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.
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.
It’s no secret that hospital-based medical groups, particularly anesthesia and radiology groups, are experiencing significant trouble recruiting and retaining their professional staff due to increasing compensation demands combined with declining reimbursement.
In a very real sense, this is a trip down “experience lane” (it’s like “memory lane”, only better) to my work on behalf of clients in the 1980s as well as in the 2000s, when similar waves of stipend support washed funds from facilities to anesthesia groups…
Would you buy what the other side is selling you?
Are you harnessing your power to influence those relationships and transform your practice?
We’ll take your $15 billion stipend, but as to those strings you put on it, “F*^%” you”.
We’ll take your $15 billion stipend, but as to those strings you put on it, “F*^%” you”.
Would you buy what the other side is selling you?