2014-11-12-奥纬咨询-Getting_Ready_for_Price_Transparency_7页_277kb

Health & Life Sciences

GETTING READY FOR PRICE TRANSPARENCY

Key Findings

1. ✨ Price transparency is gaining momentum, driven by employers, consumers, and risk-bearing physicians, which may lead to significant changes in service offerings and competition in the U.S. healthcare system.

   • ☕ Immediate Threats: Providers face risks losing market share in "shoppable" services (commoditized and elective services) due to lower-cost competitors and increasing price sensitivity among payers and patients.
   • 🧬 Short-Term Impact: Transparency may erode hospital revenue, particularly in non-emergent, shoppable services where price variations can be extreme.

2. 🤔 Pricing Strategies Needed

   • ✔️ Commoditized Services (e.g., basic diagnostics): Price becomes the primary factor for customers. These services are becoming more competitive externally and demand lower costs internally.

   • 🧑‍⚕️ Non-Emergent Health Services: Providers need to balance quality and outcomes data against pricing to attract patients and payers.

   • 🚑🔥🚨Emergent Services: Truly non-shoppable and likely immune to direct price competition due to patient inability to choose.

3. 🧰 Building a Pricing Strategy Function

   • Pricing needs to evolve by understanding customer segments' price sensitivity, operational cost efficiency, and areas of differentiation.

4. 🧭 Where To Start

   • Urgent steps include analyzing immediate competitors, understanding current financial positions, and identifying high-value services for protection.

5. 🏆 Future Proofing

   • Early preparation is vital to maintain market standing amid escalating transparency measures.

Recommendations

1. $ Evaluate your position in the shoppable vs. non-shoppable services continuum.
2. $ Assess current market competition and pricing benchmarks.
3. $ Lower operational costs and focus on value-added services.
4. $ Proactively map future business models to align with transparency demands.