How to Create a Strategic Partnership with a Hospital

Written by Jonathan C. Vick, Founder and President, ASCs Inc, Shared from Beckers Hospital Review

“There can be significant benefits to having a hospital as a partner for a surgery center, as long as the terms of the partnership are beneficial for the surgery center. If the partnership is not beneficial a center may find that it has sold equity to a non-producing partner and this can prevent the physician-owners from achieving their long term goals.

It is advisable to have a plan on how the hospital will be brought in as a partner and specific expectations and goals in mind prior to initiating discussions with the hospital. Here are some thoughts on how to successfully bring in a hospital as a partner:

First of all when seeking a strategic partner it is usually politically important to include one or more hospitals in the negotiation. From a business perspective it can be very beneficial for an ASC to have a hospital partner if they will give you access to their contracts and if they will refer patients to your center. These are big “ifs” and need to be clearly negotiated as part of the deal, before the deal is signed. Usually only one hospital is included as a partner…”

 

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About Dan

Dan is the Founder and President of Clearwater Florida based Liberty Search Associates a full service executive and management search and recruiting firm. He is a 20 year veteran of the human resource management and recruiting industry. His experience involves sourcing and hiring thousands of people while working for three global corporations.

In 2002, Dan was specializing in health care recruitment while working as an executive recruiter for the world’s largest management recruiting firm. By 2003, he gained further healthcare experience while working directly for a Healthcare System as a market recruiter for a division of 15 acute care hospitals in West Central Florida. Here he had the opportunity to recruit all levels of nursing and other healthcare leaders.

Dan started Liberty Search Associates in 2004 and recruits highly talented people that are motivated and self-directed. They are proven health care professionals with ability and aspirations for career growth and unique opportunities. Dan works with client hospitals and surgery centers nationwide to bring them the very best talent for key leadership positions.

Dan and his wife Donna live near Clearwater, Florida. They have a son, Matthew, who is attending middle school.

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