Hospital Execs Top 3 Concerns; IDN Insights East This Month; Read the JHC June Issue; plus Jobs!

June 9, 2023

Hello NAW Subscribers -

I hope you like this issue of National Accounts Weekly.

And remember to register for JHC's IDN Insights East in Philadelphia on June 27-28. Register here.

Sincerely,

John Pritchard

President of ANAE

Publisher of The Journal of Healthcare Contracting (JHC)

Hospital Execs Top 3 Concerns: What are they and how can you help?

Any supplier trying to gain market share with an IDN better prove their value proposition lines up with what the system is worried about. Being the best in your category will not secure the market share you deserve. Best practices show that you need to address one of the top concerns of the IDN executives.

Here are the top 3 concerns of hospital executives:

IDN Insights East in Philadelphia is this month

Join us for The Journal of Healthcare Contracting’s IDN Insights East at the Philadelphia Airport Marriott on June 27-28!

View the Final Agenda Here

The IDN Insights meeting highlights some of the most progressive, largest healthcare systems in the East. Attendees will be included on discussions about how large health systems measure successful contracts, a deep dive into Johns Hopkins Centralized Supply Chain, a workshop with Premier, Inc., what successful supplier/provider relationships look like, and more!

Speakers include:

LeAnn Born, Founder and Advisor, LeAnn R. Born Advisory Solutions, LLC
Allen Passerallo, Senior Director Sourcing/Value Analysis Supply Chain Management, Johns Hopkins Health System
Chaun Powell, Group Vice President-Growth & innovation, Premier, Inc.
John Strong, Co-Founder and Chief Consulting Officer, Access Strategy Partners Inc.
Jacob Groenewold, Vice President/Chief Supply Chain Officer, Froedtert Health
Ed Hisscock, SVP, Supply Chain, Trinity Health
Bruce Mairose, Division Chair Supply Chain Management, Sourcing and Networks, Mayo Clinic
Dan Hurry, President, Advantus Health Partners, Chief Supply Chain Officer, Bon Secours Mercy Health
Dee Donatelli, Senior Director, Spend Management, symplr
Gloria Graham, DNP, RN, CVAHP, Manager, Clinical Value Analysis, Cincinnati Children’s Hospital Medical Center
Terri Nelson, RN MAHA, BSN, Senior Director Value Analysis, Mayo Clinic
Patricia Tyrrell, RN, BSN, CNOR, Assistant Director, Supply Chain, Value Analysis, Universal Health Services, Inc.
Dennis Daar, Managing Partner, Medical Strategies International, LLC
Steve Albanese, Vice President and Executive Director, AllSpire Health GPO, LLC
Dawn Wells, AVP, Supply Chain, Northwell Health
Jamie Green, Senior Director, Supply Chain Operations, Memorial Sloan Kettering Cancer Center

Questions? Please contact Anna McCormick at amccormick@sharemovingmedia.com

Read the June Issue of JHC

Read the Issue Here

Cover Story – Cleveland Clinic’s Supply Chain Approach to Specialized Care
Publisher’s Letter – Ready and Able
Sponsored Cardinal: The Cost of a Fragmented Lab Supply Chain
Trends: Self-Rooming as a Model of the Future?
The National Nursing Shortage
At the Intersection of RSV, Flu and COVID
AHA: Hospitals Face Rising Financial Challenges
The Long, Hot Summer
Sponsored Premier: Making the Switch
Sponsored Thermo Fisher: The Need for Automation in the Lab
FHSC: Supply Chain By the Numbers
Getting Real About Contracts
HIDA Prime Vendor: Contract Notification Standards Streamline Contract Administration
HSCA – Rural Hospitals at Risk
Industry News
Collaborative Community Wellness
Physician Engagement: Better Outcomes Through Partnership
VA Corner: Educating and Interacting with Suppliers about Value Analysis

Read the Issue Here

Cleveland Clinic’s Supply Chain Approach to Specialized Care

June 2023 – The Journal of Healthcare Contracting – Cover Story

by Graham Garrison and Daniel Beaird

Newsweek’s World’s Best Specialized Hospitals 2023 ranked Cleveland Clinic No. 1 in the world for cardiac surgery and cardiology and among the top hospitals in the world for specialized care. It’s the second consecutive year Cleveland Clinic was ranked No. 1 for cardiac surgery. Newsweek’s rankings, according to the weekly news magazine, help those in need of care “to know which hospitals or state-of-the-art facilities have the most accomplished physicians and diagnosticians, and offer the highest level of care.”

Brian Jones is the senior director of the clinical sourcing team and physician preference items (PPI) for Cleveland Clinic. His team is tasked to be the subject matter experts within those specialized areas and to lead all initiatives and manage contracts for them. After witnessing some of the challenges surrounding PPE during the pandemic, Cleveland Clinic segmented its teams into the PPI side and the commodity side. Jones leads a director of capital and a director of ORs, and he’s also the director of the heart, vascular anesthesia and respiratory teams on the PPI side.

Educating and Interacting with Suppliers about Value Analysis

In past generations of Value Analysis, the focus was more on savings with contract renewals, the development of a capitated price model and matrices and price at the pump downward shifts, said Shaneka Demps, Manager, Value Analysis, BayCare Health System. “Compared to three years ago, Value Analysis today has shifted to finding value in utilization practice changes, eliminating unnecessary waste and establishing clinically appropriate criteria for use in some cases,” Demps said.

“Even more so, we are all traveling quickly down the road of total cost of patient care inclusive of reimbursement differences, length of stay reduction and the impact of hospital-acquired conditions. This road has become a winding path that must be delicately traveled with each Value Analysis project.”

Better Outcomes Through Partnership

Advantus Health Partners works to ensure clinical validation of key products and services, waste reduction and standardization of major product categories as solutions beyond traditional supply chain GPO management. Launched in 2021 by Cincinnati-based Bon Secours Mercy Health, one of the 20 largest health systems in the U.S., Advantus is led by healthcare professionals and providers with an aim to modernize and create more efficient operations between the supply chain and clinical sides.

Dr. Jimmy Chung is its chief medical officer.

“The big crisis in healthcare is that current spending is unsustainable,” Dr. Chung said. “The U.S. spends twice what similar countries spend on healthcare, and much of that has to do with waste and variability in how we practice in the U.S. and the resources we utilize in supply chain.”