Thursday, August 31, 2023

The need for physician leadership

Today’s health care environment presents outstanding opportunities for physicians to develop lasting improvements in care delivery by demonstrating and providing leadership. The pandemic has demonstrated that physician leadership has never been needed more than it is currently.

Health care organizations have always needed the distinctive perspective of physicians among their leadership. Because of increased constraints on revenue and heightened review by payers, health system leaders of today are now more often in the position of making administrative decisions that ultimately affect clinical care.



WHY PHYSICIAN LEADERS?


At some level, it’s a societal expectation that all physicians are leaders. Shortly after passage and implementation of the Affordable Care Act, the American Association for Physician Leadership (AAPL) recognized a rapid increase in organizations seeking to employ physicians and educate physician leaders.

The trend has continued, though on a less-pronounced trajectory. Surveys conducted by large national organizations, including the Medical Group Management Association, the American Hospital Association, the American Medical Association, and the physician-recruiting firm Merritt Hawkins, continue to report increased consolidation and direct employment by hospitals.

Yet, independent practices (physician-owned) are certainly not moribund. The AMA study concluded that some 60% of practicing physicians were still working in physician-owned practices. By 2020, however, surveys conducted by some organizations, such as the AMA, agree that fewer than half of the practicing physicians in the U.S. remain independent.

Physician leaders have been described as “interface professionals” who bridge medicine and management. At the edge between other physicians and managers, physician leaders can be the catalyst that every successful organization needs, connecting the organization’s so-called sharp end (the front lines of care) with the blunt end (related management, leadership, and governance).

The AAPL believes that, with the right physicians on the C-suite leadership team, the organization will be able to relate to non-physician managers as well as clinicians of several disciplines. Through the orders they place and the management they provide physicians – and the physician/patient relationship -- are the primary drivers of care. For this reason, it’s natural for physicians to be in key leadership roles, shaping the decisions around what’s best for patients and the organization.




The Soul of the Business


This, however, does not necessarily mean that physician leadership is only demonstrated through titled leadership positions. Physicians of all types and in a variety of roles still provide leadership — albeit of a more informal kind. It is natural that formal and informal clinician leaders tend to have attributes that are especially useful for health care leadership, including the belief fundamental to the art of medicine: “First, do no harm.” That “creed” includes an appreciation for the value of solid data and a receptiveness to evidence-based decision-making and an inclination to do “what’s best for the patient.”

A shared history and a common language give physician leaders the credibility -- among their colleagues and other providers -- to garner critical support for clinical integration. This support allows them to drive the value agenda for initiatives such as reducing variations in care, reducing readmissions, developing a patient-centered medical home, implementing best practices, and other value-driven strategies.

The respect and authority traditionally conferred on physicians helps them win support for change, both within their organizations and from the communities they serve.

“Largescale organizational changes . . . require strong leaders and a cultural context in which they can lead. For obvious reasons, such leaders gain additional leverage if they are physicians,” according to Thomas Lee, MD, former president of Partners HealthCare System in Boston, Massachusetts, and chief medical officer at Press Ganey & Associates, in a Harvard Business Review article.

In an example of influence, the additional leverage provided by a physician leader enabled Rutland Regional Medical Center to win legislative and community support for the creation of a new acute care psychiatric unit.

The unit has helped fill the significant services gap for individuals with severe mental illness, created when floodwaters from Hurricane Irene destroyed the 52-bed Vermont State Psychiatric Hospital in Waterbury in 2011.

The leadership of W. Gordon Frankle, MD, chief of psychiatry at the time, helped the medical center obtain state resources to convert a portion of its inpatient psychiatric unit into a psychiatric ICU to care for some of the state’s most seriously ill patients. The unit is one of a handful opened across the state to improve geographic access to short-term psychiatric care.

According to RRMC’s Baxter Holland, Frankle served as an articulate and convincing spokesperson for the hospital and advocate for effective treatment for people with mental illness. His professional standing as a psychiatrist and knowledge of the medical needs of individuals with severe psychiatric conditions gave the medical center an entrĂ©e and a degree of credibility among legislators, community members, and other stakeholders that a non-physician may not have had.

“People will listen when a physician talks. They might not when someone else talks,” he says.

The credibility and trust engendered by a physician-led board and extensive physician committee structure have enabled the HealthTexas Provider Network to drive quality improvement since the multispecialty group’s data-driven work in this area began in 1999.

The need for physicians to serve as team builders, motivators, communicators, and change agents has grown exponentially in a system that now recognizes health care organizations more for their medical performance than their operational acumen.

It is important to acknowledge that CMOs and CFOs speak dif­ferent languages, have dif­ferent perspectives, and focus on dif­ferent goals. It is critical for clinical and financial leaders to recognize and understand the pain points of their colleagues on the other side of the C-suite.

Success in the value-based environment requires leaders who can bridge the gaps between the clinical and financial realms. It requires clinicians who can understand finances and can galvanize their peers around organizational or population health goals. Physician leaders speak the language and share the perspective of the care providers at the front lines of care.

Perhaps the best measure of physician leadership is that of hospital performance.

Year after year, U.S. News & World Report’s annual “Best Hospitals Honor Roll” supports a strong connection between high-quality ratings and physician leadership.

While the overall percentage of physician leaders in hospitals hasn’t changed (approximately 5% of hospital leaders are physicians), an overwhelming number of the top-ranked hospitals continue to be run by physician CEOs.


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Wednesday, August 30, 2023

Publishing your first book - Crafting an effective book proposal

“You must crawl before you walk and walk before you run.” E.L. James

No successful writer starts running by writing their book and then reaching out to a publisher or an agent. In the first article, I addressed the query letter. In this article, I will discuss the walk metaphor or the preparation of the book proposal that you will send to an agent. Now the agent can evaluate your book in minutes and doesn't have to read the entire book before deciding to represent you.

A crucial step in getting your book idea noticed is preparing a comprehensive book proposal for review by literary agents. Very few physicians, Dr. Atul Gwande (Checklist Manifesto), Dr. Abraham Vergese (Cutting for Stone and The Covenant of Water), and Arthur Conan Doyle (Sherlock Holmes) are the exceptions, as they have the skills and the reputation that allows them to ask for an advance and then write a book without submitting a proposal. We, mortal physician writers, must create a compelling book proposal that showcases our expertise and maximizes our chances of securing an agent to represent us.


Understanding the importance of a book proposal


A book proposal is your gateway to the publishing world. It's a business plan for your book, providing agents and publishers with a clear understanding of your project's content, target audience, marketability, and author credentials. In healthcare, where credibility and accuracy are necessary, a well-structured book proposal is even of greater importance. However, no lives are on the line if we spend hundreds of hours writing a book and no agent is to be found to represent us. A well-crafted proposal reflects your professionalism and commitment to delivering accurate and valuable information to your fellow medical professionals.


Define your book's core idea and purpose


Before diving into your proposal's details, start by defining your book's core idea and purpose. What knowledge gap does your book fill? Suppose you are a telemedicine expert and want to write a book on the concept of being an influential doctor without the need to touch a patient. Begin by describing the unique perspective you bring to the table. Whether you're writing about the latest advancements in medical technology, sharing practical nursing strategies, or addressing the challenges of healthcare administration, clarifying your book's central theme will guide the rest of your proposal.


Know your target audience


It would be best if you described your target audience. Are you writing for fellow physicians seeking to expand their knowledge base, nurses looking for hands-on solutions, or office managers needing efficient administrative strategies? Tailor your proposal to resonate with your specific audience. Highlight the relevance of your content to their needs, challenges, and professional growth.


Craft a compelling overview



Your proposal's overview is your chance to hook the agent's interest. Craft a concise and engaging summary that encapsulates the essence of your book. Provide a brief glimpse into the main themes, the problems you're addressing, and the solutions you offer. For instance, if you're a physician writing about innovative surgical techniques, outline how your book will revolutionize current practices and enhance patient outcomes.


Showcase your expertise


Submitting a CV is not the best approach to highlight your expertise. As medical professionals, your credibility and experience are your most vital assets. In this section, you want to show how your knowledge and experience give you the perfect platform that qualifies you to write the book. In this section, you want to emphasize your qualifications, highlighting your years of practice, specialization, academic achievements, and any peer-reviewed publications you have contributed. Convey why you are uniquely positioned to write this book and why your perspective matters.


Market analysis and competition


Agents and publishers want to know that your book has a market. You must perform a competitive analysis that reviews similar books and explains why your book is different and will attract your readers. Conduct thorough research on existing literature in your niche to identify potential competitors. A Google search or looking for books on your topic on Amazon.com will show you what has been previously written on the topic. If your book will appeal to a lay audience, an excellent place to look is in the health section of bookstores. If there is a similar book on the topic, you can look at a sample of the book and review the table of contents. Your analysis should include the book's title, the authors, the publisher, year of publication, page count, price, the ISBN,*, and specific edition number. Then, explain how your book differs from others. Whether it offers new insights, presents information in a more accessible manner, or addresses current gaps between the previous books and your book. In this section of your proposal, summarize the competing books' strengths and weaknesses. For example, if you are writing a book on back pain and the competing books were not written by an orthopedist, pain management expert, or physical therapist, this should be mentioned as a differentiator from your potential book. Additionally, discuss the likely demand for your book within the medical community, providing statistics, trends, and potential readership estimates.


Detailed table of contents


Present a detailed table of contents that clearly outlines your book's structure. Each chapter should have a brief title and a summary of each chapter. This helps agents visualize your book's organization and demonstrates your ability to structure complex medical concepts in a reader-friendly manner.


Sample chapters


I suggest including two chapters in your proposal. Including sample chapters showcase your writing style and provide a glimpse into your book's subject matter. Select chapters that comprehensively view your book's scope and depth. If you're a nurse discussing patient care techniques, choose a branch highlighting practical strategies. If you're an office manager addressing healthcare administration, provide insights into streamlining processes.


Marketing and promotion ideas


Agents are interested in authors who are willing to actively participate in promoting their books. Outline your marketing ideas, such as speaking engagements at medical conferences, webinars, blogs, social media campaigns, and collaborations with relevant organizations. In this section, you want to mention how many followers "like" online, including website and blog traffic and email\newsletter subscribers. Highlight your existing networks within the medical field that could support promoting your book. You want to mention your media experience, especially if you have been on national TV or interviewed by one of the famous bloggers such as Joe Rogan or if you have reached the zenith and did a TED talk.

If you blog, include how many comments you average per post or how many new viewers you achieve each month. Share the metrics on your social media platforms and see what percentage of the viewers see your posts and click on the links to your website.

Finally, estimate the word count and number of photos, charts, and graphs used in your book. Also, estimate the time to write the text after signing the contract with the publisher.


Conclusion


Preparing a book proposal is the "walk" after you "crawled" with the query letter. A proposal is necessary to transform your medical expertise into a compelling and influential publication. By meticulously crafting each section to demonstrate your knowledge, credibility, and dedication, you increase your chances of securing representation from a literary agent who recognizes the value of your contribution. Remember, your book has the potential to shape the medical discourse and impact your peers' practices positively. Approach the proposal process with the same precision and care you bring to your medical profession, and you'll be well on your way to becoming a published author in the ever-evolving world of medicine. I hope this article provides guidelines for going from a crawl to a walk by creating an effective book proposal. In the next blog, I will discuss the management of rejection, signing the contract with the publisher, and publishing etiquette.

By the way, I have recently published a book on "Prostate Cancer – Expert Advice for Helping Your Loved One," https://www.amazon.com/Prostate-Cancer-Expert-Helping-Hopkins/dp/1421445999. If you would like to see a copy of my proposal, you can request an electronic version at doctorwhiz@gmail.com.



*International Standard Book Number (ISBN) is a 13-digit number that uniquely identifies books and book-like products published internationally.


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Tuesday, August 29, 2023

How much do prior authorizations cost you?

In this article I share how much income prior authorizations (prior auths) are costing you annually. Be forewarned: it’s a lot of money.

Background


I live with Long Covid. It sucks. However, it gives me rare nights when I am wide awake at 2:00 a.m., in the zone, and laser-focused. One of those nights, I calculated how much income prior auths cost the average physician annually.

My exercise, or challenge if you will, involved pulling together disparate data from the American Medical Association (AMA), the Medical Group Management Association (MGMA), and the Coalition for Affordable Quality Healthcare (CAQH). Claire Ernst, MGMA’s Director of Government Affairs, vetted my extrapolations and calculations, so I feel pretty good with my effort.

The bottom line


Prior auths reduce your personal bottom line by an estimated $11,046.67 annually.

Let’s extrapolate. It’s important to include nurse practitioners, physician assistants and other clinicians seeing patients in the office, as they generate prior auths as well.

10 clinicians: $110,466.70 annually

25 clinicians: $276,166.75 annually

50 clinicians: $552,333.50 annually



Want to know something scary? Those expenses do not factor in appeals of prior auth denials. Appeals increase the expense quickly because appeals involve your time as well.

I looked at 2,000 upper endoscopy prior auths over 18 months with one payor. Our first pass success rate was 97.3%, but it cost us $9,740 in employee expense. We appealed the residual 54 denials and got all but 8 overturned.The cost of these appeals in lost clinician time? $9,450 over and above the $9,740 spent in employee time.

What you should do


Prior auths are overhead. They take money out of your pocket.

1. Refer to testing and infusion centers that do the prior auths for you. Let them spend their employee time on the auths.

2. Whether you refer to places that do them for you or your office does the prior auths, get your documentation and ICD-10 codes right the first time. Know what is needed by the payor, and get it right the first time. It will save you time and money, and it will get your patients the care they need sooner.

3. Consider gold carding* with guardrails. You don’t need blanket gold carding that covers anything you could conceivably order, and no payor will grant it. Instead, you want to ask that you be given a gold card for certain procedures/tests you order frequently so that you don’t need to go through the prior authorization process for them.

In the aforementioned upper endoscopy example, I used my documented 97.3% first pass and 99.6% second pass success rates in my gold card request. I did not ask for gold carding for things gastroenterologists don’t normally do or order; I kept the focus tight to succeed in my request.

4. Change never happens for the better when we stand on the sidelines. Make your voices known legislatively. I use ‘voices’ rather than ‘voice’ because prior auth delays impact your patients (care delays) and your employees (more expenses means less money for raises). Via e-mails, flyers in exam rooms, and the like, each of them can take 2-3 minutes to make their voices heard and thereby make a difference. Here are the things to include in the ask:
  1. Automate the prior authorization process. Practices pay employees thousands upon thousands of dollars annually to wait on hold for payers.
  2. Standardize the prior authorization guidelines and processes across payers, including step therapies.
  3. Adopt reasonable and achievable gold carding thresholds for procedures/tests.
  4. Finally, it is important to know your numbers to put things in perspective. Sharing my upper endoscopy statistics, including care delay time frames, makes it real. And if I can share how the care delay impacted the care of a patient, it makes it human. A little work on the front end is needed to bear fruit on the back end.


Does it seem like you're doing more prior auths than ever?


If it does, you are right. I have estimated the volume of prior auths is up 23.9% over pre-pandemic levels. That’s scary. If first-pass prior auths cost your practice $100,000 in 2019, it is costing you $123,900 this year. And that errantly assumes you are paying your staff what you did in 2019; your actual overhead increase is much higher.

In a subsequent article, I will get into the math that went into my calculations. I will share the reasons I believe prior authorizations are increasing.

For now, I ask that you focus on reducing your prior auth overhead. Refer to those who do the prior auths for you, fine-tune your documentation, track your numbers, and make your legislative voices known.


* Gold carding is the term used when a payor permits a clinician to forego the prior authorization process for a procedure, test, or group of either.


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