Shopping Cart
Your Cart is Empty
Quantity:
Subtotal
Taxes
Shipping
Total
There was an error with PayPalClick here to try again
CelebrateThank you for your business!You should be receiving an order confirmation from Paypal shortly.Exit Shopping Cart

Ahearn Advisement Partners

"Where Everybody Wins"

Blog

Blog

Are We All Mad or Just Seeking New Territory?

Posted on September 30, 2014 at 3:45 PM

"In that direction," the Cat said waving it's right paw round, "lives a Hatter: and in that direction waving the other paw, "lives a March Hare.  Visit either you like: their both mad."  (Wonderland 6.52)

"But I don't want to go among mad people" Alice remarked.

"Oh you can't help that," said the Cat:  "we're all mad here.  I'm mad, Your mad".

"How do you know I'm mad?" said Alice

"You must be," said the Cat, "or you wouldn't have come here."  (Wonderland 6.53-56)

     I find the story of Alice in Wonderland a very good analogy at times for training new people entering the world of Managed Care Contracting.  It takes a unique individual to enter this field, or perhaps someone that is mad as described in the above passage from Alice in Wonderland.

     Managed Care Contracting is not one of those specialties that just happens to a person overnight, it is a long arduous process of relationship building, seeking out new territory, understanding healthcare and healthcare reform, reimbursement and multiple reimbursement models and staying ahead of the curve often before most within your organization.  How often have you been met with question after question on contracting and the only answer you can give is "it depends?"  Sales people and others within the organization look at us as if we are mad because our best answer is "it depends" when honestly that is the only answer you can give.  If only it were simple, but really you can go in this direction or that direction as you try to assess what your customer needs, who is carrying financial risk and then provide a solution and there is never just one solution as you seek the optimal solution to get that contract.

     I have spent the last 25 years in Managed Care Contracting both Nationally and also within the Country of Calif. as I often hear my home State referred to.  Slow but sure my portfolio of Contacts is rich and that does not happen overnight.  That comes through years of listening, analyzing and delivering what the customer needs on top of understanding the landscape that we function in.  A Managed Care Contractor is usually doing a sales job not only to the customer but also to their company saying "we need to do this in order to close the business" only to be met with comments of "boy are they a high maintenance customer".  Ugh, am I right?  How many times have you heard that too?

     When I go in to consult or train I always say, look for that key relationship that you can prove yourself to that will be the "rabbit hole" or jumping off point to get you to the next customer (organization) and the next and the next because truly, it is the relationships that gets you through the door.  And that is just a start, that relationship is critical to get you through the door, however it does not stop there.  Then the selling begins, especially in todays Healthcare market where cost, quality and access are the primary outcomes of Healthcare reform.  How are you the Managed Care Contractor going to best partner, assist and help that organization get to the next level with your products or your services? 

     I often get asked, can we hire someone without experience and right out of school, train them and be successful?  And as I tell my clients, in Managed Care you get what you pay for.  Managed Care is relationship selling and not all companies understand that.  Many times I have picked up business for a company simply because another organization chose to lay off their Managed Care people not realizing how important that relationship was to their customer.  We are like wolves in waiting for those moments to happen and when they do we pounce on the opportunity taking advantage of another companies failure to realize how critical that relationship was to their business.  This makes me wonder, is it really the Managed Care Contractor that is mad or a continued lack of understanding on what we do and what we bring to an organization?

   More and more I also continue to find companies looking for the "perfect" Managed Care Contractor to fill their needs.  To the point that they become paralyzed in the hiring process and allow the window of opportunity to pass.  And in Managed Care, there are windows of opportunity and you must move before they close, or you will wait another 3 years.  A Managed Care Contractor should bring to your organization relationships, vision, how to postion you against the competition and a working network of individuals that keeps them in the "know".  I am beginning to realize that just perhaps that perfect Managed Care Contractor does not exist and it might actually be better as an outsourced function to energize and get things going until you can find a fit for your organization versus remaining paralyzed and letting opportunities pass.

   So are we the Managed Care Contractor mad, curious or just love the challenge?  Speaking for myself, I cherish my relationships and love Business Development, helping to grow a worthwhile organization and providing optimal solutions so that everyone wins!  I try not to think of myself as too mad but having fun in my own way working through those challenges!



Categories: None

Post a Comment

Oops!

Oops, you forgot something.

Oops!

The words you entered did not match the given text. Please try again.

17597 Comments

Reply pg shoes
8:26 PM on September 15, 2020 
There is noticeably a bundle to know about this. I assume you made certain good points in options also.
pg shoes http://www.paulgeorgeshoes.us.com
Reply balenciaga
2:14 AM on September 16, 2020 
It is best to take part in a contest for top-of-the-line blogs on the web. I'll recommend this site!
balenciaga http://www.balenciagasus.com
Reply kevin durant shoes
7:32 PM on September 16, 2020 
An attention-grabbing discussion is value comment. I believe that you need to write extra on this matter, it may not be a taboo topic but usually persons are not sufficient to talk on such topics. To the next. Cheers
kevin durant shoes http://www.kd12.us.com
Reply yeezy boost 350 v2
2:06 AM on September 18, 2020 
After examine a number of of the weblog posts on your web site now, and I actually like your method of blogging. I bookmarked it to my bookmark website listing and shall be checking back soon. Pls take a look at my site as effectively and let me know what you think.
yeezy boost 350 v2 http://www.yeezy-boost350.us.com
Reply nike kd 11
1:15 PM on September 18, 2020 
Can I simply say what a reduction to seek out somebody who truly is aware of what theyre talking about on the internet. You positively know the way to carry an issue to mild and make it important. Extra individuals must read this and understand this side of the story. I cant consider youre not more common since you positively have the gift.
nike kd 11 http://www.kd11.us
Reply yeezy
2:35 PM on September 20, 2020 
It?s hard to search out educated individuals on this matter, but you sound like you know what you?re speaking about! Thanks
yeezy http://www.yeezysshoes.us
Reply longchamp handbags
5:35 PM on September 20, 2020 
Your place is valueble for me. Thanks!?
longchamp handbags http://www.longchamphandbags.uk
Reply off white jordan 1
12:10 PM on September 21, 2020 
I?d have to verify with you here. Which isn't something I often do! I get pleasure from reading a submit that can make people think. Additionally, thanks for allowing me to comment!
off white jordan 1 http://www.offwhite.us.com
Reply birkin bag
4:36 PM on September 22, 2020 
WONDERFUL Post.thanks for share..extra wait .. ?
birkin bag http://www.hermes-handbags.us.com
Reply jordan 11
7:41 PM on September 22, 2020 
very nice put up, i actually love this website, keep on it
jordan 11 http://www.jordan11retro.us.com
Reply supreme
3:19 PM on September 23, 2020 
Nice post. I be taught something tougher on totally different blogs everyday. It can always be stimulating to learn content from different writers and apply just a little one thing from their store. I?d prefer to use some with the content material on my blog whether or not you don?t mind. Natually I?ll give you a link on your web blog. Thanks for sharing.
supreme http://www.supremesoutlet.us.com
Reply supreme clothing
5:45 PM on September 24, 2020 
I am typically to blogging and i really appreciate your content. The article has actually peaks my interest. I am going to bookmark your web site and keep checking for brand new information.
supreme clothing http://www.supremeclothingstore.com
Reply yeezy supply
8:44 PM on September 24, 2020 
Your house is valueble for me. Thanks!?
yeezy supply http://www.adidasyeezysupply.com
Reply bape clothing
4:43 PM on September 25, 2020 
There's noticeably a bundle to find out about this. I assume you made sure nice points in features also.
bape clothing http://www.bape-hoodie.us.com
Reply Wimmat
11:11 AM on September 26, 2020 
female viagra canada
Reply Eyemat
7:18 PM on September 26, 2020 
aralen price usa how much is citalopram 20 mg zoloft 4 mg flomax capsules price viagra cost per pill benicar prescription cost cost of plaquenil in canada acyclovir 400 mg tablet price in india buy erythromycin online canada generic tadalafil medication medrol 16 mg usa sildalis without prescription malegra 100 for sale viagra 50mg for sale vermox online hydroxychloroquine sulfate tabs 200mg atarax hydroxyzine advair 250 50 mcg malegra 120 mg price of nexium
Reply off white jordan 1
8:33 PM on September 26, 2020 
Can I simply say what a aid to seek out somebody who actually knows what theyre speaking about on the internet. You positively know the right way to carry a difficulty to light and make it important. More folks have to read this and perceive this aspect of the story. I cant believe youre no more fashionable because you definitely have the gift.
off white jordan 1 http://www.offwhitexjordan1.com
Reply Ugomat
11:32 PM on September 26, 2020 
buspar 150 mg benicar 20 mg cost cheapest price for cymbalta elimite 5 cream amoxicillin from india super avana
Reply Yonmat
12:28 AM on September 27, 2020 
proscar prescription online over the counter medication flomax inderal cost kamagra tablets australia hydroxychloroquine plaquenil cost strattera online europe 25 mg digoxin
Reply curry 6
3:08 AM on September 27, 2020 
There are some attention-grabbing points in time on this article but I don?t know if I see all of them center to heart. There is some validity but I will take maintain opinion till I look into it further. Good article , thanks and we would like more! Added to FeedBurner as well
curry 6 http://www.curry-6.us
0