SALES CALL GUIDE
Equation Consulting (AS10193)
(for internal use only)
Primary Objective: Bring Value to the Member by moving to Amerinet Contracted Suppliers and signing up new members.
Solution Offering:
Program Summary:
Equation Consulting was founded in 2006 and provides sophisticated, proprietary analytical tools along with proven operations service
solutions to address physician economics and practice management. Its unique scientific approach to improving medical practice
performance has helped hundreds of organizations seeking an empirically based Solution.
They do this through the use of a practice gap and opportunities tool that assesses current practices in relationship to best practice and
establishes operational improvement plans to close the gap. They differentiate themselves through their knowledge of how to create
optimal physician-hospital alignment and through the use of a proven process to execute strategies to move toward best practice.
They differentiate themselves through their unique technology tools and their ability to not only recover cash retrospectively, but to teach
on site staff how to prevent future loss of revenue by implementing strategic changes in protocol.
Value:
Equation is willing to provide a free analysis along with guarantee for savings depending on analysis findings and willingness for
commitment from potential customer.
Equation’s data analytics are proprietary and viewed as benchmark in the industry for physician practice efficiency. Equation is the only
consulting group n the industry that will provide interim management during a time of need.
Who to Talk To:
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CFO
VP or CFO in charge of Non Acute
Physician Liaison
CEO
Questions to Ask:
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How many physician practices are currently in employment owned by the hospital/system?
How many have been, or will you purchase over the next 18 months.
How do you measure practices against each other financially
How profitable are your practices?
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What current imitates are in place to work with the practices and their profitability?
Business Challenges and Targeting Summary:
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Hospitals are buying physician practices in large numbers and many of them are losing money.
Hospitals do not have a good tool to benchmark current physician practices against best practice.
Hospitals do not have a good method of measuring downstream revenue associated with an owned physician practice.
Hospitals and physician groups have not worked through how to distribute funds when presented with a bundled payment
strategy.
Supplier Overview:
Key Divisions:
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Equation Analytics: Accurate, digestible information to make sound business decisions is the foundation and core of Equation.
Using proprietary data-driven methodologies and innovative, unbiased processes, Equation is able to uncover the economic
realities of physician economics whether in hospital, private or academic practice settings.
Equation Consulting: Seasoned operations consultants utilize Equation’s proprietary analytic tools to identify gaps and
opportunities. Consultants then develop and implement proven solutions designed to improve medical practice performance.
Equation Management: In the absence of full time managers or administrators, medical practices struggle with improving
economic performance. Equation provides highly seasoned professionals with proven leadership skills and armed with analytical
tools to manage the practice through difficult operational periods.
Program Highlights of What We Do:
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Assess the situation High-level (initial assessment is free)
Transaction Level Detail Assessment (A-10): Review the 10 economic drivers of Physician Practice to understand the loss
Build a Plan: What can be improved? What are the steps to improvement?
Fix the Problem: Onsite consulting resources and/or interim management personnel to implement the improvement plan
Maximize the Resources: How do you get the most out of the physician enterprise? Downstream revenue, disease management,
clinical leadership
Future, Strategic Decisions, BI and Decision Support: Review of key areas such as physician acquisition/on boarding, market
analysis, dashboards, KPI’s, proformas, budgeting, fair market value assessments, meaningful use attestation, physician funding
and contract assessments
Competitors and Key Differentiators:
Company
Competitors and Key Differentiations
Focus
Why Are We Different?
Wellspring
Huron
Price Waterhouse
General hospital consulting
General hospital consulting
General hospital consulting
Focused on physician economics
Focused on physician economics
Focused on physician economics
Value Propositions:
Business Challenge (Pain Points)
Selling Message (Feature)
Physician practices losing money
Unable to measure downstream revenue
Can benchmark against best practice
Equation has a tool to accomplish this
Lack of managerial resources
Interim management can support areas of
weakness
Value Proposition (Benefit)
Can improve financial performance
Can quantify downstream revenue to
determine contribution
Equation has access to best of class
managers for interim assignment
Overcoming Objections:
Likely Objections
Responses
We have this area covered
How are your practices doing financially?
We already have a consultant in this space
Who is it and what have the results been?
Call to Action/Close/Steps to Implement:
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Trial Close Question: So based on this information would a no cost assessment against best practice be useful?
Suggest the use of the downstream revenue analyzer to determine opportunity.
If a member is not currently purchasing through an Amerinet agreement they must complete an Amerinet AS10193 GDF
Contacts:
Supplier Name
Contact Information
Equation Consulting (Affiliate of MDR™)
Howard Salmon MHA, FACHE, Principal
(559) 447-4488
MDR™
Kristen Alcoser
Director, Partner Services
(559) 447-4488
Email: KristenAlcoser@MDResources.net
Amerinet Knowledge Center:
www.mdresources.net/knowledge-center.html