For smaller partner-owned medical practices, implementing effective revenue and pricing strategies is critical to success. With thoughtful and innovative pricing structures, these groups may be able to ensure the sustainability of their independent practice and improve profitability. We’ll take a look at a few revenue and pricing strategies that can assist independent group partners in today’s competitive healthcare environment.
Begin with Financial Analysis
Before formulating a pricing strategy, a fresh look should be taken at the financial performance of the practice. This includes revenue look-back assessments that evaluate and compare collections by CPT code, payor, and provider. By understanding their current financial position, partners can identify which services need pricing updates or process improvements and which providers are most productive and profitable. When completed, this analysis serves as a foundation for informed decision-making and strategic planning. A healthcare CPA or CFO consultant can assist you with this financial project.
Understand Payor Contracts
For any practice to be successful, they must have fair payor contracts that reimburse them fo the value they deliver. Being aware of contract details is crucial because each contract may have different fee schedules, reimbursement rates, and negotiated terms. The look-back assessments discussed above are a key component in analyzing these contracts. The results of these analyses help physician groups negotiate better payor contracts AND identify potential areas of improvement.
Evaluate Cost Structure
To establish competitive pricing, physician leaders must accurately evaluate their cost structure. That involves assessing direct clinical costs (e.g., supplies, equipment, personnel) as well as indirect costs (e.g., administrative expenses, rent, utilities). By identifying cost drivers and exploring opportunities for cost reduction, the level of investment that delivers optimal patient care and a beneficial return on that investment can be determined.
Consider Value-Based Pricing
There are many value-based pricing models out there and they can be a very good thing. Disciplined physician groups that can demonstrate higher quality measures in this risk-sharing arrangement negotiate higher reimbursement rates from insurers. And many of these arrangements are prospective, per-member per month subscription arrangements that provide a steady, predictable stream of payments.
Combining Technology and Data Analytics
Robust practice management systems will help providers track and analyze patient volumes, procedure costs, and reimbursements. These data points may help your practice manager(s) identify trends, adjust scheduling, and identify billing improvements. Furthermore, investing in the right software technology and service providers can reduce administrative tasks and support well-informed decision making.
Focus on Patient-Centered Care
Patient satisfaction plays a significant role in the profitability of any healthcare organization. Doctors can differentiate themselves by offering both effective care and communication. Satisfied patients are more likely to recommend your practice to others. Investing in patient experience and the tools needed to support it are a key ingredient for practice growth
New Revenue Streams:
New revenue streams might include related product sales or ancillary services like imaging, lab tests, or telehealth. Concierge or subscription-based cash pay services are a way to offer convenience and flexibility to a new patient base without the hassles and limitations of insurance. Finally, partnering with local businesses or healthcare organizations may also raise market awareness and new patient volumes.
Conclusion
Analyzing revenue data and creating effective pricing strategies seem to be requirements for any independent practice to remain successful and STAY independent. Implementing and improving revenue strategies over time may help physician partners generate more stable and predictable income while improving patient care.
