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Welcome to the Barlow/McCarthy blog…

Check back often to hear from our talented team of consultants. Topics covered include: Physician Relations, Physician Recruitment, Practice Marketing, Medical Staff Development, Community Health Needs Assessments, etc.

Making Credentialing a Pleasant Experience

By: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com

As clients share concerns about their onboarding process, credentialing tops the frustration list – with anxiety over start date delays and bad impressions demonstrated to the new recruit.

Credentialing involves a myriad of procedures to grant provider privileges to practice at the hospital/facility and to participate in health plans.  Numerous steps must be completed in specific order, accompanied by the right documentation, for the provider to move from one stage to the next.

Credentialing is often in the hands of small team, within a medical staff or credentialing office, with piles of documents to process and deadlines to fulfill. And, these individuals are not typically perceived as the epicenter of gold-standard customer service. Add to this most providers’ lack of knowledge about how to be credentialed. It’s a snafu just waiting to happen.

So, I want to applaud those organizations that are striving to make credentialing a more pleasant experience.  Here are a few examples.

A client group practice created a flow chart of the credentialing process (see below) – and reviews it with candidates during their onsite interview. They talk through the steps and timeline required to go from licensure through payer participation – advising candidates on their part in this effort.

HCA MidWest outlines the credentialing process under the Careers section of their web site: http://mymidwestphysician.com/professionals/credentialing.dot – which also includes a link to the application portal to start the process. This electronic orientation saves them at least a few days by eliminating paper being mailed between the credentialing office and the provider. The provider application can also be monitored real-time to keep the process moving.

One of my favorites is a fun video created by the team at Novant. Rather than have the providers read through a cover letter set of instructions, both visual and auditory senses are used to orient them to the step-by-step credentialing process. Plus, the provider gets to “feel” what it will be like to work at Novant in this very first post-recruitment step. https://vimeo.com/novanthealth/review/185648744/e1f38e108b

Credentialing doesn’t have to be a negative experience. With some energy and creativity, there is much more than can be done to make it a positive encounter. Let’s begin to consider a new approach.

Client Credentialing Flow Chart:

Physician-timeline

 

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B/Mc Monday Morning Minute – Focus – 5/22/2017

Monday Morning MinuteBy: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com

Welcome to B/Mc’s Monday Morning Minute, an audio message to jump start your week. The brief messages include reminders, new ideas and sometimes a little therapy to slide into the work week with ease.

This week’s topic is Focus. Click the player below to listen:

 

If you are having trouble with the audio player you can download the audio file here: B/Mc Monday Morning Minute – Focus – 5/22/2017.

 
A large part of our mission at Barlow/McCarthy is helping you stay on top of your game with blogs, podcasts and education. In this vein we have created a selection of online courses at B/Mc Academy.

Check out our Relations and Recruitment courses: www.bmcacademy.barlowmccarthy.com.

 

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B/Mc Monday Morning Minute – Strategic Sales – 5/15/2017

Monday Morning MinuteBy: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com

Welcome to B/Mc’s Monday Morning Minute, an audio message to jump start your week. The brief messages include reminders, new ideas and sometimes a little therapy to slide into the work week with ease.

This week’s topic is Strategic Sales. Click the player below to listen:

 

If you are having trouble with the audio player you can download the audio file here: B/Mc Monday Morning Minute – Strategic Sales – 5/15/2017.

 
A large part of our mission at Barlow/McCarthy is helping you stay on top of your game with blogs, podcasts and education. In this vein we have created a selection of online courses at B/Mc Academy.

Check out our Relations and Recruitment courses: www.bmcacademy.barlowmccarthy.com.

 

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B/Mc Monday Morning Minute – Impact – 5/8/2017

Monday Morning MinuteBy: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com

Welcome to B/Mc’s Monday Morning Minute, an audio message to jump start your week. The brief messages include reminders, new ideas and sometimes a little therapy to slide into the work week with ease.

This week’s topic is Impact. Click the player below to listen:

 

If you are having trouble with the audio player you can download the audio file here: B/Mc Monday Morning Minute – Impact – 5/8/2017.

 
A large part of our mission at Barlow/McCarthy is helping you stay on top of your game with blogs, podcasts and education. In this vein we have created a selection of online courses at B/Mc Academy.

Check out our Relations and Recruitment courses: www.bmcacademy.barlowmccarthy.com.

 

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B/Mc Monday Morning Minute – Great Messages – 5/1/2017

Monday Morning MinuteBy: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com

Welcome to B/Mc’s Monday Morning Minute, an audio message to jump start your week. The brief messages include reminders, new ideas and sometimes a little therapy to slide into the work week with ease.

This week’s topic is Great Messages. Click the player below to listen:

 

If you are having trouble with the audio player you can download the audio file here: B/Mc Monday Morning Minute – Great Messages – 5/1/2017.

 
A large part of our mission at Barlow/McCarthy is helping you stay on top of your game with blogs, podcasts and education. In this vein we have created a selection of online courses at B/Mc Academy.

Check out our Relations and Recruitment courses: www.bmcacademy.barlowmccarthy.com.

 

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Internal Relationships and Sales: 5 Hot Spots

By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com

The importance of establishing and growing relationships with intent is top of mind for great field teams. It’s all about the obligation of field staff to have a clear visit strategy for earning referral relationships. Most physician relations/sales teams work super hard on this part every day in every way.

While we are grinding away to make relationships with intent happen in the practices, what about the health of internal relationships that are required for successful field sales? Internal relationships may support, neutralize or damage field success. Ask these five questions to determine the health of your internal relationships.

1. Is there commitment from leadership? Many programs work beautifully as grassroots efforts, but not this one. Physician relations flounders without leadership support. Organizations that have some of the best success have top leaders closely aligned. Leaders seek out updates, opinions and results. They offer support and involvement. Physicians look at organizations with a healthy (or not so healthy) dose of skepticism. Top down actions and consistency of message are recognized and valued.

2. Can we manage new business if we ask for it? Managing new business is about services and specialists, but it’s also about systems, process and functions to support the expectations of the referring physician.  Make sure the internal systems are established from the outside- the referring physicians’- perspective, not from what the internal stakeholders feel like they ought to find acceptable.

3. Is physician-driven business a core strategy for the organization? For some organizations, growth of the ACO or the clinically integrated network is front and center. If this is the case, clarify roles and don’t assume. Many leaders still want the right volume growth as they develop the future state. Others may want field staff to help support ACO or CIN growth. Be clear about the business strategy and where you are best served. You can’t be all things to all people, so make sure you’ve clearly defined the expectations at the right level. (And make sure you don’t abandon your momentum practices and then expect to go back to the same level or relationship after a long gap).

4. Can operations, IT, business development and marketing be counted on for support? Reminiscent of that old saying, “No man is an island,” effective programs forge strong internal relationships. While they won’t always completely understand the field role, they need to value and support it. Physician relations must initiate and encourage alignment and sharing in most cases.

5. Are you aligned with the Employed Practice leaders? Did I save the best for last? For many teams, this is the final frontier of internal turf. Often, practice administrator’s want to manage the practices without physician relations involvement. If leakage, or in-network referral growth, is a hot topic for your employed groups, the organization will benefit from field staff assertively earning referrals through focused awareness, meetings and use of the portal or other tools to make sure the practices and doctors are aware of the network specialists. Assess where you are today and where you need to be with this one and then create a plan.

How do your internal relationships stack up? It’s frustrating when you thought it was working only to hear of a little sabotage in the ranks. Get creative and find new ways to keep your pulse on the internal relationships the same as you do in the field. If there are barriers, make a business case for the impact and then start the communication process to make sure everyone is on the same page. The need for great internal sales never goes away.

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B/Mc Monday Morning Minute – Internal Relationships – 4/24/2017

Monday Morning MinuteBy: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com

Welcome to B/Mc’s Monday Morning Minute, an audio message to jump start your week. The brief messages include reminders, new ideas and sometimes a little therapy to slide into the work week with ease.

This week’s topic is Internal Relationships. Click the player below to listen:

 

If you are having trouble with the audio player you can download the audio file here: B/Mc Monday Morning Minute – Internal Relationships – 4/24/2017.

 
A large part of our mission at Barlow/McCarthy is helping you stay on top of your game with blogs, podcasts and education. In this vein we have created a selection of online courses at B/Mc Academy.

Check out our Relations and Recruitment courses: www.bmcacademy.barlowmccarthy.com.

 

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B/Mc Monday Morning Minute – Strategic Sales – 4/17/2017

Monday Morning MinuteBy: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com

Welcome to B/Mc’s Monday Morning Minute, an audio message to jump start your week. The brief messages include reminders, new ideas and sometimes a little therapy to slide into the work week with ease.

This week’s topic is Strategic Sales. Click the player below to listen:

 

If you are having trouble with the audio player you can download the audio file here: B/Mc Monday Morning Minute – Strategic Sales – 4/17/2017.

 
A large part of our mission at Barlow/McCarthy is helping you stay on top of your game with blogs, podcasts and education. In this vein we have created a selection of online courses at B/Mc Academy.

Check out our Relations and Recruitment courses: www.bmcacademy.barlowmccarthy.com.

 

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Implications of New Supply and Demand Projections for Your Medical Community

By: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com

The Association of American Medical Colleges (AAMC) recently released the 2017 update to its Physician Supply and Demand Projections.  While demand still outweighs supply is still the overall conclusion, the shortfall is lower than previously projected.

Researchers used various scenarios to compare demand/supply – testing many of the factors considered to be the “fix” to the pending physician shortage.

Demand

Supply
Changing demographics Early or delayed retirements
Improved care coordination Millennial hours worked
Expanded use of retail clinics GME expansion
Increased use of ACPs

Population health improvements

Key Findings 

  • In primary care, the use of nurse practitioners will increase the total supply of providers
  • Medical specialties also have increasing supplies with more physicians choosing internal medicine and pediatric subspecialties
  • Surgical specialties see no improvement as future attrition will meet or exceed the number of newly trained surgeons
  • Growth in the senior population will be the primary driver of physician demand – much higher than the demand for pediatric services
  • For all specialties, physician retirement decisions will have the greatest impact on supply with over one-third of today’s active physicians turning age 65+ within the next decade
  • The use of NPs and PAs will increase. By 2030, the ratio of physician-to-PAs will go from 7.2:1 to 3.5:1 and physician-to-NPs from 3.6:1 to 1.9:1
  • Population health improvements may actually increase the demand for physicians. By 2030 there will be 6.3 million more living adults who will require an additional 15,500 FTE physicians

Every organization should assess the implications of these demand/supply dynamics on their own provider community.  Having a current medical staff development plan provides a baseline understanding of the local specialty gaps and pending retirements.  From there, these additional factors can be considered.

  1. What is the starting point with primary care physician-to-ACP ratios? What is the organization’s future goal and by when?  What is the tactical plan to reach that target?
  2. If medical specialties (other than psychiatry) are becoming easier to recruit, which ones would improve primary care physician demand if recruited? Which ones are needed for chronic care management or for the growing senior population?
  3. If physician attrition will have the greatest impact in the surgical specialties, does this change the list of physicians that need to be considered for transition planning?
  4. What percentage of your population is over age 65… over age 75? How does that compare to your region, state and nationally?  What services need to be considered to manage this population going forward?
  5. If one of the strategic service lines includes pediatrics, how will the organization address the decline in this population demographic?
  6. Do your physician recruitment priorities need to shift in any other way? If so, what advance work is needed to be ready for those searches.

We’re here to help the organization work through these implications – whether its updating the medical staff development plan or conducting a facilitated strategy session using the existing plan as the framework.  Contact me at amccarthy@barlowmccarthy.com to discuss how we might help you improve your recruitment and retention positon for the future.

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B/Mc Monday Morning Minute – Innovation – 4/10/2017

Monday Morning MinuteBy: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com

Welcome to B/Mc’s Monday Morning Minute, an audio message to jump start your week. The brief messages include reminders, new ideas and sometimes a little therapy to slide into the work week with ease.

This week’s topic is Innovation. Click the player below to listen:

 

If you are having trouble with the audio player you can download the audio file here: B/Mc Monday Morning Minute – Innovation – 4/10/2017.

 
A large part of our mission at Barlow/McCarthy is helping you stay on top of your game with blogs, podcasts and education. In this vein we have created a selection of online courses at B/Mc Academy.

Check out our selection of Relations and Recruitment focused courses www.bmcacademy.barlowmccarthy.com.

 

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