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The Primary Care-Market Share Connection:
How Hospitals Achieve Competitive Advantage
Marc D. Halley, MBA
ISBN 13: 978-1-56793-275-1
Softbound, 186 pp, 2007
Imprint: ACHE Management Series Book
Order code: 2074
Price: $80.00
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Author Marc D. Halley contends that the true drivers of market share are primary care providers (PCPs). Retaining between 2,000 and 5,000 patients in a practice, PCPs exert significant influence on where and how their patients receive care. Despite brand identity, community image, and the trend toward employment of specialty physicians, Halley insists referrals from PCPs are the key to success for most specialty practices and hospitals.
This book explains how to get back to the basics by focusing on the physicians that guide patients through the maze of healthcare alternatives. It outlines strategies for developing partnerships between employed and affiliated PCPs, ambulatory specialists, facility-based doctors and hospitals.
This book will share the proven techniques Halley has spent the last 20 years defining and implementing for a variety of hospital and health system clients around the country.
Marc D. Halley, MBA, has been working with hospitals and medical practices since 1984. He was a founding partner and the managing partner of Lexus Management Corporation, which provided interim management and consulting services to medical practices/networks and medical staff development planning for hospitals. Mr. Halley also worked with Holy Cross Health System Corporation to start Ambulatory Management Services, Inc. (AMS.) In 2005 he formed The Halley Consulting Group, LLC, a physician-practice management and consulting firm. |
| “This book reminds us of a fundamental principle: healthcare is all about relationships, and the primary care physician plays a key role in the healthcare relationship equation. Even the most successful healthcare systems will find pearls of wisdom in Marc’s book, especially in his discussions of relationship management and service excellence.”
—Theresa Lewis, FACHE, Director of Medical Affairs and Practice Management, Catholic Health Initiatives |
| “Marc Halley presents a new and provocative theory of the business for healthcare providers—one that puts the patient at the center of the system, ironically by applying solid business and marketing techniques. Halley writes with the wisdom that comes from decades of hands-on application. He knows what works, and what doesn’t.”
—Douglas E. Hough, Associate Professor and Chair, The Business of Health, The Carey Business School of Johns Hopkins University |
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