The Physician As Negotiator

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 business skills?

The Administrator’s Role in Hospital Negotiations

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 some contexts are the practice’s owners and the production units in others. They must serve as both diplomat and advocate with hospitals where their physicians work. They also have to be personnel savvy, strategic thinkers, financial analysts, and cold-eyed negotiators with vendors.