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Building a Culture for Successful Physician Preference Savings

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.

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Building a Culture for Successful Physician Preference Savings

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  1. Building a Culture for Successful Physician Preference Savings Presented to AHMMA February 1, 2011

  2. 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

  3. Approaches to Physician Preference Savings

  4. Physician Alignment Needs

  5. 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

  6. Five Critical Factors for Building a Supportive Culture

  7. Communication “The single biggest problem with communication is the illusion that it has taken place.” – George Bernard Shaw

  8. 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.

  9. 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

  10. Consistent & Transparent Process • Accountability • Rigor • Evaluation • Application • Analysis • Trust & Credibility

  11. 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

  12. Physician Champion Respected connector Subject Matter Expert Positive Attitude Excellent Communication Skills Open to change Data Oriented Champions are an important success factor for your process and initiatives

  13. Accountability Economic Credentialing: • During the recruiting process • During annual evaluations (physician profiling) Physician Incentives

  14. 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

  15. Carol Pennington, RN, BSN, MBA – cpenning@vha.com

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