Head, Heart & Wallet – Effective Strategies for Gaining Buy-In for Transformation

Transformation is defined as thorough and dramatic change. There is no doubt that health care has required thorough change to shift from fee-for-service (FFS) to value-based payment. As practices and healthcare system begin to change, buy-in for the changes is essential for everyone. From patients, front office staff, back office staff, interdisciplinary team members, providers & the medical neighbor, we cannot change alone. 

Yet many funded practice transformation programs center on the idea of having “change champions” namely, 1-2 individuals whom are charged with the change efforts. Often these individuals end up doing it alone and it can be challenging to influence other roles. In order to be the champions and influencers of change, we have to know what our colleagues need to feel bought into change. Every person is different and HealthTeamWorks has proven adaptability and individualization are key skills. Below are tried and true strategies from your HealthTeamWorks team that have shown effective time and again.

Head: Do you have colleagues who are logical, like to analyze data and information and just plain practical? They often are primarily driven by their “head” and thus appealing the change to their logic is essential. Some strategies for these individuals include:

1. Show them the data – information is power
2. Do your research – know the evidence to prove change is essential
3. Give them time to process and ask questions!

Heart: These are your colleagues whom are working in healthcare because they want to make a difference. They want to improve the lives of others can easily feel overwhelmed with “checking the box.” Some strategies for these individuals include:

1. Ask them about patient stories – when was the last time they made a difference for a patient?
2. Recognize them for their hard work. These colleagues like to feel connected to others and recognition, even a verbal thank you, can go a long way.
3. Engage them in an activity. A fun activity is to ask these colleagues what type of care they would want for a family member or close friend. Likely the qualities of healthcare they value are also the changes that practices need to make to be successful in the value based payment realm.

Wallet: These are folks that want to keep the practice in business. With the many demands on primary care, these colleagues are making sure primary care practices and networks remain financial viable.  Some strategies for these folks include:

1. Review the value based contracts quarterly. Review what is required for value-based work and how that compares to the practices current operations.
2. Review claims data. While the data itself is old, our wallet colleagues need to know they are making an impact on the cost of healthcare. Seeing a reduction in emergency room & hospital utilization will make a great impact for the healthcare system.
3. Provide incentives for all team members. Whether your practice can give provider & care team financial bonuses or treat care teams to lunch for meeting quality metrics, financial recognition is appreciated and the long-term buy-in that is created makes all the difference.