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The Superior Choice Process©
By Jack DeVaney
Are you getting the most from your
current outsourcing contracts? Are you well positioned for
your next round of negotiations? Through The Superior Choice
Process©, in ten steps we work with hospitals to develop
measurable objectives to be achieved during contract negotiations,
which places hospitals in the absolute best negotiating position.
Let’s look at each of the steps of The Superior Choice
Process.
- Develop a long-term strategy for
the hospital to self-manage the specific clinical program
shortly after signing the contract— irrespective of
future intentions.
- Identify the key tasks to enable realization
of the goal.
- Send a survey to the clinical outsourcing
company every six months asking them to rate and critique
their own performance.*
- Identify key “must have” requirements
for the new contract if a decision to continue outsourcing
is made.
- Initiate contract discussions with the
company well in advance of the actual expiration of the
contract.*
- The current clinical outsourcing company
is granted a limited, exclusive negotiating period.
- If requirements are not met at the end
of this exclusive period, expand negotiations to additional
companies.
- At the same time, begin implementing
the self-management plan.
- Complete negotiations with all companies.
Decision is made to either contract with one of the companies
or to self-manage.
- Sign new contract or implement self-management
plan.
* For more on these topics, read the white
paper, “Terminate or Extend?
Evaluating Clinical Outsourcing Contracts.”
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