Absolute success! With record enrollments, module 2 of the Clinical Management Course of the Brazilian Association of Diagnostic Imaging Clinics (ABCDI) took place on June 23 and 24, at the association's headquarters, in São Paulo (SP). Participants highlighted the importance of addressing key industry-specific issues unique to the course offered by ABCDI.
“Our segment is very specific. At the same time that [the clinic] is a company, with a certain level of revenue, that produces and receives money, like any other, it provides medical care. In other words, there is 'artisanal' work, of welcoming patients, of reconciling business operations with the logic of medical operations. It's very complicated, a very specific area. So, if you don't provide us with the knowledge, the data, examples, the benchmark specifics, we would be lost”, analyzed Leonardo Lobo Poncineli, associate radiologist at a clinic in Juiz de Fora (MG).
Cristiane Lasmar, manager of a group of clinics, also came from Minas Gerais to take the course. “I've been taking the ABCDI course modules for many years now. They are excellent! These are courses in which we realize that we can bring many new tools to companies, to our day-to-day work”, he evaluated. “For the change of culture as well, which is a very interesting thing, since we have often rooted an old administration culture”, added she, who works in establishments in the city of Lavras (MG).
Poncineli believes that he would not have the adequate training to prepare his company's growth in a management course without a specific focus on the segment. “In other types of courses not exactly aimed at diagnostic imaging clinics, the professor generally does not understand anything about my area, I believe he would say things that have nothing to do with my area and would not be of much use to me”, he said. About the Clinics Management course offered by ABCDI, he evaluated: “It is excellent. I've always been coming to these courses, we take a lot of things into our daily lives. The examples are direct, they are from our area, which is the most positive thing”.
Cristiane Lasmar also said that she will take the next modules of the ABCDI course. "For sure! The classes are excellent, I am very satisfied.” Module 2 brought the theme “High-Performance Corporate Management Model for Clinics”, with classes on planning, LGPD, NPS, Shared Services Center, Compliance and others.
Clinic Management: preparation for a highly complex scenario
The professors of the Clinics Management course offered by ABCDI, Carlos Moura and Rodolfo Siqueira, are specialists with extensive experience in the market and performance focused on the segment. “The difference that we see in relation to other markets is the high complexity of our segment, due to the variables, such as our main customer, which are the operators, each with a different rule. For an operator, I have a parameter, such as a card or medical order, you need to obtain authorization in advance; for another, it may be a completely different pattern, after negotiation, many times, you don't even need to ask for authorization for the procedure”, noted Siqueira, who has a degree in business administration and has more than 12 years of experience in the Brazilian supplementary health market.
“There are many details, even of negotiations, due to this high complexity. In other courses, which are not aimed at the segment, they will say things that are a little more obvious: 'you have to attend, you have to bill'. In the area of diagnostic imaging, complexity makes control and information very difficult. So, this control, these 'gotchas' that we face on a daily basis demand courses that are more focused on that specific subject, on our segment in fact”, explained the professor.
Module 2 of the ABCDI Clinic Management course was sponsored by Solplac Energia Fotovoltaica. “I come from the management area and I see that many of the tools covered are widely known. But the way they're approached, the content that's approached, for this specific segment, is arguably superior to anything I've ever seen. The great thing, the great reference is to bring a concept of culture and management to a segment that rarely uses it”, analyzed Diogo de Freitas Tolentino, representative of the company. “The doctor is prepared to take care of lives and what has been done in this Clinic Management course is exactly to bring the culture of management, of understanding the numbers, so that the clinics, the partners, have a macro view of the whole scenario ”, he completed.
Tolentino also pointed out that Solplac sponsored the course because a more efficient management of clinics is in line with the company's purposes. “The proposal to implement a photovoltaic system for this segment is extremely interesting from the point of view of renewable energy, sustainability, among other factors, the main one being the economy. We have one payback four years, approximately, and after that the clinic only tends to profit. So, it is an extremely favorable scenario, also due to the reversal of capital. That is, from the moment the clinic starts saving with energy, it can revert this economic scenario to investments in new technologies, new equipment, employees and other factors, to continue having a competitive advantage in the market.”
Sponsorship
Diogo Tolentino
General Manager
Cell phone: (11) 97960-2500
E-mail: diogo@solplac.com.br
Learn how to negotiate effectively with carriers and increase your profits
Those who want to improve the management of their clinic and increase profitability can now enroll in the next modules of the Clinic Management course offered by ABCDI. Module 3 has the theme “Learning to Negotiate Effectively with Health Operators” and will be held on August 4th and 5th, also at the association's headquarters, in São Paulo (SP).
“In the supplementary health segment in Brazil, in the last 20 years, due to the difficulty for managers to understand the risks and impacts of commercial negotiations with health operators, they have taken advantage of this scenario. In addition to not replacing the inflation in the values of the procedures, they manage to reduce the values with negotiation techniques”, says Carlos Moura, who is a business administrator with an MBA in IT from USP and an International Course on Human Talent Development from the University of Central Florida (USA).
“Many radiology and diagnostic imaging services do not have dedicated people, with an adequate profile and qualified to effectively conduct commercial negotiations with health operators. Historically, clinics have focused negotiations mainly on the CH value (AMBs) or UCO and Porte value (CBHPMs), but there are 20 more negotiation points that need to be observed in each negotiation, which can have major financial impacts, often being greater than the readjustment value itself!”, says the professor of the ABCDI Clinics Management course.
Carlos Moura also gives an example of the potential for more effective negotiation with operators: “In our segment, small changes in values in high-volume exams, even in small clinics, can generate a large gain or a large annual financial loss. ! For example, a variation in the Digital Mammography exam of R$ 10.00 can mean, at the end of the year, an impact of R$ 10,000.00 in net profit!”.
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