building a culture for successful physician preference savings
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Building a Culture for Successful Physician Preference Savings. Presented to AHMMA. February 1, 2011. Objectives:. Discuss four approaches to physician preference savings and the varying degrees of alignment needed for each approach. Identify the barriers to physician alignment. - PowerPoint PPT PresentationTRANSCRIPT
VHA Inc. Confidential Informationv1
Building a Culture for Successful Physician Preference Savings
Presented to AHMMAFebruary 1, 2011
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Objectives:
Discuss four approaches to physician preference savings and the varying degrees of alignment needed for each approach
Identify the barriers to physician alignment
Outline critical factors for building a supportive culture
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Approaches to Physician Preference Savings
•Working with the vendor to obtain good pricing on the products physicians use
Pricing
•Working with physicians to narrow the field of vendors to obtain better pricing
Standardization
•Working with physicians to ensure the right product/service is being utilized at the right time based on the need of the patient (i.e. cost per case)
Utilization
•Working with physicians to develop protocols for the care of patients with similar conditions/circumstances
Care Management
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Physician Alignment Needs
Pricing
Standardization
Utilization
Care Management
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Barriers to Physician Alignment
Lack of support from Administration and/or Physician leaders
Lack of trust
Lack of awareness or understanding
Inconsistent or poorly defined process
History of failed attempts
Failure to recognize value of alignment
Lack of incentives
Poor communication
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Five Critical Factors for Building a Supportive Culture
Executive Support
Accountability
Physician Champion
Process
Communication
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Communication
“The single biggest problem with communication is the illusion that it has taken place.”
– George Bernard Shaw
Communication
Messenger
Message
Receiver(s)Interpretation
Feedback
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Vital Communication Points
Meet with physicians to understand the purpose of the product/service and their needs as it relates to product or service.
Determine the type of contracting approach(es) that are feasible for this initiative—validate this with physicians.
Enlist the physician’s help in designing a contracting strategy.
Share the results of the RFP with the physicians and ask for their assistance in working with vendors.
Enlist support of involved physicians in implementation.
Report compliance with contract(s) on a regular basis and ask for their suggestions if commitments are not being met.
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Communication Tips
You cannot over communicate
Use various methods of communication
Use language the physician understands
Provide an avenue for feedback during the entire process
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Evaluation
Consistent & Transparent Process
Trust & Credibility
Application
Analysis
RigorAccountability
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Ways to Build Trust
Shared experiences over time,
Multiple instances of follow-through and credibility,
In-depth understanding of unique member attributes,
Get to know each other,
Encourage empathy and understanding and
Discourage unfair and inaccurate behavioral attributions.
The FIVE Dysfunctions of a Team, A Leadership Fable;
by Patrick Lencioni, 2002
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Physician Champion
Champions are an important success factor for your process and initiatives
Excellent Communication
Skills
Data Oriented
Respected connector
Subject Matter Expert
Open to change
Positive Attitude
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Accountability
Economic Credentialing:
• During the recruiting process• During annual evaluations (physician profiling)
Physician Incentives
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Executive Support
Ways to gain/keep executive support:
• Educate/Inform Executives about your process• Frequently relate the value the process is adding to
the organization• Keep executives updated on initiatives in process and
any potential barriers• Explicitly state the support/assistance you need to be
successful• Channel difficult and politically charged initiatives
through the executives before beginning your process
This VHA Inc. information is proprietary and highly confidential. Any unauthorized dissemination, distribution or copying is strictly prohibited. Any violation of this prohibition may be subject to penalties and full recourse under law. Copyright 2011 VHA Inc. All rights reserved.v1
Carol Pennington, RN, BSN, MBA – [email protected]