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U -- EDUCATION AND TRAINING SERVICES SOL 15-98 DUE 072798 POC Marianne P. LeBlanc, (508) 895-0019 It is the intent of the government to negotiate a sole source contract with The American College of Physician Executives to provide on site training classes for approximately 30 to 40 physician managers in the VA New England Network. Physicians in Management 1 (PIM 1) and Physicians in Management 11 (PIM11). PIM 1 is a 5 day program which covers the general system theory; systems models; advantages and disadvantage of systems theory; evolution of a physician's career; evolutionary stages of American healthcare; compare/contrast the old paradigm of healthcare with the new paradigm of healthcare; identifying ways the future will impact the physician; characteristics of a healthcare; identifying ways the future will impact the physician; characteristics of a winning organization: role of a physician manager as an interface, types of resource allocations in healthcare; how healthcare resource consumption is affected by growth and allocations in healthcare; how healthcare resource consumption is affected bygrowth and U.S. politics; sources of U.S. healthcare financing; effect of healthcare insurance on healthcare financing; factors causing the uninsured population; costs concepts, break-even analysis as a managerial tool; compare/contrast accounting and finance; identify types of management decisions requiring finance input; application of managerial techniques; market based approach to planning; definition of marketing; understanding the relevancy of marketing on a fee-for-service environment verses a managed care environment; understanding the nature of relationship marketing strategies; delineating how patients and physicians make choices among organizations; applying the four P's of marketing strategy to healthcare; the role of branding for healthcare organizations; Theory X and Theory Y behaviors; contrast the role of manager and clinician, analyzing their interpersonal needs in the areas of inclusion; control and affection, range of behaviors from autocratic to democratic, analyzing their productive and counter productive behavior; the 5 types of decision making and the appropriate sitting and time to use each; 6 step sequence to decision making; continuum concept of the decision making process; the behavior and structure approaches to meetings; the effect of size on group dynamics; determining which type of meeting to utilize in any given situation; and use of the nominal group process. PIM 11 is a 5 day program which covers critique concepts and characteristics traditionally associated with all organizations in our society; functions and elements of an alternative model of organization; prevent and resolve organizational and interpersonal conflicts; specify desired behaviors and the sources of influence based on the knowledge of a person's values; influence the behavior of professionals and others; change personal patterns of thought, emotion and action; demonstrate 20 ways to persuade people to do what you want them to do; improve interpersonal communication skills by focusing on speaking, listening and body language techniques; distinguish different processing styles; recognizing how advance planning can improve your presentations; preparing a script for confronting a disruptive physician; practice a writing technique that improves oral and written communication; use of 20 negotiating gambits; three critical stages of every negotiation; 8 principles of personal power; analyzing their own and others' negotiating style; use and resist negotiating pressure points; identify the managerial activities and roles of the healthcare executive, definition of strategic planning; describing the strategic linkages of the vision, budgets and rewards; preparing a situation analysis for the organization; understanding the concept of competitive advantage in a healthcare organization; analyzing the organization's chain; identifying moments of truth in health care service setting; creating a business plan for success; identifying the two main business tools of managed practice, conflicts of interest and the regulation of clinical judgement and practice; explaining the constituent elements of the concept of the physician as fiduciary of the patient; applying the concept of the physician as the fiduciary of the patient in preventive ethics strategies in response to the business tools of managed practice; state the role of informed consent for such issues in managed practice as conflicts of interest, rationing of demand, and rationing of supply; identifying the ethical challenges for such issues as population-based concepts of quality, assertion of positive rights by patients, and essential exercise of autonomy by patients; and facilitating the arrival at and implementation of conclusions of preventive ethics for the managed practice of medicine. The contract will be negotiated for a base year and two option years. The solicitation will be issued on or about 6/26/98 with anticipated award date of 8/1/98. All inquiries regarding the solicitation can be made in writing to the contracting officer at the address listed in this announcement. (0162)

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