glaucoma care shouldn’t mean waiting for vision to be lost before intervening. The tools are here, and it’s time to use them.
A Better Patient Journey
The parallels to other milestones in ophthalmology are clear. Cataract patients once assumed glasses were inevitable, until premium IOLs reframed expectations. Refractive patients thought freedom from glasses and contacts was impossible, until LASIK made it real.
Interventional glaucoma offers a similar transformation. Imagine a patient juggling 3 or 4 drops a day, coping with side effects, expense, and daily stress. With 1 SLT treatment or a stent, their pressure stabilizes, and their dependence on drops decreases dramatically. For that individual, it’s not just a procedure; it’s freedom, independence, and peace of mind. This empowerment is what we strive for in our practice, and it’s what every glaucoma patient deserves.
Building an Interventional Culture in Your Practice
Shifting practice culture doesn’t happen automatically. Administrators and team leaders play a central role in creating the right environment. Every member of the team—from the front desk to clinical staff to billing—should understand where interventional glaucoma fits in the patient journey.
Technicians need to explain procedures in plain language. Coordinators should be equipped to discuss both the clinical “why” and the financial “how.” Even schedulers and front desk staff should feel confident answering common questions.
In our practice, coordinators are trained to answer the most common (and sometimes most emotional) questions patients ask when they’re first introduced to interventional glaucoma. For example, when a patient asks, “Why do we need to do this now if my drops are working?” our coordinator responds with, “Your pressure may look okay today, but our goal is to preserve your vision over the long term. These procedures help keep your pressure stable, so we’re not waiting for things to get worse before deciding to intervene.”
If a patient wonders, “Isn’t laser something you only do later on?” our coordinator explains, “In our practice, SLT is actually recommended as a first-line treatment for a lot of patients. It’s quick, covered by insurance, and sometimes it can even reduce the amount of drops you’re taking.”
And when patients ask about cost, such as, “Am I going to be paying more for this?” our coordinators are ready to say, “I know the cost of drops can add up, especially if you're using more than 1. When you look at the long-term expense of those medications compared to a covered procedure, it might actually save you money over time.” These everyday conversations help patients feel informed, supported, and confident as they consider early intervention.
Training is key, but it can’t happen just once. Practices that succeed weave it into onboarding, reinforce it in regular huddles, and revisit it as new technologies and coverage guidelines emerge. A culture of continuous learning fosters consistency, which builds patient trust and strengthens referral relationships. It’s this commitment to education and growth that keeps practices at the forefront of interventional glaucoma care.
The Role of Coordinators
Every major innovation in ophthalmology has had its champions: LASIK had refractive coordinators. Premium IOLs had cataract coordinators. Interventional glaucoma needs its own coordinators, too.
These coordinators are more than educators; they’re advocates who help patients understand that glaucoma doesn’t have to mean a lifetime of drops. For example, a common turning point in our practice comes when a patient worries, “If I have to be on drops for the rest of my life, what happens if I forget a dose? Am I risking my vision?” Our coordinators use moments like this to shift the conversation from fear to empowerment. A typical response might be: “A lot of people feel that way, and you’re not alone. Remembering to use your eye drops every single day is hard for anyone. What if you travel and forget them? We get it. The good news is that we have treatments that help take that pressure off of you. We have procedures that can keep your eye pressure stable.”
This kind of language helps patients move away from the idea that glaucoma automatically means “drops forever” and toward understanding that earlier intervention can safeguard their sight and protect their peace of mind.
The role of the coordinator is crucial in the practice, and their confidence in comparing the long-term expense of drops to the value of a covered procedure is invaluable. When trained in both clinical knowledge and financial literacy, they become trusted advisors who reflect the practice’s commitment to earlier, more effective sight preservation.
Practice-Wide Alignment
Every service line has a unifying vision. For interventional glaucoma, it’s about preserving sight and independence by reducing barriers to treatment.
That vision should touch every part of the organization. Billing teams need to understand reimbursement. Marketing should clearly highlight advanced glaucoma options, just as it does refractive procedures. Outreach to optometrists and referral partners should reinforce confidence in co-managing patients who pursue these treatments. When schedulers, technicians, coordinators, billing staff, marketers, and referral networks all share the same understanding, interventional glaucoma stops being “a procedure we offer” and becomes “a philosophy of care that defines who we are.” From a financial perspective, it’s essential to note that the long-term benefits of interventional glaucoma care, in terms of both patient quality of life and practice profitability, far outweigh the initial costs.
Why It Matters
For too long, traditional glaucoma care has been reactive: drops first, surgery later, and vision loss somewhere in between. That approach left too many patients struggling, too many outcomes compromised, and too many opportunities missed.
Earlier intervention changes the story. It protects vision before irreversible damage occurs, reduces daily treatment burdens, and provides patients with a more stable long-term path. From a leadership perspective, success requires more than adding procedures. It means creating systems that support early intervention; training staff to speak with confidence; developing coordinators who guide patients through informed decisions; and building referral relationships founded on trust.
The lesson from refractive surgery and premium IOLs is clear: Innovation takes hold when it’s made available, understandable, and integrated into practice culture. Interventional glaucoma deserves that same integration.
Final Thoughts
Interventional glaucoma is more than a set of new tools—it’s a shift in philosophy. Like LASIK and premium IOLs before it, interventional glaucoma challenges practices to reimagine what’s possible for patients. For administrators, the charge is clear: educate your teams, empower your coordinators, and align your practice around the vision of preserving sight earlier and more effectively.
Do this well, and interventional glaucoma won’t be just another service line. It will become the standard of care, shaping the future of how we protect sight and patient independence. OM
