Hospital Contract Negotiation
Prime Contractor vs Sub-Contractor: Most well trained and highly motivated hospital-based physicians say they would prefer to own and manage their practice rather than be employed by someone else. Unfortunately, most physicians don't have the knowledge or time it takes to identify a viable contract or know how to craft a proposal to win one.Multi-Hospital Contract Management Groups
Confronting the Competition: The National and Regional Multi-Hospital Contract Management Groups (CMGs) have sales and marketing departments dedicated to pursuing any lead or rumor of a request for bids or proposals. By the time an interested physician hears about a potential contract opportunity, an army of CMG sales representatives have already surrounded the prospective client hospital. In the midst of this chaos, just gaining an audience with the decision-makers can be a challenge. And even if that meeting can be arranged, then what?Experience With Hospital Administration
Convincing Administration: The next steps—that initial meeting, the follow-up communications, the development and submission of a formal proposal—all require financial and operational insight as well as practical experience in sales and marketing. That's where our help is invaluable. We understand the process, we speak "administration," and we know what it takes to win the contract for you.
|Basin Emergency Physicians, PLLC, Odessa, TXCanceling the Contract
Medical Center Hospital's (MCH) Board and Administration had decided to notify the contract management group that they were canceling the emergency department contract. The emergency physicians were made aware of that decision when the hospital's medical staff was informed of the cancelation. Realizing that a change was imminent, the emergency department physicians faced the decision to either aid in the selection process or bid on the contract themselves. They preferred the latter but were unsure how to proceed. The administration, intrigued by their interest, offered the assistance of HPC to assess their options.Evaluating Their Options
Robert Fielder helped the physicians develop a game plan for evaluating their options and guided them through the decision-making process. He offered an objective perspective on the feasibility and sustainability of an independent emergency medicine practice.New Group Wins the Contract
With Robert's help, the doctors developed an action plan with prioritized decision milestones. He mentored the membership and leadership as they pursued the plan. By the end of the engagement they had a new contract and a clear vision of what was required to succeed.