Swipe Right: How to Attract CJR Business Partners With The Perfect RFP
What do companies do when they need a service, procurement of a commodity or asset they do not have internally? They release a request for proposal (RFP) or request for information (RFI). If you are an administrator at a hospital participating in the Comprehensive Care for Joint Replacement (CJR) model and thinking about ways to succeed, you may have conducted an organizational assessment and identified aspects of the model you will need to learn, develop, or outsource. Hospitals need to contract with the right partners to implement a successful CJR model. Thus, RFPs can be an effective and efficient method to survey a vast array of potential partners and quickly identify organizations that fit your needs.
There are several best practices CJR hospitals should use when releasing an RFP in order to find the best collaborators and end year one of the CJR model in the black.
First, Consult Your Legal Team
As hospitals create their RFP, there are a few important components to clarify to potential partners. Due to the existence of the Freedom of Information Act, I recommend that all hospitals that are also public entities work closely with a legal team in order to:
Ask the Right Questions
No one has time to read through 1,345 RFP responses. To avoid receiving and reading through pages and pages of meaningless responses and information, it is essential to ask the right questions. What do I mean by this? RFP questions should be specific and detailed in order to receive meaningful answers to effectively vet potential partners. Some hospitals may already know how to prepare for CJR and what services they need to outsource. Other hospitals may seek the assistance of a consultant to help identify what capabilities and services they possess internally versus services they need to outsource. Once these services are determined, hospitals will have a solid sense of what key questions to include in the RFP to bring the right partners to their team.
Pro tip: If soliciting organizations that analyze Medicare claims data include a question about the turnaround time a hospital can expect to receive meaningful reports. If the response is anything beyond two weeks, it’s time to move on to the next respondent.