Washington, D.C.

Nashville, TN


When Money Isn’t Enough To Motivate Doctors

  • June 29, 2017
  • 1:00 PM – 2:00 PM ET
  • Online

In the shift to value-based medicine, pay-for-performance programs have been a go-to solution for reshaping the way physicians do their work. Yet when it comes to driving quality outcomes, the results of payment-based incentives have been mixed. Successful healthcare leaders understand that financial incentives aren’t enough to motivate clinicians to close gaps in care or perform the full documentation necessary to substantiate it. So, if money doesn’t drive doctors to practice differently, what does?

By participating in this session, attendees will learn about:

  • In response to increasing cost pressure, providers have consolidated and have more power than ever before.
  • In order to lower the cost of care and improve quality, you must find a way to engage and influence providers.
  • The most common strategies for influencing providers don’t work (financial incentives and buying them out).
  • Influencing provider behavior requires three things: radical data transparency, competition and recognition.

What will attendees learn by participating?

As we all know, rising healthcare costs have put huge pressure on the purchasers and providers of care.

  • Medical inflation ticking up
  • Baby boomers hitting Medicaid
  • Millennials hard to influence
  • Rising consumerism is changing expectations

Providers have consolidated as a response, giving them more contracting power.

  • Four consolidation strategies
  • Decrease in independent providers

The most common strategies for influencing providers have not been successful

  • Stats on P4P not working.
  • Show how expensive and risky it is to buy and own physicians.

Influencing provider behavior requires three things

  1. Radical data transparency: show case study
  2. Competition: show case study/best practices
  3. Recognition: show case study/quotes/best practices

Who should attend: Decision makers at large health plans


Cassie Kelly, Senior Associate, Payer Account Management, athenahealth
Her team collaborates on strategic initiatives with athena’s key payer partners in support of the Health Plan Data Exchange program. Prior to joining the Payer team, Cassie worked in Population Health Account Management for the last five years supporting clients in navigating value based care. She earned a Bachelor’s Degree in Health Policy and Management from Providence College. She resides in Boston, Massachusetts.