New Strategies in Service Line Co-Management: Case Studies of Turning Conflict into Partnering

This session will begin by presenting the challenge a large healthcare system had with the largest neurosurgery group in its market. They were being paid large sums for ED call and medical directorships and receiving other support, as well. No matter how much the system did for the group, it never seemed to be enough. One of the system leaders said, “It’s not that I mind paying them more, but in today’s environment, I have to get more value out of what I’m paying.” This became the springboard for a creative, interest-based negotiation between the system and the neurosurgery group that produced a co-management arrangement and deep partnership that has outperformed the highest hopes of both parties. We will share how the system then used the same approach of using interest-based negotiation to develop a new service line co-management arrangement to deal with groups that had even higher conflict and lower trust with the system than the original neurosurgery group.

Learning Objectives:

• Describe how to navigate challenges with conflict and low trust between physicians and hospitals to achieve enhanced physician-hospital partnering in key service lines.
• Explain how key Stark and Anti-Kickback requirements that apply to service line co-management arrangements create helpful boundaries for more effective dealmaking.

This session qualifies for 1.0 ACHE Face-to-Face Education credit. Attendees must participate during the scheduled time to earn ACHE Face-to-Face Education credit.