In several of the hospital-based specialty practice areas, there are so-called national groups that are quite active in their marketing to hospitals at large. They run large ads, conduct well-planned webinar campaigns, and even telemarket to hospital administrators. In particular, some national groups take a very sophisticated approach based around a campaign designed to convince […]
Consistent with the communal notions of the “We” society, physicians are being told by politicians, pundits and the press that you are in social services – do you really believe this?
“I’m just planning my practice’s new business.” “I can’t devote any resources to its structure.” “I just want a contract.” Is it any wonder why physicians are such easy prey for “alignment?” Please do a deal with one of my clients . . . please.
The expression lead, follow, or get out of the way has more than a kernel of truth to it. Leaders must lead. They cannot bog themselves down in the morass of consensus building. As the etymology of the word consensus indicates (with + thinking) it waters down decisions as a result of compromise and giving […]
You, not your competitors, control your future – why would you think otherwise?
I’ve written previously about the power of framing – of creating context – to support your group’s position in negotiations. For example, framing negotiations around quality, not cost. Or, as an example of the same argument coming from close to the polar opposite, consider the government’s argument that accountable care organizations are all about quality, […]
I had a quirky law school professor who, when the Socratic method was leading the discussion either in circles or to nowhere, fast, would throw up his hands and (almost) yell, “Hey, wait, let me drive the bus!” He’d then recenter the discussion to comport with his vision of the lessons to be learned. For […]
For many physicians, the winds of change are of hurricane force. Consider how they can be harnessed.
I recently read an article about a physician who had sold his practice to a hospital. He was quoted as having stated that he had grown disenchanted with running the business end of his own practice, thus he had agreed to “have my practice managed by” the hospital. From the article author’s viewpoint, this signals […]
Yin and Yang. Positive and negative. Heads or tails.
Two sides, inseparably linked.
Just like the far less obvious provisions of any agreement: term and termination.
