How to increase the effectiveness of business relationship with operators and ensure business sustainability
Establishing a trading plan in the Diagnostic Medicine segment in Brazil is not a simple task. The knowledge required is broad and requires careful market analysis to achieve the desired results.
The management model based only on the increase in the volume of exams produced no longer meets, so it is necessary an efficient commercial management plan, as well as a study on the market players. In addition, it is essential to understand the current scenario of standards imposed by the National Supplementary Health Agency (ANS) for paying sources and how this can help in the implementation of follow-up processes through reports, indicators and analyzes that allow good negotiation between clinics and paying sources, with assertive decision making.
Another challenging point for managers of Clinics and Diagnostic Imaging services is to correctly measure and analyze the financial information of establishments. Currently, cost-cutting actions alone are not synonymous with profitability for clinics.
It is essential to develop and establish an investment plan, understanding important concepts of viability and return on investments from financial indicators such as Payback, Discounted Pay Back, IRR (Internal Rate of Return) and NPV (Net Present Value).
Working with indicators that make it possible to understand the profitability of each procedure and each operator and, from there, structuring a business model identifying what are the possible prices to practice for each procedure is the path for those seeking best practices and, consequently, sustainability. .
Aware of the challenges of the segment, ABCDI invites all interested parties to participate in the Clinical Management Course 2018, which will be held on June 28 and 29 (1st Module) and September 20 and 21 (2nd Module), in Belo Horizon.
ABCDI and CBR members have special discounts. click here and check all the information and sign up!
Tags: clinic, commercial, diagnostic imaging, medicine, negotiation, sustainability