Introduction

Every practice has its problems. Some are big. Some are small. Some are lingering burr-under-the-saddle irritants.

When do you call someone in to help you fix them? Whom do you call? What should you expect, and how do you get your money’s worth?

Although the Internet is replete with practice management consultants ready to help you solve your problems, finding the right person for the job is ultimately up to you.

Before you sign a contract, take a step back and consider your problem, your style, your expectations, and your options. Because when it comes to hiring a consultant, finding the right person — and figuring out the best way to work with him or her — can spell the difference between success and an expensive learning experience.

When to hire a consultant

Although you don’t need to hire a consultant to fix every problem, experts in the field say the most common mistake that doctors make is waiting too long to seek help.

“If you think you have a problem, you do,” says Kathryn Moghadas, a practice management consultant with Associated Healthcare Advisors in Fern Park, Florida. “If you find yourself reading articles on a topic, it’s usually a sign you have an issue that has to be dealt with. I don’t know a single person who would read an article on building a practice unless they needed to build a practice.”

Although “best practice” groups will seek an advisor’s input when they are doing well because they want to do even better, they’re in the minority, says Nick Fabrizio, PhD, FACMPE, FACHE, a principal with Medical Group Management Association (MGMA) healthcare consulting group. More often than not, groups don’t reach out until a problem has stymied them for a long time. “You look at notes from past board meetings, and you see that the same issue has been on the agenda for the past 4 or 5 months. They’ve been discussing the same item and making very little progress. They’re stuck.”

A little self-analysis can help you determine whether you need to hire outside help, says Dr Michael Guthrie, a consultant specializing in practice strategy and physician engagement. Ask yourself: Do we need specialized knowledge to solve this problem? Do we need an objective, outside perspective? Is the job so big that we need an extra pair of hands to accomplish it? If the answer to any of the above is “yes,” he advises hiring a consultant.

“The problem with doctors is they don’t ask for help often enough,” he says. “There are a lot of physicians out there who are suffering in silence working till 10 o’clock every night trying to solve these problems on their own. They should really think about talking to someone sooner rather than later.”

How to find the right consultant

Anyone can call himself or herself a consultant. Assessing someone’s qualifications — and making sure those qualifications match your needs — takes a little homework.

Begin by asking trusted sources for recommendations. Professional associations, peers, and other practices can often make recommendations. Don’t limit yourself to your field. If you’re an orthopaedist with a staffing issue, you want an advisor who has a lot of experience dealing with staffing issues, even if he or she has never worked with an orthopaedist before.

Moghadas, who specializes in billing, recommends physicians turn to advisors whom they already trust — their accountant or their lawyer — for a recommendation. “Any advisor worth their salt in healthcare has assembled a list of resource people,” she says, and he or she has a vested interest in helping you keep your practice healthy. What’s more, because the consultant you hire may have to work with your accountant or your lawyer to address a problem, you’ll want them to have a good working relationship.

If you don’t have a source for referrals, it’s worthwhile to check with the MGMA ( http://www.mgma.com ). It can refer consultants in your area. In addition, the organization has local chapters, where you may be able to contact consultants nearby. The National Society of Certified Healthcare Business Consultants ( http://www.ichbc.org ) and the American Association of Healthcare Consultants ( http://www.aahc.net ) are other sources of practice management experts.