5 Key Tips for Enhancing Physician Relationships
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How does your hospital manage relationships with physicians?
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5 Key Tips for Enhancing Physician Relationships
- 1. 1 5 Key Tips for Enhancing Physician Relationships
- 2. Our agenda • MD Ranger intro • Why care? • 5 key tips to effectively manage and enhance physician relationships 2
- 3. 275+ Physician Benchmarks • Call coverage rates • Medical direction payments • Administrative and leadership services rates • Hospital-based service stipends • Diagnostic testing, etc. • Clinic & hourly rates Online Platform • Benchmark lookups • Contract proposal tools • Contract reports by facility and service • Total facility costs + benchmarks Compliance Documentation • Contract-specific FMV documentation reports • Reports to assist with real-time monitoring and annual reviews Research and Support • Resources for education and training • On-call experts to help subscribers use benchmarks and tools 3
- 4. The foundation of your contracting process Standardize processes and rates Document FMV Access 275+ payment benchmarks Review contracts and monitor with ease Have smarter, data-driven physician negotiations Mitigate compliance risks 4
- 5. 5 Our database and subscribers
- 6. 6 Our benchmarks • Call Coverage (55+) • Medical direction (85+) • Hospital-based services (15+) • Administrative • Medical Staff Leadership • Diagnostic/other services e.g. ROP, autopsy, dialysis • Hospital-based stipends • Clinics, professional services • Telemedicine • Residency/teaching/GME • Uncompensated care • Meeting attendance, peer review, IT/EHR and quality initiatives • 13 Pediatric services, with more emerging each year Hospital-characteristics drill down for ADC, bed size, trauma status, urban/rural, stroke centers, and more. Used in academic medical centers, integrated delivery systems, and hospital organizations.
- 7. 7 THE IMPORTANCE OF PHYSICIAN RELATIONSHIPS
- 8. Physicians key to all healthcare organizations • Clinical quality • Patient satisfaction • Revenue • Operational efficiency • Leadership 8
- 9. You have a common purpose 9
- 10. The key principles of engagement • Tone comes from the top • Culture can make or break your organization • Individual relationships are key, as is investing time in them 10
- 11. Touchstones • Policies that affect physicians • Training and education • Lines of communication • Disciplinary guidelines, corrective actions 11
- 12. 5 TIPS TO ENHANCE AND MANAGE PHYSICIAN RELATIONSHIPS 12
- 13. Set effective communication guidelines • Build guidelines into policies and procedures • Create a “culture” of communication • Focus on issues; don’t get personal • Listen to your physician leaders • Present yourself as an equal • Practice what you preach 13
- 14. Build relationships from the bottom up • Don’t know any physicians personally? Meet them! • Walk the halls • Be interested in their work • Meet formally and informally 14
- 15. Executives should routinely engage with physicians • Know names • Understand specialties and subspecialties • Be active in the community • Build trust • Get on the move 15
- 16. Make compensation conversations fair • Create policies about compensation and follow them • Be objective • Consider transparency 16
- 17. Make education routine • Physicians should know about regulations and penalties that could affect them • Hold regular trainings and refresher sessions • Make sure new physicians receive training during onboarding 17
- 18. Need help with physicians? 18 Do you feel confident in your organization’s physician contracting and FMV documentation process? Do you get the sense you are spending too much on physician agreements? Do you have too many medical directors? We can help! Reach out: apullins@mdranger.com or 650-692-8873
Editor's Notes
- Thanks for joining us today for our on-demand webinar highlighting key physician relationship tips. I’m Allison Pullins, your host from MD Ranger
- Here’s what we want to share with you today. First, we’ll talk a bit about our company, then make the argument for why physician relationship management should be one of the most important things you do as a hospital or health system administrator. Lastly, we’ll share five key tips to effectively manage and ultimately enhance your physician relationships.
- MD Ranger is an online platform that integrates over 250 physician compensation benchmarks with a suite of compliance and financial tools. A secure, web-based Contract Data Tool to collect and organize contracts Analytics to benchmark contracts, review expenditures, identify compliance issues, and compare facilities Cost and compliance reports to compare your contracts to MD Ranger benchmarks Resources and research to support compliance efforts And Support from experts in physician compensation, FMV documentation, and compliance
- IN fact, we aim to be the foundation of their physician contract compliance programs, all in an integrated, easy to use platform. MD Ranger helps subscribers standardize their physician contracting process in the way that is best for their organization. Because our benchmarks and online platforms can be integrated into all types of compliance and legal processes, we can be a resource to all types of organizations. . These types of financial arrangements can be very risky to organizations and to physicians—given federal regulations and hightened scrunity by the government. Our subscribers use the MD Ranger platform to mitigate that risk and monitor risky arrangements.
- We began producing benchmarks in 2009 have have grown from a database of 4,000 to 28,000 contracts since. This is a map of our subscribers and contract database MD Ranger has more than 225 participating healthcare organizations. We work with all types of facilities from large urban trauma centers to small, rural critical access facilities, surgery centers, dialysis centers and everything in between.
- Here is a comprehensive list of the types of different physician agreements we benchmark. We drill down all our benchmarks by meaningful hospital demographics, like hospital size, trauma status, and more.
- Let’s talk about why physician relationships are so important to effectively manage.
- Physicians are the cornerstones of any healthcare organization. Without them, hospitals couldn’t exist. They are vital partners for ensuring quality, driving positive patient satisfaction. They also bring your organization revenue, and are key players in effciency. Lastly, physicians bring the important element of leadership to your organization.
- Let’s not forgot: you and the physiicans on your medical staff share a common purpose: you are there to take care of patients and their families and make their lives better.
- How does an organization ensure that its physicians are engaged to a point where they are effective leaders and enhancing the goals and mission of your organization?
- What are the key elements of physician engagement? How can you make the biggest impact? Consider the policies that effect physicians. Ensure that before you put new ones into place that you are consulting several physicians on them and their potential impacts. Support physicians in their education and training—particularly when it comes to parts of their job that affect the organization that might not be on their radar—from our perspective at MDR, this is specifically compliance related training. Ensure that the lines of communication you have with your physicians are effective Lastly, discpinary or corrective actions are important ways that you are interacting with your medical staff so ensure those are effective.
- Now we’re going to talk about five key tips to Note that this is in no way an exhaustive list of best practices for physician relationship managemnet—that webinar would be hours long. But it’s a quick list to gauge your organization and it’s leaders.
- You should set effective communication guidelines and ensure that all hospital executives and leaders are good stewards of their practices.
- Physician relationship management isn’t a theoretical exercise. If you don’t have professional relatinoships with your doctors, start building them today. Walk the halls Know about their work. Meet with them.
- In fact, your organizations leaders should be building relationships every single day.
- Compensation is one of the most important elements of physician/hospital relationships. Your organization should have best practice guidelines and policies for managing physician compensation and take it extremely seriously. MD Ranger has a host of resources.
- Lasty, make resources available to your physicians so that they understand about laws and regulations that affect them and the organization. Hold regular trainings.
- Thanks for joining us today. We’re glad to have you. If you haven’t already, please sign up on our website to receive MD Ranger materials or follow us on twitter @MDRanger