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Tuesday, April 17th, 2012

For 20 years beginning in the 1960s, IBM was king of its universe: the mainframe computer.  Then came along such interesting start-ups as Microsoft, Intel and Dell and, as personal computers became more powerful, IBM’s mainframe business could no longer…

Tuesday, April 10th, 2012

Regardless of the brilliant strategy or the fantastic business plan – if the people in a business deal “don’t work”, then the deal won’t work.  Savvy hospitals and physician groups understand this phenomenon as they approach negotiation.  Their conduct facilitates…

Tuesday, April 3rd, 2012

One of the questions I am routinely asked in an early meeting with a physician group is: who should we have as our physician-negotiators? There are three keys to arriving at an answer. Key #1. Do you have shareholders with…

Tuesday, March 27th, 2012

Having been a cardiology administrator for three years, I know the tensions that physician group administrators (by this term, I mean to refer to a group’s chief administrative officer by whatever title) handle every day. They manage physicians who in…