In order to compete in a market that is moving towards ACOs, value-based purchasing, cost efficiency, and cost containment, doctors must change old clinical habits. In other words, today and future mature markets will reward doctors based upon cost effectiveness, rather than utilization under the old fee for service system. Doctors not considered cost effective risk a continued reduction in third party reimbursement and also risk participation in provider networks. For example, I know of an ENT physician who was recently deselected from a provider network simply because the plan felt he performed too many surgeries on new patients in comparison to the other ENT doctors in the network. A predicted challenge for many medical practices in the future will be to gather the information necessary to prove to a third party payer the practice is indeed cost effective. A practice must somehow gather utilization and outcomes data, usually by clinical episode or diagnosis code. This type of information will be critical when competing for contracts and can also be extremely valuable in the negotiation and renegotiation of managed care rates. Let us look at a simple example.

An Ob/Gyn group wants to negotiate rates with third party payer. It arms itself with the following limited practice data: (1) C-section rates, (2) VBAC rates, (3) Average length of stay in the hospital, (4) Rate of surgical complications, and (5) Length of stay and complication rates for laparoscopic hysterectomies. At the same time, the group was able to obtain national utilization data for its specialty. It beat the national average in every category named above. Obviously this is an enviable situation for a medical practice since it can demonstrate with actual statistics that it is a cost effective provider. In this situation, the third party payer will probably at least listen to proposed changes to its reimbursement schedule for this particular group. Also, this data puts this group in a good position to deal with emerging affiliation models such as ACOs and the like.

The point should be clear: Medical practices must start addressing utilization and outcomes issues now or risk losing out in the future. Managed care rates can be negotiated or renegotiated with supportable utilization and outcomes information. To engage in and with future provider network models resulting from healthcare reform and the continued shifts in the commercial markets towards value-based purchasing, physician practices must pay strict attention to utilization and outcomes data. It cannot nor should not be ignored.

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