安达信咨询方法与工具资料库2NDGNRTN.DOC免费

To: S.E. region healthcare partners Other selected healthcare partners and managers who “sponsor” physicians From: Brian D. Wong, M.D. Re: Aggressively building our physician practice in FY ‘97 Date: July 1, 1996 With the recent reorganization of the SE BC healthcare consulting practice to a regional structure, there is now a clear mandate to aggressively build the physician component of our practice. This “position paper” and rudimentary workplan outlines my “second generation” of thinking on how this can be done in the most efficient, aggressive and economical way possible. The Vision of a Physician Practice If we were to “begin with the end in mind”, I envision that by August 31, 1997, we could hire, on a full time basis, one or two physicians based out of the SE region (Atlanta/DC). In addition, I can easily imagine we could establish a much closer relationship with up to 4-6 more physicians that may be more distributed throughout the country. These relationships could vary from an exclusive, full time retainer type arrangement, to a part time retainer, part time employment, a strategic partnership, or a “spot market” type relationship giving us the access to a network of physicians without necessarily owning all of them. Over the course of the year, I would assume primary responsibility for developing a cross training curriculum and regular quarterly or semi-annual educational conferences (on-site vs. teleconference) for these physician “A” players, and coordinate their deployment across the country for their appropriate and timely use in consulting sales opportunities and projects across the country. The hired physicians would largely be dedicated to the SE region to help build that regional practice as quickly as possible. The remainder could continue to be sponsored locally as has been the tradition, serving primarily the local office, but potentially being available for deployment to their respective region or nationally, as needed. The goal would