The administrator of a small, acute-care hospital is faced with his first managed care contract. He meets with representatives from the prepaid plan to discuss the amount to be paid to the hospital. The administrator is concerned because the managed care business does not look profitable—the hospital will be reimbursed below its current reimbursement levels. In what ways might the administrator evaluate this new managed care business in terms of its economic value to his institution?
What type of sales position would you recommend for: (a) a four-person gastroenterology practice that wants to maintain strong ties to its primary care referral physicians and (b) a health care data management firm that provides a program to hospitals for billing and quality assurance?
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