The Physician Manager's Handbook: Essential Business Skills for Succeeding in Health Care

by Solomon, Robert J.

• ISBN13: 9780763746032
• ISBN10: 0763746037
• Edition: 2nd
• Format: Hardcover
• Copyright: 2007-12-20
• Publisher: Jones & Bartlett Learning

Summary

Physicians are increasingly taking on new roles as executives and managers in today's health care delivery system. This work provides an overview of the essential business management skills that physician managers need to succeed.

Author Biography

Robert J. Solomon is a professor of business administration in the Mason School of Business at The College of William & Mary in Williamsburg, Virginia.

Table of Contents

Acknowledgments	p. vii
Introduction	p. viii
Financial Management	p. 1
CVP Analysis	p. 2
Capital Asset Planning	p. 11
Lease Versus Purchase Decisions	p. 21
Financial Statements, Reports, and Accounting Systems	p. 22
Uses for Ratios	p. 36
Control and Budgeting	p. 36
Activity-Based Costing	p. 46
Conclusion	p. 57
Cash Management and Collection in Private Practices	p. 61
Cash Management	p. 62
Revenue and Procedure Database	p. 65
Cash Receipts and Disbursements	p. 66
Applied Cash Management Procedures	p. 70
Case Illustrations	p. 72
The Small Practice Physician Manager's Role in Cash Control	p. 72
Collection Management	p. 74
Collection Roles and Responsibilities	p. 74
Case Analysis: Rewards and Behaviors	p. 82
Collecting from Patients	p. 83
The Patient Intake Process	p. 86
Patient Education	p. 87
Billing Strategies	p. 90
Collecting Overdue Patient Balances	p. 92
Placing an Account in Collection	p. 96
Collecting from Insurance Companies	p. 98
Problem Account Detection and Timing	p. 102
Collection Database	p. 103
The Collection Plan	p. 104
What to Do if Your Accounts Are Out of Control	p. 104
Conclusion	p. 106
Sample Collection Plan (Partial)	p. 107
Patient Intake Process	p. 107
Patient Education Process	p. 107
Verification and Preauthorizations	p. 107
Copayment Collection Procedures	p. 108
Insurance Billing Procedures	p. 108
Problem Account Detection	p. 108
Collection Steps and Sequencing	p. 108
Evaluating Performance	p. 109
Performance Appraisal: Context	p. 109
Performance Appraisal: The Short Course	p. 111
Conducting the Annual Appraisal	p. 121
Performance Evaluation Data	p. 128
Performance Standards	p. 129
Rating Forms	p. 130
Improving Performance	p. 132
Evaluating Physician Performance	p. 132
Performance-Appraisal Summary	p. 136
Employment Methods	p. 137
Introduction	p. 137
Using the Job Description: Identifying Selection Factors	p. 139
Recruiting	p. 141
Developing Selection Procedures: The Big Picture	p. 143
Selection Procedures	p. 147
Who Should Design and Conduct Your Testing?	p. 155
The Resume	p. 156
The Application Form	p. 157
Additional Testing	p. 158
Work Samples	p. 163
References and Recommendations	p. 165
Selection Strategy	p. 165
Selecting Physicians and Other Professional Employees	p. 168
Equal Employment Opportunity	p. 170
Case Application: Hiring a Business Manager	p. 172
Case Application: A Selection Failure-A Personal Perspective	p. 179
Conclusion	p. 179
Compensating Employees	p. 183
Who Should Construct Your Compensation Plan?	p. 184
Equity: A Theory and Strategy for Determining Compensation	p. 184
Using Equity to Construct a Compensation Plan	p. 186
Job Evaluation Methods for Achieving Internal and External Equity	p. 190
Ranking Job Evaluation Method	p. 191
Going Beyond a Ranking Method	p. 197
Pay Ranges	p. 200
Inflation	p. 202
Compensation Plan Coverage	p. 202
Practical Considerations	p. 202
Incentive Plans	p. 203
Benefits	p. 206
Case Application: Mrs. Wilson's Equity	p. 209
Physician Compensation	p. 210
Conclusion	p. 215
Point System of Job Evaluation	p. 217
Knowledge (Table 5A-1)	p. 217
Nonsupervisory Responsibility (Table 5A-2)	p. 217
Ingenuity (Table 5A-3)	p. 217
Personnel Management Responsibility (Table 5A-4)	p. 221
Outside Relationships (Table 5A-5)	p. 223
Leading Your Employees and Colleagues	p. 225
Introduction	p. 225
Leadership	p. 226
Leading the Change Process	p. 237
Motivation	p. 245
Conclusion	p. 250
United Family Practices, Ltd	p. 253
Marketing	p. 257
Introduction	p. 257
Developing a Marketing Plan	p. 259
Generic Marketing Strategies	p. 266
Outcome: The Marketing Plan	p. 271
Focusing on Promotion	p. 273
Market Segmentation	p. 286
The Internet	p. 291
Other Considerations	p. 298
The Internet-Your Role	p. 300
Conclusions	p. 300
Negotiation	p. 303
The Art of Negotiation: Key Concepts	p. 304
Integrative and Distributive Negotiating	p. 309
The Prisoners' Dilemma: A Metaphor for Many Negotiation Issues	p. 318
Case Analysis: The Black Book	p. 321
Conclusion	p. 326
The Black Book Proposal	p. 328
Proposal for Lease Modification	p. 328
Organizational Integration	p. 331
Introduction	p. 331
Structure	p. 333
Factors Inhibiting Integration	p. 342
Integration Mechanisms	p. 343
Small Practice Structures	p. 347
Conclusion	p. 350
Northeast HealthCare Case Analysis	p. 351
Northeast HealthCare	p. 353
Business Law	p. 355
General Torts	p. 357
Classification	p. 358
Intentional Torts	p. 358
Negligence Torts	p. 361
Malpractice	p. 362
Contracts	p. 367
Employment Issues	p. 370
Antikickbacks and Antireferral Legislation	p. 385
Selecting an Attorney	p. 390
Conclusion	p. 391
Quality Improvement	p. 393
Total Quality Management (TQM) Concepts	p. 394
Teamwork: The Core of TQM and Organization Integration	p. 402
Six Sigma	p. 404
Case Analysis: Higher Quality and Lower Costs in Dialysis	p. 405
Conclusion	p. 408
Final Thoughts	p. 411
The Physician Manager's Personal Challenge	p. 411
Expectations of Others and Self	p. 412
Business Expectations	p. 414
Index	p. 417
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