Rochelle Glassman, President and CEO of Phoenix Physician Services, gives a presentation on physician contract negotiations from recruitment to retirement. The presentation outlines the steps involved in recruiting and hiring physicians, including identifying practice needs, the physician expectations, employment agreements, partnership agreements, and retirement exit strategies. Glassman has extensive experience in healthcare consulting and growing physician practices.
Small business healthcare reform questions taken and answers given during a recent Healthcare reform webinar hosted by Ohio CPA firm - Rea & Associates -
Small business healthcare reform questions taken and answers given during a recent Healthcare reform webinar hosted by Ohio CPA firm - Rea & Associates -
PEO for Franchises - Jersey Mike's exampleBruce Silver
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Critical issues in hospital and health system m&a fall 2014Rex James Burgdorfer
Since the enactment of the Affordable Care Act, the pace of hospital and health system consolidation has accelerated to a level not seen since the late 1990s, when hospitals were reacting to the formation of HMOs. The year 2013 saw a total of 87 consolidation transactions, following 105 in 2012. This volume represents a significant increase over 58, the median number of transactions completed each year between 2001 and 2011. Unlike the last wave of consolidation, which was driven primarily by financial and reimbursement considerations, today’s hospital mergers are just as likely to be between financially strong partners as they are to be in response to challenged operations or economics. Hospital companies increasingly are turning to mergers and acquisitions as a tool to improve quality, manage risk, access capital and contend with the changing regulatory environment. The articles in this collection explore the drivers of the current wave of consolidation, address the causes of transaction failures and review the range of structural alternatives available in the marketplace.
PEO for Franchises - Jersey Mike's exampleBruce Silver
Using Professional Employer Organizations for your franchise business. How to transfer your employee administration, benefits, employment liability, HR and tax compliance to companies that specialize in managing and motivating your workforce
Critical issues in hospital and health system m&a fall 2014Rex James Burgdorfer
Since the enactment of the Affordable Care Act, the pace of hospital and health system consolidation has accelerated to a level not seen since the late 1990s, when hospitals were reacting to the formation of HMOs. The year 2013 saw a total of 87 consolidation transactions, following 105 in 2012. This volume represents a significant increase over 58, the median number of transactions completed each year between 2001 and 2011. Unlike the last wave of consolidation, which was driven primarily by financial and reimbursement considerations, today’s hospital mergers are just as likely to be between financially strong partners as they are to be in response to challenged operations or economics. Hospital companies increasingly are turning to mergers and acquisitions as a tool to improve quality, manage risk, access capital and contend with the changing regulatory environment. The articles in this collection explore the drivers of the current wave of consolidation, address the causes of transaction failures and review the range of structural alternatives available in the marketplace.
As Contract Manager you will inherit a team of three Senior Consultants coordinating the strategic growth and development of your contracts team. Working with a range of existing accounts from day one you will aid the enhancement of company success ensuring all revenue generation streams are maximised.
Silent Auction Secrets: 5 simple changes to generate bigger bids4Good.org
Auction planners: How do you get guests to bid more in your silent auction?
When you’ve gone to the effort of soliciting donors for items, setting up displays, and arranging volunteers for checkout, it’s not a pleasant feeling at night’s end to realize your fabulous items were sold at a hefty discount. It can be really demoralizing.
Here’s the good news. Even if you don’t change your items OR your audience, you can still raise more money. You just need to use the same marketing and psychological tactics in your silent auction that the big stores use to get us consumers to buy.
The commercial sector spends millions of dollars in marketing studies; they know the triggers that get us to pull out our credit cards. In this webinar, you’ll learn how to adapt five of their marketing secrets to your silent auction, so you can appreciate the same benefits.
In this fun and incredibly practical webinar, you’ll see examples of good (and bad) silent auctions in action so you know how to get top bids at your event.
Ritchie Bros Dubai February Unreserved auction - NO MINIMUM BIDS Phillip A. Weston
Happy New Year and wish you great purchases in 2017. To start off the year we have a special Unreserved Auction in February (no minimum bids) with loads of quality unused Equipment. JCB 2013 3CX, 540-140, 535-140, Doosan HEX DH215-9E, and lots more. Check out the brochure and our site for more.
http://www.stagerightinc.com/continuing_education/venue-contract-negotiation/ This is an event for meeting planners in which a Miami lawyer explains how to negotiate certain things into your venue contract.
A presentation used as part of a bid writing workshop, delivered at one of the Eden Project’s Big Lunch Extras community roadshows in Wolverhampton. Lyndsey is a freelance bid writer with over 20 years’ experience gained within a variety of industries and sectors on both sides of the tender process. Find out more about Big Lunch Extras at www.biglunchextras.com
By looking at last year’s call and projects we aim to give an understanding of ;
- the types of projects JISC funds
- what worked well
- any major problems encountered
- the themes for this year’s call and your initial
ideas
These are the slides for my lecture, "Interview Skills and Contract Negotiation Advice for the Fellowship or Junior Faculty Applicant", presented at the 2015 Academic Assembly of the Council of Residency Directors in Emergency Medicine (CORD-EM), Phoenix, AZ, April 2015.
Using Anaconda to light up dark data. My talk given to the Berkeley Institute of Data Science describing Anaconda and the Blaze ecosystem for bringing a virtual analytical database to your data.
Physician Contracting 101 - this seminar will provide physicians with a baseline concept of the anatomy of a physician contract. Basics of negotiation and contracting for the physician professional are discussed herein
In this live webinar, Valora outlines the three main stages of starting a medical practice:
1) Planning - creating a business plan, setting a budget and outlining your timeline
2) The Nuts and Bolts - finding a location, credentialing, administrative setup, and choosing the right technology for your needs
3) Opening - hiring staff and activating your marketing plans
Presentation Offers Valuation Strategies for Tax-Effective Practice TransactionsPYA, P.C.
PYA Principal Jim Lloyd co-presented a session at the 2013 AICPA Healthcare Industry Conference in New Orleans on “Valuation Strategies for More Tax-Effective Physician/Dentist Practice Transactions.”
Maximize your healthcare practice’s revenue by mastering denial management. Discover top strategies to reduce rejections and improve claim approvals.
https://mgsionline.com/healthcare-denial-management.html
In this presentation, we cover:
- Identifying stacking physician agreements
- Why stacking is risky
- Best practices to prevent stacking
- Case study examples
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In this presentation I discuss the best types of insurance for business owners. Our firm provides all of these services and more. Audio will soon be added.
As a healthcare provider, it is difficult to manage a successful medical practice without practice management challenges. Physicians face some practice challenges. Let us discuss briefly.
1. Phoenix Physician Services
“Physician Contract Negotiations –
From Recruitment to Retirement”
Presented by
Rochelle Glassman, President and CEO
3610 N. 44th
St. Ste 100
Phoenix, AZ 85018
602-685-9500
info@pps247.com
www.pps247.com
2. Rochelle Glassman Bio
• Rochelle Glassman is the founding partner of Phoenix Physician Services,
Inc. and a nationally recognized healthcare consultant. Rochelle brings
years of high-level experience in the healthcare field to our clients –
experience that has generated millions in revenue. Trained as an RN, Ms.
Glassman became CEO of a private practice in Beverly Hills that grew from
three physicians to more than 150 and became a nationally recognized
integrated multi-specialty practice.
• Ms. Glassman has achieved significant success stories within the
healthcare industry. She created a new line of business for one of
California’s largest HMO’s in workers compensation/occupational medicine
that increased market share and revenue by $50 million.
• For Anthem Health in Indianapolis, then the largest healthcare provider in
the United States, she developed the first capitalized specialty network in
the country.
• Ms Glassman also spearheaded the Healthy Baby program for CIGNA
Healthcare, which reduced the cost of pre-term deliveries across the country
and was an enormous marketing success.
3. Steps for a Successful Hire
Prior to the recruiting process:
Identify practice need
Identify type of Physician
Full or Part time
Expectations of new Physician
Salary, benefits, bonus structure
Employment and/or Partnership
Partnership with Hospital
4. Identify Practice Need
Complete a needs analysis
Discuss at Annual Strategic Planning
meeting (with
partners)
Cost of bringing on a Physician
Partner(s) approval
5. Physician Recruitment Process
One year hiring process from
identification to start date
Negotiate contractual terms
Legal review
Licensing
Healthplan credentialing and contracting
Hospital privileges
Hospital EMR training
6. Type of Physician & Hiring needs
Specialty
American or Foreign trained
Board Certified or Board Eligible
Full-time/ Part-time status
Numbers of days, patient hours,
weekends and call rotation per month
Office setting
office and/or hospital
7. Physician Expectations
Number of patients seen
Number of hours per work day
Number of work days per month
On-call schedule (emergency, hospital,
telephone)
Typical schedule
Patient charting, reading and signing off
Attire (business, scrubs, casual)
Administration requirements
Hospital
Practice
9. Salary, Benefits, and Bonus
Base pay, who is paying; the practice or
the hospital?
Benefits
Medical, dental, vision
401k
Cell phone/pager/internet
Gas/mileage reimbursement
License, dues and publications
CME
Relocation
Vacation
Bonus - type of bonus structure?
11. Employment Agreement for a
Partner
Similar to employed (non-owner)
Physician
May have additional benefits
Must have same conditions as bylaws of
Corporation
12. Partnership with Hospital
Based on community needs
Recruitment assistance
Hospital allowance
Salary guarantee
Forgiven loan
Service area
Length of contract
2 years; 3 years; 4 years
13. Managing the Employment Process
Organization is key, remember the
candidate is interviewing you as well
Establish interview process
Identification of potential candidates
The interview
Candidate selection
14. Employment Contract
Information to include:
Licensing requirements for State
What type of medicine
Type of employment
Facilities expected to work in
Term of contract (prior to start date)
State licensing requirements
Hospital privileges
Participation in at least 80% of insurance plans
employer participates in
15. Term of Employment Contract….
Contract term
Is the contract self renewing?
Termination notice “not for cause”
Termination notice “for cause”
Payment through last day of notice
Disciplinary board action-limiting scope of
practice
Notice period (90 days;120 days;180 days, etc)
16. Term of Employment Contract….
Base pay and bonus program
Revenues
Medical records
Expenses
Termination pay
Nature and extent of services
Working facilities
Vacation
Insurance
17. Term of Employment Contract….
Tail insurance
Non-solicitation/non-compete
Future relationship of parties
Assignment of agreement
Binding
Representation by council
Severability
Venue- practicing state
Governing law
18. Partnership
What does this mean?
Define partnership
Define responsibilities
Partnership eligibility
1 year review period, extend employment if not meeting
expectations
19. Partnership – frequently asked
questions
What are the costs?
What is being purchased (goodwill,
depreciated assets)
The buy-in (examine debt and liability)
What decision making authority will I have
as a Partner?
20. Contracts related to Partnership
Buy/sell agreement
Bylaws of the Corporation
Articles of Organization
May have different contracts for LLCs
Employment agreement – terms of
employment
21. Buy/Sell Agreement
This agreement details the terms for
buying and selling the shares of the
practice.
Purchasing of the stock
What is the Practice worth?
What are we buying?
Is there a payment plan?
Sale of the stock
22. Terminating Events
Death
Disability or Insanity
Divorce
Conflict of interest
Suspension of shareholders license
Expulsion of shareholder
Retirement
How to handle payments? (purchase price upon
termination, death of simultaneous partners, deferred
payment terms)
23. Bylaw Agreement
These are the formal Corporate policies
required to run a corporation.
Who are the officers?
Shareholder meetings
List of shareholders, number of their shares
they hold, and entitlement to vote
Notice of special meetings of shareholders
Quorum and Adjournment
Ability to vote by proxy
24. Bylaw Agreement
Shareholder check signing authority
What are the policies?
One signature or two signatures based on the amount
Indemnification
Insurance
Ownership of policies
Duties of Trustee
25. Bylaws….
Majority vote required usually to terminate
a partner
Voting – Each shareholder usually has
one vote
Elections - Annual
Officers (Chairman, Secretary, Treasurer , Vice
Chair)
26. Retirement- Exit Strategy
Group Practice
Provide one year written notice to Partners in order to provide
for replacement physician.
Sale of stock
Sale of ownership in building (separate LLC)
Sale of stock in equipment (leasing company)
Solo Practice
Sell Practice
Hire employed Physician for a one year period with
expectations of selling practice.
Hire Physician as employee/management, stay on as Medical
Director and collect income
Sale of building (separate LLC)
Sale of leasing company equipment
27. Thank you for your time today. If
you have any questions please feel
free to stop by the
Phoenix Physician Service’s Booth
“Helping You Profit From Your
Success”
Editor's Notes
Know what your strengths are and how you can impact these 5 competencies.
From the ACMPE (American College of Medical Practice Executives): Self-Assessment
Know what the classification of the position. Salaries vary by position.
Healthcare Management job descriptions should include these factors
Information taken from the MGMA Compensation Survey for 2005