The High Road is the Best Road in Negotiations This story is based on actual event – one or more of our team members was directly involved. Only the names and relevant details have been changed out of respect for those involved. There is a hospital system in a …
Leverage covers a much broader spectrum. Unskilled negotiators seek victory through power, force and coercion. Real power is found in creativity, nuance, and reframing the problems. In some ways its using martial artistry, i.e., using your opponent’s strengths against them. In this case a dominant payer would seem to hold …
Most of you reading this don’t need to hear that the American healthcare industry is dealing with an amazing amount of uncertainty. After more than a quarter-century in the healthcare business, on both the payer and provider side – it’s a tough time no matter what jersey you wear. The …
What’s next? It’s a question that I’ve gotten a lot over the past few weeks from colleagues and friends. Mission Health completed a sale of its assets earlier this year; as a member of Mission’s senior management team, I was delighted that the arrangement allows the community to keep its …
Recently I received a request for advice from a young professional who connected via LinkedIn. She said that she was contemplating starting a company, but wasn’t sure if she was ready. She said that she felt as if she had a good product and was certain that there was a market for …
Years ago, I lived in the suburbs outside of Atlanta in a wonderful little neighborhood. Just up the street lived Joe and his wife Kate. They were married about 25 years, had two great teenaged kids and the house was Homes and Gardens gorgeous. Joe was obsessed with his yard – …
Care management models operate within the constraint of limited resources relative to huge demand. Out of necessity, we adapt and use Pareto principles and spend most of our time on a tiny fraction of the entire population. Sometimes we talk about solutions for rising risk, but caseloads and limits on human …
By Marc Malloy Summarized Transcript of Speech Delivered To World Congress 2nd Annual ACO Population Health Conference A few weeks ago, a patient of ours – let’s call him Jack to protect his privacy – was discharged from Mission’s Memorial Hospital after fighting a serious battle with sepsis. He received …
If you’ve ever had to ‘sell’ the idea of an ACO gain share model to your Hospital CFO, then his/her response is likely all too familiar: “OK, so you’re saying that we’ll see reduced revenue to the hospital – let’s say it’s $10 million – and Medicare will keep the …
