Buyers of physician practices becoming smarter shoppers


With the big physician practice management companies retrenching from stock crashes, and as hospitals nurse debts from unprofitable physician practice acquisitions, the volume of practice sales is slowing. But PPMs and hospitals that are still buying practices are learning from past mistakes. According to the Center for Healthcare Industry Performance Studies, buyers are now more selective in their acquisitions and drive tougher deals on physician compensation structures. "Hospitals in particular have gotten smarter," writes William O. Cleverly, Ph.D. in the 1998-99 Physician Practice Acquisition Resource Book. "They run numbers first and don't buy every practice that is for sale." The result is that despite financial problems associated with those earlier acquisitions, practice prices, on a per-physician basis, are far greater today than they were a few years ago.

SOURCE: CENTER FOR HEALTHCARE INDUSTRY PERFORMANCE STUDIES, COLUMBUS, OHIO, 1999

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HAP, a subsidiary of Henry Ford Health System, is a nonprofit health plan providing coverage to individuals, companies and organizations. This executive develops strategies to meet membership and revenue targets through products, pricing, market segmentation and advertising.  Aligns business among Business Development, Commercial Sales, Medicare and Public Sector Programs and Product Development. Seeks to enhance and be responsible for business development and expansion through the development of an effective product portfolio, strong interpersonal relationships and service excellence.

Apply via email to jfedder1@hfhs.org or online at http://p.rfer.us/HENRYFORDlXqAJA

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