We’ve been indoctrinated into how it’s done around here. But it wasn’t always done like this. Someone had an idea…and it changed reality!
Most people overestimate what they can do in one year and underestimate what they can do in ten years. -Bill Gates
Did you know that the archetype for current insurance plans was founded by the Baptist Church in 1903?
Did you know that during the first half of the 1900s, patients paid on an informal sliding scale in proportion to their income?
Did you know that physician assistants (PAs) became a thing in the late 1960s/early 1970s? There was a perceived shortage of doctors; at the same time, a new labor pool presented itself: combat medics returning from Vietnam needed employment and possessed practical skills. That’s when universities started PA programs.
Did you know that DRGs didn’t exist until the mid-1980s? Medicare implemented it to curb the runaway payments to hospitals.
Did you know that it’s only in the 1980s and 1990s that ambulatory surgery centers (ASCs) became increasingly popular. It was mostly individual doctors and investors that were seeking them out.
Did you know that in the 1990s, doctors commonly complained that they made less per hour than plumbers?
Did you know that it wasn’t until the late 1990s buy-and-bill truly became commonplace? The trend was started by a pharmaceutical company.
Did you know that it’s around 2000 when hospitals began to compensate physicians in proportion to relative value units (RVUs) (instead just a fixed salary) to encourage them to see more patients and bring in more revenue?
Did you know that Medicare Part D was enacted recently in 2006, under a Republican president? The government didn’t offer prescription drug coverage for people >65 until then because medicines were always relatively cheap.
Thanks to Elisabeth Rosenthal’s book, “An American Sickness” for these insights. When you shine a flashlight, both you and I can see better.
Leaders shouldn’t be preparing the team for something. They should help them prepare themselves for anything.
Pulling is more efficient than pushing.
Ask the engine at the front of the train.
We can foster positive changes in the future simply by engaging and interacting more with those we do not engage and interact with normally. Engagement and interaction start conversations; conversations build relationships; relationships foster understanding, empathy, equity, and inclusion.
Understanding, empathy, equity, and an inclusive mindset are the tools needed to be successful in an uncertain future.
Yup! It’s that simple.
Get up and talk to him. Pick up the phone and call him. Knock on his door. Go.
Great tactical planning is the art of identifying the crippling constraints and easing them—or working around them.
Anyone can make an average tactical plan that fits inside the box as others see it. The art is in getting right to the edges of the box; or being able to see in new dimensions that others are too rushed or too inexperienced to see.
“Exploitation of the constraint should be the kernel of tactical planning – ensuring the best performance the system can draw now. For this reason, the responsibility for exploitation lies with line managers who must provide the plan and communicate it so that everyone else understands the exploitation scheme for the immediate future.” –Dettmer
1. Require market access executives and their agency partners to sign their work. Who decided to make it the way it is?
2. Run a nationwide account audit. Walk through the accounts, the tactics they use, and their phone tree with all the market access executives in the room and call out what’s not right.
3. Make it easy for complaints (and compliments) about each decision to reach the market access executive (and his boss).
Most problems are caused by ignorance and isolation, not incompetence or a lack of concern.
Luck comes to those who are prepared.
Put another way, stars don’t shine they burn.
Put yet another way, ‘fly you fools.’
Pull yourself up by your bootstraps. Tell your insecurities, doubts, and laziness to sit out on this one because important things are calling you.
You just might be sitting next to the person who beholds all the truths you seek. How will you know? Despite social media, the ONLY way to unearth the richness is to have a conversation that’s built on trust, reverence, and patience.
I wonder if ANY of our relationships are characterize by these three.
Imagine 2,000 people, all planning out their trip to a conference. Everyone starts from different places (not better or worse…different) with the desire to end up at the same place.
Some take the road while others fly.
Some start their journey day before while others leave the day of.
Some must stop by another place before reaching the destination.
All these scenarios are fine…if they reach their destination. It’s a problem if they don’t.
This is the job of market access.
A messenger is only a messenger if he has a message and he’s passing it.
A mailman is only a mailman if he has mail and he’s delivering it.
A market access-er is only a market access-er if he has a drug and he’s creating its portage.
