Here’s the number 1 mistake, the Achilles’ heel of the negotiations between a medical group, for example, an anesthesiology group or a radiology group, and a hospital in connection with the terms of an exclusive contract, including related stipend negotiations. I previously shared the 7 Key Steps to Successful Hospital-Based Group Stipend Negotiations. Let’s travel back…
Even in the face of the provider shortage, during which you think that you have substantial negotiating leverage, when a significant chunk of your revenue comes from the hospital, you’re no longer just a contractor. You’re an appendage.
It you haven’t yet read it, see my December 16, 2024, post, Now’s The Time to Overturn the No Surprises Act, for part 1 of this thread.
When that post was published on LinkedIn, my friend James Prudden commented, asking me how patients would be protected if the No Surprises Act were repealed. Here’s my response to James.
Re-frame the issue for what it really is: Surprise physician services stealing. Now’s the time for the No Surprises Act, and each state counterpart, to go.
There is no such thing as static demand for services over a contract’s multi-year term, and it’s a fool’s bet, yet one many take, to believe that one can place a set value on total fair market value.
Ride along with Mark as he discusses the importance in ensuring verbal assurances are documented.
We analogize business to war. Litigation to battle. Negotiation to struggle.
When you control the contract, you are controlling the discussion and you are framing the issues.
Don’t make the mistake of thinking that being late signals your importance or your power.
Don’t make the mistake of thinking that being late signals your importance or your power.