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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…

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…

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…