An NFL starting quarterback only plays about 8 to 10 hours of actual football in an entire season. That’s it. One workday’s worth of actual “ball in play.”
But behind those 8 to 10 hours sits 175+ hours of practice. And that’s in addition to film study, workouts, and endless reps in training camp. The ratio, what I call the “Preparation Multiple”? It’s roughly 95% preparation to 5% performance.
Now think about how physician group leaders approach contract negotiations with hospitals, payors, and other parties. Too often, they walk into the room cold. No deep prep. No drilling key points with legal counsel. No time spent understanding what the hospital really wants. No practice against a simulated negotiating opposite. Just winging it.
If an NFL quarterback skipped practice all week and showed up on Sunday, you’d call it malpractice. Yet this is exactly what happens in healthcare negotiations every day. In fact, the hospital and the payor and everyone you’ve ever negotiated with on behalf of your group is counting on it.
Your legal counsel isn’t just a document drafter. They’re your coaching staff and, in many cases, your co-negotiator. Their job is to help you run scenarios, anticipate the other side’s moves, and design a playbook. The actual negotiation is game day, and the outcome depends almost entirely on how well you’ve practiced.
Spend the time. Rehearse. Dig into the deal points. Walk in prepared. Because your “game day” may only last a few hours, or even a few minutes, but the results will shape your group’s future, and your own, for years.
Question for you: When was the last time you really practiced before a negotiation?
