Doctors without hoarders can amplify value management

How might physicians be recruited to promote and reinforce the importance of value analysis/management and its inherent benefits to their practices and to the facilities in which they deliver care and their patients? Six Value Chain professionals share their perspectives.

“Understanding the business of the physicians at your institution — are they employees or a physician organization affiliated with one or more hospitals — is a key first step. Learn from the executive leaders of the connection to the physicians.

“The advancing trend is to hire physicians within supply chain and, associated with value analysis, create a compelling alliance of clinical, analytics and product expertise to address the outcome driven, patient centric healthcare of environment we find ourselves.

“Most importantly, develop relationships. This takes time but is time well spent. Education is a two-way communication with the opportunity to learn and teach. Note every hospital is getting the best price in the country and explain why. Let accurate, reproducible, actionable data tell the story and lead to success one initiative, one improved patient outcome at a time.”

— Barbara Strain, Director, Value Management, University of Virginia Health System

“As employees that have aligned incentives with the organization for which they work. Or through some type of incentive program if independent practitioners.  Unfortunately, the ‘what’s in it for me’ mentality is alive and not soon to change. So instead of fighting with them — in a battle you will frankly never win — figure out how to align with them.”

— Dee Donatelli, Director, Healthcare, Navigant, and Past President, AHVAP

“Physicians are the front line of care delivery and coordination. Promotion of value management is to strategically align your organizations to place physicians in key executive positions. As chiefs and/or chairs of their clinical departments, physicians can work closely with leaders and share accountability for overseeing the delivery of care. Doctors share in strengthening the future of their organizations as the industry continues to change. Together with value cycle stakeholders across the organization, providers can look for ways to advance patient care, increase value and improve efficiency, quality and safety. Organizations moving toward value management can facilitate the analysis and creation of value-based payment models and ensure their technology platforms are supported with physician engagement. Accurate data and the doctor’s commitment to support technology systems are integral to driving value and helping organizations meet their mission of providing the best care at the lowest cost.”

— Kathy Schwartz, Solutions Owner and Associate Vice President, Strategic Messaging, Craneware Inc.

“The goal to recruit physicians to promote and reinforce the importance of value analysis/value management in your healthcare organization can and should be achieved by recruiting them to be team leaders or team members of your value teams, inviting them to your value analysis training sessions, conducting an annual physician seminar to educate them on the topic and finally, having your medical director sit as a member of your value analysis steering committee.”

— Robert T. Yokl, President and Chief Value Strategist, SVAH Solutions

“Physicians and clinicians alike are critical to success. Physicians should be asked to help lead the improvements. They should be asked to assist with working through evidence-based informed business decisions that support the data. They know what their outcomes are, work in the best interest of their patients, and are closely aligned to the organization and should be more and more aligned to operational costs. Assisting physicians in understanding how to make improvements to move more efficiency in their day is a ‘win-win’ for everyone and helps show these leaders that their opinion and involvement is valuable. Any clinician brought into the facility should have a good understanding of what the goals are of the organization and what their accountability is towards those goals.”

— Deborah Roy, RN, CMRP, Senior Director, Performance Services, CQVA and Clinical Operations, Vizient Inc.

“I agree a physician champion is key and to be successful in that role they need to be respected by their peers, influential and knowledgeable about the culture of the organization. They must champion the cause and communicate the importance. Good negotiation skills are essential because physicians have to be heard and involved. Physicians are scientists. They understand the evidence and literature. They have to feel that their opinions matter and count in the decision. Capitalize on their strengths and teach them in the areas of their weaknesses. Engaging supply chain and quality/performance improvement staff is another group that can help in the recruitment and orientation of new physicians.”

— Kim Barker, RN, NE-BC, Director, Performance Improvement Advisory Services, Vizient Inc.