responding to, or worse, running, an adver-
tisement for a mail-order spouse. Dictating
what you want and then evaluating against
it (that's an RFP in a nutshell) completely
guts the fact that:
• you should be drawing equally or more
from the expertise of an existing or poten-
tial anesthesia group as to what you actual-
ly need; and
• you'll likely gain far more from discus-
sions and negotiations with one or more
groups as opposed to only the RFP's "win-
ner."
Don't fool yourself: Every anesthesia
group knows that a response to an RFP is
just the start of negotiations. It's a first date, not even an engagement
party. Don't fool yourself into thinking that an RFP gives you control,
when the reality is often quite the opposite and that like any auction
process, it comes with high odds of the "winner's curse."
Take a bit of advice from polygamists: Spread the love around and
negotiate with multiple parties if you've made a real decision to
switch groups.
But before you make that decision, consider whether the long-term
advantage actually lies in healing the relationship with your current
anesthesia group. How hard did you actually try to make love work?
OSM
Mr. Weiss (markweiss@advisorylawgroup.com) is an attorney who spe-
cializes in the business and legal issues affecting physicians, physician
groups, and physician-owned facilities.
O C T O B E R 2 0 1 8 • O U T PA T I E N T S U R G E R Y. N E T • 1 0 1
A million-dollar
"overpayment"
in stipend support
would impact your
facility less than
the loss of millions
per month in
OR revenue.
