The Primary Care-Market Share Connection: How Hospitals Achieve Competitive Advantage
Marc D. Halley, MBA
Softcover: 186 pages
Health Administration Press
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Author Marc D. Halley contends that the true drivers of market share are primary care providers (PCPs).
Retaining between 2,000 and 5,000 patients in a practice, PCPs exert significant influence on where and how their patients receive care. Despite brand identity, community image, and the trend toward employment of specialty physicians, Halley insists referrals from PCPs are the key to success for most specialty practices and hospitals.
This book explains how to get back to the basics by focusing on the physicians that guide patients through the maze of healthcare alternatives. It outlines strategies for developing partnerships between employed and affiliated PCPs, ambulatory specialists, facility-based doctors and hospitals.
This book will share the proven techniques Halley has spent the last 20 years defining and implementing for a variety of hospital and health system clients around the country.
“This book reminds us of a fundamental principle: healthcare is all about relationships, and the primary care physician plays a key role in the healthcare relationship equation. Even the most successful healthcare systems will find pearls of wisdom in Marc’s book, especially in his discussions of relationship management and service excellence.” - Theresa Lewis, FACHE, Director of Medical Affairs and Practice Management, Catholic Health Initiatives
“Marc Halley presents a new and provocative theory of the business for healthcare providers - one that puts the patient at the center of the system, ironically by applying solid business and marketing techniques. Halley writes with the wisdom that comes from decades of hands-on application. He knows what works, and what doesn’t.” —Douglas E. Hough, Associate Professor and Chair, The Business of Health, The Carey Business School of Johns Hopkins University
Marc D. Halley, MBA, has been working with hospitals and medical practices since 1984. He was a founding partner and the managing partner of Lexus Management Corporation, which provided interim management and consulting services to medical practices/networks and medical staff development planning for hospitals. Mr. Halley also worked with Holy Cross Health System Corporation to start Ambulatory Management Services, Inc. (AMS.) In 2005 he formed The Halley Consulting Group, LLC, a physician-practice management and consulting firm.
Founded in 1933, the American College of Healthcare Executives is an international professional society of 30,000 healthcare executives who lead our nation's hospitals, healthcare systems, and other healthcare organizations. ACHE's publishing division, Health Administration Press, is one of the largest publishers of books and journals on all aspects of health services management. Health Administration Press is a division of the Foundation of the American College of Healthcare Executives (ACHE). ACHE is an international professional society of 30,000 healthcare executives who lead our nation's hospitals, healthcare systems, and other healthcare organizations. ACHE is known for its prestigious credentialing and educational programs and its annual Congress on Healthcare Management, which draws more than 4,000 participants each year. ACHE is also known for its groundbreaking research and career development and public policy programs. Through such efforts, ACHE works toward its goal of being the premier professional society for healthcare leaders by providing exceptional value to its members. Founded in 1972 with support from the W. K. Kellogg Foundation, Health Administration Press has grown from a small office on the campus of the University of Michigan to one of the largest publishers of books and journals on all aspects of health services management, including textbooks for use in college and university courses.
(information provided by the publisher)
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