Subject: Practice Success

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October 8, 2021
Dear Friend,

Making sense.

That's the subject of this past Monday's blog post, But Does the Deal Make Sense? Follow that link to the blog, or keep reading for the entire post.

Does the deal make sense? Does it truly make sense?

These are forms of a question that, unfortunately, doesn’t seem to be asked that often in many healthcare deals.

There’s a fear of missing out - everyone else is selling their ophthalmology practice, why shouldn’t we? Everyone else is entering exclusive contracts with systems when maybe there’s a reason why hospitals want to contract system-wide that cuts in their favor and not in yours.

Many deals seem to make sense on paper, but they don’t make sense in reality.

Many deals actually make sense in reality, but on paper, it’s hard to see why.

Just because everyone else is doing it, just because everyone else is going 60 mph down some street when the speed limit is 40, doesn’t mean it’s right for you.

Does the deal make sense for you?
Business Life in the Time of Coronavirus Mini-Series 

The coronavirus crisis caused a short term economic crisis for many medical groups. Our mini-series shows you the way out. Plus, many of the concepts discussed are applicable during both good times and bad. 

[If you haven't already seen them, follow this link to watch our entire series.]


Watch Tuesday's video here, or just keep reading below for a revised, more polished transcript:

A few minutes ago I passed an old corvette, it was a ’74 or ’75. 

One of my college roommates had a ’74, it was an interesting car. It had a great shape, but the build quality was crap. There were gaps where the hood closed, in fact, the gaps were wider on one side than the other. There were gaps in the door panels. And, in the interior, you could almost stick your finger in the panel gap next to the radio.

In fact, those gaps remind me of medical group insurance policies, especially for large groups. 

You think you’re covered for an act that one of your members was involved in. Maybe you are because you have entity coverage. Or, maybe you don’t have entity coverage, but you think you do. Then you find that you’re sued for an event that one of your own members didn’t cause and (to your chagrin, dismay, and holy crap!) you find out that you’re not covered for that.

You know, brokers do a good job, but they don’t always pay attention to what a medical group needs, as opposed to what an individual physician needs. There are also other products that can be had, other ways of closing up gaps that exist between policies.

So if you’re a leader of a large medical group, it pays to conduct a very thorough evaluation of what gaps in coverage exist. What gaps exist in connection with entity coverage, general liability coverage, cyber liability coverage, and D&O coverage. 

These are not policies that you should simply buy off the shelf; in many cases these products, especially D&O, can be negotiated so you end up with a customized policy that far better fits your needs and which provides coverage when you have a claim.

Do a coverage audit. Negotiate for needed coverage. Make sure that you're actually insured. 
How to Deploy the Secret Sauce of 
Opportunistic Strategy
Webinar On Demand 

They say that COVID-19 has changed the world, creating the "new normal." Many of your colleagues and many hospital administrators are running scared.

Others, leaders like you, know that crisis means opportunity.

Let me provide you with the strategic tools and insights that you need in order to seize opportunities, whether they’re in the context of your current business relationships, the expansion of your business activities, or the creation of new ventures.

You will learn:

•Defense as a defective default: It’s necessary, but not sufficient.
•Exploiting weakness: Drop the guilt and identify opportunity.
•Flat line negotiation is fatal: Understand its myths and limitations.
•Negotiation reality: Learn to identify and deploy on multiple planes to affect the outcome.
•Maneuver: Harness the power of maneuver, both in overall strategy and in specific negotiation strategy.

Others see a crisis and freeze in fear. Learn how to see the opportunities and obtain the tools to increase your odds of obtaining them.

The price to attend is $479. The cost of not attending is astronomical.
GET ACCESS NOW
Wednesday - Hospital CEO Gets a Raise. You? We’re Not So Sure. - Medical Group Minute

Watch the video here, or just keep reading below for a slightly polished transcript:

Hey, I've got a great job for you.

A study released earlier this year found little correlation between nonprofit hospitals' CEO pay, which averaged almost $600,000 per year, and performance in respect of charity hospitals' touted values -- charity care and mortality rates -- or patient care.

What are these people being paid for? Won't someone do it for less?

Why would anyone donate at to a charity if the CEO, who optimally would be either a volunteer or paid at say a high school teacher level, is earning a wasteful salary?

Oh, your job? It's tied to performance in the hospital's ACO. Sorry, the exact number is going to be determined by a committee after the fact. Trust us.
Listen to the podcast here, or just keep reading for the transcript.

“My dog ate my homework,” said Billy.

Sobbing, Sally said, “my grandma died, so I didn’t have time to write the paper.”

Maybe those excuses worked in fourth grade, and maybe Samirkumar J. Shah, M.D. should have tried them, but the one he went with, “I can’t show up at my sentencing for health care fraud because my doctor says I need to rest at home following a Covid vaccine reaction,” didn’t impress United States District Judge David S. Cercone.

The Background

Dr. Shah, a cardiologist, was convicted in June 2019 of two counts of health care fraud resulting from his submission of fraudulent claims to private insurance plans covered by Highmark Blue Cross Blue Shield and UPMC Health Plan, to managed Medicaid plans issued by Gateway Health Plan, as well as to Medicare, all in connection with outpatient external counterpulsation, also referred to as “ECP” treatment.

Payors cover ECP only for patients who suffer from disabling angina, and only when a physician supervises the treatment.

Yet Shah advertised ECP as the fountain of youth and claimed that it made patients younger and smarter. He offered the treatment for a range of ailments other than disabling angina, including, among others, obesity, high blood pressure, low blood pressure, and erectile dysfunction.

To support false claims, he instructed employees at his more than 18 locations to indicate on billing sheets that every patient had disabling angina. In many cases, neither he nor any other physician was present at the location when treatments were performed.

As if billing for medically unnecessary and unsupervised ECP treatments weren’t enough, Shah also double-billed insurers by billing for both a “bundled” ECP code, which accounted for and included payment for various incidental procedures, and then separately submitting claims for the same included procedures.

In addition, Shah routinely submitted fabricated patient files and made false statements concerning his practice, his patient population, his record-keeping, and his compliance with applicable coverage guidelines.

Time, or Not, to Pay the Piper

Between his June 2019 conviction and July 2021, Shah remained free, awaiting sentencing. Yes, the wheels of justice turn slowly, but eventually even that bus reaches its destination.

Facing a July 14, 2021, sentencing, Shah’s attorney made a motion that same day to continue the inevitable based on the claim that Shah’s doctor told him he needed six weeks bed rest due to an allergic reaction to the Covid vaccine.

Likely to no one’s surprise, the motion was denied and when Shah still didn’t show up for sentencing, the judge issued an order for his arrest. He remained in jail until August 5, 2021, when he was sentenced to 78 months of imprisonment followed by three years of supervised release as well as ordered to pay restitution of over $1.2 million to the victimized payors, in addition to forfeiting another $500,000.

Some Lessons

In addition to the serious slice of schadenfreude sprouting from the Shah story, you’d be well advised to note that most physicians engaging in billing fraud do so on a smaller scale than the industrial-sized health care fraud overseen by Shah. However, it’s just as illegal.

Billing for unnecessary tests and procedures, even on a small scale, is particularly egregious because of the risk inherent to the victim patients, let alone the financial fraud on payors.

Shah went down because of what appears to be an initial investigation by the Pennsylvania Attorney General’s Medicaid Fraud Control Unit. Often, physicians engaging in such scams are tripped up by someone within their office or at an outsourced billing and collection service who becomes a whistleblower, whether in the context of a false claims act lawsuit which then triggers a criminal investigation, or as an anonymous “tipster.”

If you can’t do the time, don’t do the crime.
Calibrate Your Compass

Read our exclusive RedPaper to guide you through this evolving situation.

The coronavirus crisis caused a short-term economic crisis for many medical groups. Our RedPaper shows you the way out. Plus, many of the concepts discussed are applicable during both good times and bad.


Get your free copy here.
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Books and Publications
We all hear, and most of us say, that the pace of change in healthcare is quickening. That means that the pace of required decision-making is increasing, too. Unless, that is, you want to take the “default” route. That’s the one is which you let someone else make the decisions that impact you; you’re just along for the ride. Of course, playing a bit part in scripting your own future isn’t the smart route to stardom. But despite your own best intentions, perhaps it’s your medical group’s governance structure that’s holding you back.
In fact, it’s very likely that the problem is systemic. The Medical Group Governance Matrix introduces a simple four-quadrant diagnostic tool to help you find out. It then shows you how to use that tool to build your better, more profitable future. Get your free copy Free.
Whenever you're ready, here are 4 ways I can help you and your business:

1. Download a copy of The Success Prescription. My book, The Success Prescription provides you with a framework for thinking about your success. Download a copy of The Success Prescription here.

2. Be a guest on “Wisdom. Applied. Podcast.” Although most of my podcasts involve me addressing an important point for your success, I’m always looking for guests who’d like to be interviewed about their personal and professional achievements and the lessons learned. Email me if you’re interested in participating. 

3. Book me to speak to your group or organization. I’ve spoken at dozens of medical group, healthcare organization, university-sponsored, and private events on many topics such as The Impending Death of Hospitals, the strategic use of OIG Advisory Opinions, medical group governance, and succeeding at negotiations. For more information about a custom presentation for you, drop us a line

4. If You’re Not Yet a Client, Engage Me to Represent You. If you’re interested in increasing your profit and managing your risk of loss, email me to connect directly.

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