Volume 30 | September 27, 2018
Insights-Trends-Opinions
Good Afternoon,

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John Pritchard
jpritchard@ShareMovingMedia.com
(770) 263-5262

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Lisa Thakur of Scripps named to 10 People to Watch
Lisa Thakur, CPA, MBA, FACHE, FHFMA
Corporate senior vice president, ancillary operations
Scripps Health
San Diego, California

In her current role, Lisa Thakur is responsible for ancillary services and business at Scripps Health, such as home health, laboratory, imaging and other business services. She holds a bachelor’s degree in business administration from the University of Washington, and a master’s of business administration from Arizona State University. She is a Certified Public Accountant (CPA) and a member of the American Institute of Certified Public Accountants. Prior to joining Scripps Health, she worked as a finance and business manager at Good Samaritan Medical Center in Phoenix. She also managed financial operations and human resources for Freedom Plaza Retirement Center/Care Center in Peoria, Arizona.

Nominations now open for Women Leaders in Supply Chain
The Journal of Healthcare Contracting is celebrating the people in supply chain. Earlier this year, we recognized “Ten People to Watch in Healthcare Contracting.” In our October issue, we are featuring “Future Leaders in Supply Chain.”

Who’s next? “Women Leaders in Supply Chain.”

We need your help identifying innovative, energetic women who are instrumental in helping their organizations provide excellent care to as many people as possible – as cost-effectively as possible.

You know who they are. Let us know.

14-hospital Greenville Health rebrands as Prisma
Greenville Health System and Palmetto Health announced on Tuesday that the partnership they formed last year will officially become Prisma Health in 2019.

The organization, which was called SC Health Co. over the past year or so, is the largest health care system in South Carolina, with 1.2 million patients a year, $3.9 billion in annual revenue and some 30,000 employees.

Though the systems originally planned to keep their own brands, it was decided that a single brand for the entire organization was needed. So while the GHS and Palmetto Health brands will be retired, hospitals will keep their core names, such as Greenville Memorial, officials said.

Four types of value-based contracting with providers that suppliers can pursue
At the MedTech conference hosted by industry association AdvaMed, an expert explained the different kinds of value-based contracting vendors can negotiate with health systems.

Getting paid for novel products is the ultimate objective for all life science companies, but the goal post has shifted somewhat as the industry moves to value-based care from a fee-for-service world.

In that context, it would be useful to know what kind of contracting approaches can be taken when working with health systems.

National Accounts Summit registration now open! Space is limited!
The inaugural National Accounts Summit will be held November 13-14, 2018 in Orlando, Florida.

The National Accounts Summit was created to help National Accounts Executives develop and hone their skills for our ever changing contracting arena.

Hear from experts from:
  • UPMC
  • SSM Healthcare
  • Aurora
  • Vizient
  • and much more!

Registration is now open and space is limited!

Top 3 takeaways from the Fall 2018 IDN Summit
Like group purchasing organizations (GPOs), Integrated Delivery Networks (IDNs) are able to leverage their size to negotiate with suppliers to lower costs for member facilities. According to Definitive Healthcare data, more than 76 percent of U.S. hospitals reported IDN membership.

Earlier this month, my colleagues and I attended the IDN Summit and Reverse Expo in Phoenix, AZ. Both presenters and attendees discussed how clinical integrations, physician engagement initiatives, and GPO acquisitions affect health system purchasing and supply chain management. Whether discussing clinical integration, physician engagement, or data analysis, providers are concerned with IDN supply chain spending.

Free Webinar: 10 Key Strategies to Sell to IDNs and GPOs
After 35+ years in the industry, John Pritchard and Ken Murawski know what works when it comes to selling to Integrated Delivery Networks and Group Purchasing Organizations. In this webinar, tap into their collective knowledge and learn how you too can navigate this complex, changing arena by leading with value-based solutions.

This session will dive into the findings compiled in a newly published e-book from The Association of National Accounts Executives (ANAE) which outlines the ten imperatives anyone calling on these organizations needs to understand.  

You’ll walk away with:
  • A deep understanding of 10 actionable strategies to employ 
  • Specific examples of how these tactics have proven themselves successful
  • Insight into more than 3 decades of contracting success with IDNs & GPOs 
  • Exclusive access to the e-book: 10 Keys for Success in National Accounts in 2018

A 'ListenFirst'​ approach to supply chain transformation from Scott Caldwell of The Resource Group
Caregivers and healthcare providers deliver compassionate, quality healthcare to patients in need, while also focusing on improving the overall health of individuals and communities. In recent years, the healthcare industry has evolved to include more policies pertaining to EHRs, meaningful use and performance goals. These additional administrative responsibilities have added a significant burden to our caregivers. With no corresponding increase in resources, coupled with the continued demand for medical services, our caregivers have far less time to spend with patients.

Reflecting on the compounding effects of additional administrative requirements for caregivers, a shortage of resources and a growing demand for healthcare, non-clinical staff must continually ask "What can we do to help?" and "How can we lift the burden placed on caregivers, so they can spend more time with patients?"
9 hospital expansions, renovations costing at least $1B this year
So far in 2018, nine hospitals and health systems announced or unveiled facility expansions and renovations with price tags of $1 billion or more.

Hospital supply chain directors brace for impact from Trump tariff threats
Affected supplies include consumables, pacemakers, computers and MRI machines.

As the trade war on Chinese imports heats up, supply chain directors are anxiously waiting to see how the tariffs will financially impact their hospitals.

"They are appropriately paranoid but cautiously optimistic," said Peter Allen, executive vice president of sourcing operations at Vizient, which is a member of the Healthcare Supply Chain Association.

Allen and others from the management consulting company have met with the top 20 hospital supply chain managers in the country.

Because supply contracts through a Group Purchasing Organization are often three years long and many got renewed last year, hospitals are currently much more concerned over whether the government is going to cut 340B or Medicare reimbursement to unsustainable levels, Allen said.

But Allen said, "We work everyday on pricing. It's still a work in progress. The next question is, what's the supplier going to do? They might just move the production to Vietnam." 

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John Pritchard


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