The whitepaper, authored by Brett Spencer, MD, Igor Belokrinitsky, Szoa Geng and Neil Patel, explores the options hospitals have as they determine their “go-to-market posture” to differentiate themselves and capture their fair share of the market.
1. Must-have network. This system is ubiquitous, well-known, well-regarded and has a loyal customer base. To exclude this type of provider from a network seems unthinkable. “Every payer will want to have the system in their network, so picking an exclusive payor partner might cap the value creation,” according to the whitepaper. Systems in this position are well-placed to market directly to consumers and employers.
2. Convenient alternative. People view this system and its providers as a reliable and predictable alternative to the “gold standard.” These health systems can be valuable in a payer network, particularly those that try to exclude higher-cost providers like academic medical centers.
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