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The Smartest People In The Room®Integrated specialty network alignment for a regional health system
Integrated specialty network alignment for a regional health system
Realigned a fragmented physician enterprise to increase in-system specialty referrals by 22% in under nine months. Demonstrated that operational alignment and behavioral incentives (not just recruitment) drive sustainable specialty growth.
2
min.
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Issue/opportunity
A $3B regional health system had acquired multiple physician groups, resulting in inconsistent referral patterns, siloed scheduling, and misaligned compensation models that rewarded volume over value. Leakage exceeded $80M annually, primarily in cardiology and oncology.
Approach & outcomes
- Conducted referral flow and payer-mix analysis across 400+ employed and affiliated physicians.
- Redesigned compensation to reward downstream specialty contribution and in-system referrals.
- Established shared governance between primary care and specialty leadership.
- Implemented CRM-enabled referral management and transparency dashboards.
Results
- 22% increase in in-system specialty referrals within nine months.
- $18M annualized revenue retention from reduced leakage.
- Improved access times and physician satisfaction through transparent scheduling and co-location
Meet the Author
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