Volume 16| March 15, 2018
Insights-Trends-Opinions
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We cover everything you need to know about GPOs, IDNs and RPCs.

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IDN Insights East registration is now open - Joe Walsh to conduct optional workshop
National Accounts Weekly readers use the below discount code to register and save $150!

NAW Reader Discount Code: NAWEAST

Highlights of this 2 day seminar:

Committed Speakers
  • Kreg Koford-Intermountain Healthcare
  • Bruce Mairose- Mayo Clinic
  • Simrit Sandhu- Cleveland Clinic
  • Kathryn Carpenter- CHI
  • Tony Johnson- Baylor Scott & White
  • Paul Keckley- The Keckley Group
  • And many more!

Topics to be discussed
  • Innovative Supplier/Provider strategies
  • Regional Aggregation
  • Expectations of the Big Buyer of Tomorrow
  • Reform 2.0-What to expect in round 2!
  • Much more!

Plus an optional workshop by Joe Walsh!
Former Intermountin Healthcare and Pensiamo executive will conduct an optional 1/2 day workshop focused on:
  • Establishing meaningful connections with Chief Supply Chain Officers
  • Strengthening your influence throughout the entire IDN supply chain
  • Prioritizing your company’s offerings and solutions with your customers
Space is limited for Joe's workshop!



Federation 2018 is in the books

It was great seeing so many National Accounts Executives in DC for Federation. I hope it was a productive meeting for everyone. I really enjoyed moderating the Supply Chain panel this year with our distinguished panelists:

GPO Panel
Melinda Gardner-Vizient, David Hargraves-Premier, Todd Larkin-Intalere, David Osborn-HealthTrust

IDN Panel
Neeta Moonka-Virginia Mason, Randy Moore-Mercy Virtual, Simrit Sandhu-Cleveland Clinic

It was great having two physicians on the panel, it always surprises me how many conversations we have about healthcare without clinicians. I think that is changing, and fast.

The only GPO panelist I knew before our discussion was David Hargraves, who is always interesting and thought provoking. So it was great to meet the other three, all very impressive and passionate about their work.

My favorite exchange of the panel was when I challenged the group that convenience will become a new attribute in the purchasing process. My contention being that the big buyer of tomorrow will demand in a professional setting a swipe, swipe, click experience like they are used to using for personal products. David Hargraves warned me that the pitfall of convenience very well can be over consumption. Certainly my iTunes account can prove this point.
Free Download!

Top 3 IDNs in the 30 Largest Regions/Cities
Last month I posted the Top 50 IDNs by Net Patient Revenue and the response was incredible.
So, this month I asked my friends at Definitive Healthcare if they could add even more information to the list … and wow, did they over-deliver!

The list also contains Net Patient Revenue and the Number of Hospitals for each IDN. This is a very powerful list for anyone ranking, prioritizing or segmenting our nation’s IDNs.

Here are a few fun facts about the list of the Top 3 IDNs in the 30 Largest Regions/Cities:
·         NY/NJ is the largest region in the list
·         Kansas City is the smallest
·         Dallas’ top 3 IDNs have 183 Hospitals
·         DC’s top 3 IDNs have 15 Hospitals

These types of lists give some context to what our nation’s IDNs are all about. When you add more attributes of these IDNs, you can start to get a clearer picture as to what truly drives them.

Attributes that can add great depth include:
·         Average population of their service areas
·         Profit status (investor-owned or tax-exempt)
·         GPO relationship
·         Do they own a health plan?

With all the mergers and acquisitions occurring, it will be interesting to see how this list evolves over the next year.

Kent Petty on
Honor, Courage and Commitment at Healthtrust
Check out this great video that details the benefits of hiring a veteran. It details Kent Petty with Healthtrust.

Many of you know his twin brother Brent Petty, Kent as you would imagine is a great guy too!

Kent is doing some great work around cyber security; a topic all suppliers really need to understand better.

This will be 2 minutes of your time well spent!

Ed Hardin recognized with the Corris Boyd award
Each year at the Federation meeting an outstanding leader is recognized with the Corris Boyd award.

It is awarded to a person who has successfully championed equality and promoted understanding of diversity through education, policy development, and creating or leading organizational change.

Congrats to Ed Hardin!

To the right Ed is pictured with the late Corris Boyd's wife Vanessa and Maria Hames and Ken Murawski of Healthcare Links.
BJC leader makes national top 10 list
Steve Kiewiet is one of ‘10 people to watch in health care contracting’

by Patty Johnson • pattyjohnson@bjc.org

Steve Kiewiet, BJC supply chain vice president and interim co-chief supply chain officer, was named one of “10 people to watch in health care contracting” by a national trade publication.

BJC | For BJC supply chain vice president and interim co-chief supply chain officer Steve Kiewiet, being named one of “10 people to watch in health care contracting” by a national trade publication wasn’t a testament to his own efforts — but was, instead, recognition of the work of the entire BJC supply chain team.

Kiewiet earned the honor in late 2017, when he was one of 10 supply chain professionals from across the country profiled in the Journal of Healthcare Contracting .

“I was frankly a little shocked and overwhelmed to receive this recognition,” he says. “It also made me proud because I know that this is truly a reflection of the amazing team I’m a part of. It is our greatness together that’s to be celebrated.”

| Photo by Tim Mudrovic

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Scott Pecore is Vice President Enterprise Sales at Premier
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