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Thursday, May 10, 2012

Hospitalist Program Pricing and Terms: What’s Really Important?

Of course it comes down to terms and pricing, but when we talk to clients, past and present, they always come back to the one thing that really makes the difference: people.

Even in the fierce world of physician recruitment and hospital medical services, the make-or-break decision for hospitals often comes down to rapport, especially when the contract is up for renewal.

We recently heard a story proving our premise. A hospital chose to go “in house” for physician hiring. They alerted their hospitalist provider, which tried to convince the hospital otherwise. When it didn’t work, the provider “got even.” It immediately withdrew all physicians. C’est la vie. The hospital was shocked and was left holding the bag. Now the provider’s reputation is worse than today’s housing market.

How can hospitals, hospitalist providers and all the people involved in patient care exceed their corporate and individual expectations? How can they become—and grow—into professional leaders? Here’s how.

3 Reminders for Hospital and Personal Growth

Pursue Alignment. Getting aligned organizationally and personally is a challenge, hospital or no hospital. Hospitalists and hospital personnel alike can align and collaborate – it’s doable. Leadership expert Stephen Covey says alignment is about companies walking the talk. “Many times organizations claim that people are important but in fact the structures and systems (don’t recognize) that people are an asset and the most significant resource,” he said.

Break from the Busyness. This just may be more difficult than alignment. It’s an individual mission. We can all agree that there aren’t enough hours in the day but deeming actions beyond our job description are more than perceived clock stoppers. The net result of breaking from busyness yields greater outcomes for the organization and the individual.

Encourage Earaches. Rapport and relationship are like a two-way road. If you speed north and another car speeds south, the pass-by is hardly noticed. A slower pace — even avoiding the “roll through” at a stop sign — starts conversation and effective communications. The most important aspect to be effective — listening. That’s why we encourage earaches. Listen so much it almost hurts.

None of these are breakthrough truths, but they do remind us that while business matters.

It’s really all about the people.