Hospitals, health systems, and other providers can no longer rely on the same well-worn channels for growth that have sustained them in the past. New channels—for patient access, for referrals, for insurance coverage—are disrupting established patterns. That disruption is an opportunity for organizations to deliver greater value and win market preference in ways that are far more "retail" in their approach. This presentation will examine fundamental shifts in the mechanics of health care markets.
The individualization of coverage decisions and more selectivity in network assembly characterize a competitive, retail market in which providers must deliver real value—not just maintain a legacy position—in order to grow. This presentation explores case studies from across the country of providers successfully delivering the value the market demands: competitive unit prices, low total cost trends, adequate geographic reach and clinical scope, and demonstrably superior clinical and service quality. Each example is illustrative of the dynamics of today's retail market and carries important lessons for health care leaders competing in it.