Academy experts and special guest John Yeatts, M.D., M.P.H, discuss how to align your sales pitch to Leading Health System value-based care goals. Watch the recording and review the deck to learn more about:
Duke Health’s Dr. John Yeatts and which value-based care initiatives are top of mind for him and Duke Health
Identifying where LHS are in their value-based care journeys and learn which LHS are committed to taking on risk
The archetypes of health system risk portfolios and the factors that industry should consider regardless of LHS risk portfolio
The dos and don’ts of a value-based care pitch narrative
Key Takeaways for Industry:
Demystify Value-Based Care: Clearly define upside, downside, and full-risk models to avoid confusion with LHS partners. Understand the risk levels involved in various payment structures.
Upside Risk Prevails: Many LHS systems are in early stages of value-based care, often with upside-only contracts. Focus on solutions with ROI in both fee-for-service and value-based models (e.g., improving access, reducing costs).
Tailor Your Value Proposition: Understand each LHS system's motivations for risk-shifting (population health, market differentiation) and tailor your pitch to their specific goals and priorities.
Navigate Internal Decision-Making: Acknowledge different priorities across departments. "Reducing total cost of care" might appeal to population health, but less to finance. Consider involving finance leaders early or selling to the health plan with potentially more budget autonomy.
Address Cost Sensitivities: Offer flexible contracting terms like delayed invoicing or proof-of-concept partnerships to address current margin pressures.
Use Clear Language: Ensure clear communication with LHS partners using accurate terminology when discussing value-based care initiatives.