It’s easy to find department heads and managers who will have objections to your money-savings proposals, but where can you find objection busters to help you overcome these complaints and support your hospital value analysis team? These are people who can support your ideas and feel comfortable handling objections, mostly but not exclusively, from your clinicians.
Over the years, we have found these objection busters to be enlightened COOs, CFOs, Medical Directors, and even second tier Vice Presidents. They come in all shapes and sizes, but they all have one thing in common, they relish getting their hands dirty and love to debate. We have found a few department heads and managers that have these same traits as well.
Counter Objections to Saving Money
I remember a COO who, after a value analysis team meeting where he was their champion, cornered doctors in his hospital’s hallways to discuss why they turned down the opportunity to save money on pacemakers. And believe me, they had better have a good reason for not accepting positive change or he would counter their objections one after another.
Another objection buster is a biophysicist at a children’s hospital where I worked who would almost always be ready to go head-to-head with any department head or manager who didn’t have a good reason for saving money. It was like a hobby with this guy; he just loved to stir things up and get things done.
Hospital Value Analysis Team Champions
In a more formal setting, we try to recruit the best objection busters to be champions on our clients’ hospital value analysis teams. These are the people we want on our clients’ value analysis teams to shake things up!
As you can see, you can find your objection busters everywhere in your hospital. What’s even more important is that you recruit these individuals to help you to overcome objections to your money-saving proposals when they arise. All you need to do is to ask for their help – most won’t turn you down!
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