Facilitating Internal Physician Contracting Conversations with MD Ranger

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FACILITATING INTERNAL
PHYSICIAN CONTRACTING
CONVERSATIONS
NOVEMBER 2016

2. 250+ 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
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3. The foundation of your compliance process
Standardize
processes
and rates
Document
FMV
Access 250+
payment
benchmarks
Review
contracts and
monitor with
ease
Have smarter,
data-driven
physician
negotiations
Mitigate
compliance
risks
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4. Meeting the unique challenges of
healthcare organizations
Make data-driven decisions for
your organization
Stop relying on poor data
sources
Streamline documentation and
ensure you are protected
against costly settlements
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5. Today’s topics
• Why internal physician
contracting discussions are
important
• Tools to facilitate internal
communications
• Best practices for
structuringinternal
guidelines
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6. WHY PHYSICIAN CONTRACTING
DISCUSSIONS ARE IMPORTANT
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7. Physician contracting requires strategic
decision-making
• What are your organization’s goals?
• Clinical
• Financial
• Operational
• Do we have the right arrangements in place to
achieve our goals?
• What does your physicianalignment strategylook
like?
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8. Many players involved
• Physicians
• Medical group administrators
• Hospitals executives
• Strategic planningteam or business development
team
• Contractingstaff
• Internal or external consultants
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9. High volume of contracts
• Contracts do fall through the cracks
• Physicians can pop up in multiple arrangements
• For larger hospitals, several contract administrators
work together
• For health systems, facility-level staff must work
with system-level staff
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10. Total spending must be monitored
• How much do you
spend on physician
contracting annually?
• How much on:
• Call arrangements
• Medical directorships
• Other administrative
or leadership positions
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11. Total spending for MD Ranger
subscribers
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• MD Ranger subscribers have access to “Total Facility
Benchmark Reports”
• Benchmarks include total hospital spendingfor:
• Medical directorships
• Call coverage
• Hospital-based payments
• These benchmarks can be further slicedby hospital
demographic

12. 12
TOOLS TO FACILITATE INTERNAL
DISCUSSIONS

13. Use a contract management system
• Many vendors and options
exist
• Determine must-have and
nice-to-have features
• What level of customization
do you need?
• Do you need your contracts
scanned and imported?
• What other add-ons or
features might you need (e.g.
physician time-tracking)
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14. Share benchmarking information freely
• Use an online platform to distribute benchmarkingto
all those at your organization who need it
• Make guidelines clear by summarizingin a document
also available in an electronic repository
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15. Create streamlined contract proposal
reports
• When proposing rates, use
identical reports
• Consistency will promote
efficiency
• Outline approval/denial
process in advance and
make guidelines clear
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16. Consider office communication tools
• MD Ranger staff uses Slack
• Other options are:
• Google Hangouts
• HipChat
• Hall
• Pie
• Bitrix24
• Yammer
• Microsoft Lync
• Skype
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17. Consider project management tools
• MD Ranger staff uses Trello
• Other options are:
• Asana
• Taiga
• Kanboard
• Taskboard
• Evernote
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18. 18
BEST PRACTICES FOR STRUCTURING
INTERNAL GUIDELINES

19. Create processes and policies that
facilitate and require communication
• Require that certain parties be notifiedof changes,
hiccups, pushback, etc.
• Use technologyto facilitate communicationand
require strict adherence to usingwhatever platforms
you choose.
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20. Your contract management system is
only as good as you make it
• Make sure system is central part of workflow
• No logins=badsign
• Always open on desktop
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21. Keep record of everything
• Contract management
system
• Office communication
tools record
conversations, next
steps, follow up, and can
remind team members of
to dos
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22. Consider quarterly contract check in’s
• Send agenda in advance,
keep consistent
• Revisit minutes from last
meeting to ensure follow
through
• Recap the meeting with
key points and next steps
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23. Make sure responsibilities are clearly
delegated
• Contract negotiations always take multiple steps
• Everyone on your team shouldknow who is
responsible for what
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24. MD Ranger, Inc. | 1601 Old Bayshore Hwy, Ste. 107 | Burlingame, CA 94010
www.mdranger.com
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