Learn how savvy hospital and buyer tactics weaponize leverage—and how physician groups can recognize and counter fulcrum‑based strategies.
Tag: RFP
Resolving Healthcare Market Pressure – Podcast
For many physicians, the winds of change are of hurricane force. Consider how they can be harnessed.
The Promise-Delivery Gap – Podcast
National groups often over-promise and under-deliver. Take advantage of it.
The Promise-Delivery Gap
You’ve probably heard the admonition to under promise and over deliver.
But what happens if you habitually over promise and under deliver? And what if it’s a central part of your business plan?
Every Day is an Opportunity for an RFP Response
Learn how physician groups can build leverage, shape perception, and position themselves long before bids are issued.
Stars Don’t Audition. Why Are You Responding to That RFP?
When I first began practice, I worked for a law firm that represented clients in the entertainment industry. One thing that struck me from each morning’s required reading, Daily Variety, was that although it carried many announcements of auditions for minor roles, stars didn’t have to audition at all – in fact, the paper often…
How to Navigate the Rising Tide of Aggressive RFPs – Podcast
Listen to Mark discuss how to Navigate the rising tide of aggressive RFPs.
Weaponized RFPs
More and more hospitals are disrupting their longstanding hospital-based group relationships as they seek to cut stipends and get more for nothing. The favored tool? A “weaponized” form of the request for proposal, called a “Fulcrum RFP™, designed to get a group to grovel for the continuation of its contract. Of course, the concept of an…