For 20 years beginning in the 1960s, IBM was king of its universe: the mainframe computer. Then came along such interesting start-ups as Microsoft, Intel and Dell and, as personal computers became more powerful, IBM’s mainframe business could no longer support the company. Like healthcare providers today, IBM had the choice of transforming itself or… Continue Reading
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Regardless of the brilliant strategy or the fantastic business plan – if the people in a business deal “don’t work”, then the deal won’t work. Savvy hospitals and physician groups understand this phenomenon as they approach negotiation. Their conduct facilitates a good outcome and an environment in which the new relationship can create value in… Continue Reading
One of the questions I am routinely asked in an early meeting with a physician group is: who should we have as our physician-negotiators? There are three keys to arriving at an answer. Key #1. Do you have shareholders with business skills? Psychologists tell us that the popular elementary-age children are often those with the… Continue Reading