the many lucrative downstream
referrals generated by the group.
To gain internal approval for the deal,
the business development team for the
hospital might present a slide deck to the
hospital’s board detailing how critical
the deal is and listing exactly how
many referrals generated by the group,
along with the associated revenue,
would be lost every year if its offer is
rejected. The business development
team might also request approval for
an extremely high compensation
package for the physicians, one that
takes into account all the business
that the group generates, to make
sure they have continued incentive to
generate referrals to the hospital. Also
on the table might be a facility lease for
the group’s medical office space, the
rent for which would be determined
based on the highest of three
appraisals (aka “appraisal shopping”).
In short, a “willing” buyer in healthcare
may be motivated for many reasons
that have little to do with the actual
A “willing” buyer in healthcare may be motivated
for many reasons.
Win up to $3,000 and a trip to Scottsdale.
This award recognizes outstanding MBA student achievement
in the field of corporate renewal. Papers are judged in two
categories: case study and theoretical/conceptual.
Entry deadline is June 1.
Visit turnaround.org/awards for entry forms and complete details.