在过去的几十年中, 在美国的医疗保健行业,越来越多的医疗云顶集团提供者离开了自己的独立诊所,转而与医院或云顶集团40011官网雇用的医疗集团合作. Providers are enticed by guaranteed salaries and reduced practice man年龄ment responsibilities, especially considering the growing challenges of operating a successful private practice.
Providers who choose to remain independent frequently tout the benefits of controlling their work schedule, generating income based on their desired work 努力, 并最终拥有他们的企业. 不幸的是, 许多独立的医疗云顶集团提供者认为,运营盈利业务所需的患者数量水平会带来负面后果, 比如云顶集团40011官网职业倦怠, 给每个病人的时间有限, and a practice approach that focuses on symptoms, 而不是预防和健康护理.
为了应对这些挑战, concierge medicine is becoming a more attractive option for providers who wish to remain independent, 花更多的时间照顾病人, 并保持一个有利可图的做法. 在礼宾云顶集团的商业模式下, 提供者大大减少了他们的小组规模,并增加了向患者提供的预防和保健云顶集团水平. 作为交换 for an enhanced relationship and additional health services, providers collect a regular membership fee from patients, separate from the patients’ personal health insurance cover年龄.
转型的挑战
For many providers interested in converting their practices to a concierge business model, 的时间, 努力, and change man年龄ment required are daunting. Apprehension to deviate from the status quo to adapt a new practice style can stem from the following:
- 偏离当前医疗实践: 与传统的实践模式相比, concierge medicine requires an approach rooted in proactive, 预防性保健.
- 支援人员结构的改变: Depending on the services offered in a concierge medicine program, providers may need to alter the mix of support staff or reduce staff count.
- 对患者流失的担忧: 在经济上无法加入礼宾云顶集团的遗赠患者可能会感到被排斥,并表达他们对新的实践方法的反对.
- Concerns about Meeting Higher Patient Communication Expectations: 供应商可能会担心,从工作与生活平衡的角度来看,扩大的通信可用性是否可控.
- 工作更长时间的可能性: Depending on the provider services offered in a concierge model, providers may need to be available for patient care more often than in their current practice.
- Adapting to a Changing Revenue Structure: The largest revenue source in a traditional practice is third-party payers, 但在门房工作中, 病人是最大的收入来源.
- 监管和合规挑战: The application of out-of-pocket membership fees exposes the practice to legal and regulatory compliance risk.
- Time and Effort Needed to Man年龄 the Conversion: 在继续运营现有业务的同时,云顶集团提供商可能很难找到适当计划和执行礼宾云顶集团转型所需的时间.
转型的五个步骤
The practice conversion deterrents listed above can be overcome through good planning and change man年龄ment. 以下是云顶集团40011官网应该采取的五个步骤,以增加成功过渡到礼宾医疗实践的可能性.
1. 进行市场评估
Before converting from a traditional practice, 供应商应进行市场评估,以确定其地理和人口市场是否有潜力维持礼宾医疗实践. 收入, 年龄, 性, 此外,还应评估提供者云顶集团区域人口的其他社会经济因素,以了解市场. These activities will help determine the demand for concierge services in the provider’s target service area.
Providers should also identify the competitive landscape in the provider’s desired geographic service area. Addressing the following questions will help providers understand their competition:
- Are there any existing concierge medicine practices operating in the area?
- 他们的目标客户群是什么?
- 他们提供什么样的云顶集团和产品?
- 他们为多少病人云顶集团?
- 他们的病人有多满意?
A well-researched appreciation for the current competitive landscape, 结合市场需求, will help interested providers determine if a new concierge practice is feasible in their service area.
2. Develop a Comprehensive Business Plan with Financial Projections
At the onset of a concierge practice transition, 供应商需要制定一个清晰的商业战略,为所有后续的运营计划和实践转换活动提供信息和指导. A comprehensive business plan is essential to identify the mission, 愿景, 指导原则, and competitive strategy of the concierge practice as well as the pricing strategy for the targeted patient volume. 这些基本元素告知了业务计划中明确定义的关键的未来状态实践特征和活动, 包括, 但不限于以下内容:
- 目标客户群
- 分组患者的目标数量
- 会员云顶集团
- 会员费
- 新会员营销策略
- Acceptance of third-party payer reimbursement
- 运作政策及程序
- Cash flow and income statement projections
3. 管理所有法律和监管风险
礼宾医疗的实践模式暴露了不同的法律和监管风险比传统的做法模式. 最明显的是, 医疗云顶集团提供者必须确保在向患者收取的项目费用中包含的会员云顶集团符合法规要求. If providers continue to accept government and private insurance plans, 他们必须继续为患者发生的所有付款人承担的云顶集团买单,并且不能将这些云顶集团包括在礼宾会员云顶集团范围内.e.,双蘸).
HIPAA合规性文档, 供应商医疗事故政策, 商业责任政策, and other legal and regulatory risk mitigation products, 政策, and procedures need to be reviewed and adapted for a concierge medicine operating environment. 要做到这一点, 供应商应确定哪些文件需要修改,并跟踪这些文件的状态,直到它们完全符合新的礼宾医疗法规.
4. Align Practice 操作 and the Business 策略
在门房云顶集团模式中,实现更高水平的患者云顶集团是必不可少的,需要某些操作上的改变,而这些改变可能并不明显. A concierge provider may need to change how practice schedules are templated, 如何处理与病人的沟通, 什么员工是由实践聘用的, 公司提供什么样的办公设施, and what vendors are used to support membership services (e.g.、药物基因组学测试). 供应商应该在他们当前的实践和成功运营未来状态礼宾云顶集团实践所需的云顶集团需求之间进行差距分析,以确定任何必要的操作更改.
5. Market to New Patients Strategically, Effectively, and Efficiently
实现和维持目标病人小组的数量是关键的财务成功的礼宾医疗实践, but attracting new patients requires vastly different marketing strategies than a traditional practice employs. 而遗留的病人转移和口头转诊是新的礼宾云顶集团的常见的会员来源, providers need to develop a thoughtful marketing strategy that takes into consideration digital forays (e.g., 网站, 搜索引擎优化, 搜索引擎营销, 社交媒体), 传统途径(e).g., direct mail, radio spots, print advertisements), and other promotion activities (e.g.、亲身健康教育活动).
实践过渡支持
由于广泛的业务规划, 项目管理, and 过渡的支持 activities required for a successful concierge practice transition, providers frequently seek external professional services for their practice conversion. 目前, 专业云顶集团行业的礼宾实践转型通常分为两种方式:礼宾医疗管理公司(cmmc)和基于项目的顾问.
CMMCs
CMMCs specialize in converting traditional provider practices to concierge medicine business models. 这些公司与供应商合作,执行礼宾业务规划流程,并支持机会管理流程. Post–practice transition, CMMCs continue to provide support to converted concierge practices 通常是5年, 取决于CMMC. In some cases, support contracts can go for as long as 10 years.
Long-term CMMC support services typically include patient retainer fee collections, 获得病人健康计划, 监管和法律援助, 新患者营销. 作为交换, an agreed-upon percent年龄 of gross concierge patient retainer fees is paid to the CMMC, 通常在20%到40%之间. For a practice with a panel of 250 concierge patients, the annual CMMC fee can easily exceed $100,000.
Project-Based Concierge Medicine Transition Consultants
以项目为基础的顾问专门为供应商提供独立的咨询和项目管理支持,这些供应商要么希望从零开始开展礼宾医疗业务,要么希望将传统业务转变为礼宾业务模式.
基于项目的顾问, 就像心电图, provide the same general scope of business planning and practice conversion implementation services as CMMCs; however, 在新的礼宾云顶集团实践成功转换和运作之后,基于项目的礼宾云顶集团实践过渡的典型参与就结束了.
作为交换 for their pre-implementation business planning support and implementation assistance, 以项目为基础的过渡顾问的云顶集团通常是按时间和费用或固定收费的方式报销的. 与CMMC方法相反, 与基于项目的约定相关的患者费用收取没有强制性的长期运营成本.
心电图的礼宾医疗方法
独立提供者不仅是训练有素的医疗保健专业人员,而且是具有管理盈利实践的成熟商业企业家. 最好的价值就是心电图, 或任何其他转换支持供应商, 在供应商从传统业务到礼宾业务模式的旅程中,是否可以提供最初的业务规划, 过渡的支持, 上线阶段.
一个好的门房医疗实践过渡方法是建立在基于项目的支持模型上的,该模型专注于为小型独立实践和大型云顶集团40011官网开发高度定制的门房医疗实践解决方案.
Learn more about the value proposition of concierge medicine.
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