Book Excerpt: Elements of a Successful Oncology Transaction
This is an excerpt from the HealthLeaders Media book Oncology: Strategies for Superior Service Line Performance by ECG Management Consultants, Inc.
Having completed the initial physician alignment planning, hospital and physician leadership are ready to begin defining the details of the arrangement. While the parties may agree on an overall approach, the negotiation of transaction details can reveal challenges and disagreements that will need resolution.
Taking the time to systematically work through the various deal points is critical to long-term success; however, it is not unusual for hospitals to rush the transaction process to meet a perceived crisis or artificial deadline. It is in these situations that obstacles can emerge that may disrupt negotiations and ultimately stall or derail the transaction process.
Ultimately, the details of the alignment model must reflect the unique needs of the players and the particular market. Despite their range in design and complexity, transactions that are successfully completed typically utilize a fairly standard method to work through the various issues and deal points.
Evaluate Business Implications
Even in the most urgent circumstances, it is important to utilize a structured process that will facilitate informed and shared decision-making while avoiding impulsive decisions that can ultimately stall discussions. Determining the basic feasibility of the relationship from a business perspective should be completed very early in discussions.
- CMS Sets 2014 Pay Rates for Hospital Outpatient and Physician Services
- FDA hopes hospitals will switch to newly regulated pharmacies
- New G-Codes to Pay Doctors for Broad Array of Non-Face-to-Face Care
- States Rejecting Medicaid Expansion Forgo Billions in Federal Funds
- Why You Should Involve Patients in Nursing Handoffs
- Not-for-Profit Hospitals Find Opportunity Amid Uncertainty
- The Most Polarizing Topics in Healthcare IT
- The 5 Biggest Healthcare Finance Trouble Spots
- Substance Abuse Resurfaces Among Anesthesiologists in Training
- Safety Net Executives Renew Call to Preserve DSH Payments