Lunch with FTI: Effectively Engage Physicians | FTI Consulting

Lunch with FTI: Part 2: How to Effectively Engage Physicians

PPI projects

Healthcare & Life Sciences

September 25, 2019

Length: 30 Minutes

Why Attend?

Physician preferences items (PPI) are significant drivers of hospital supply costs. As much as 61 percent can be attributed to surgical devices and implants.

Most physicians choose PPI based on personal preference or sometimes based on a business or personal relationship they have with the manufacturer’s representative selling that product; but either way, product cost is usually not top-of-mind for most physicians.

Getting physicians to engage with hospital executives in meaningful discussions related to reducing cost of products they use is challenging.

In this presentation, FTI Consulting will share insights into how organizations can effectively engage their physicians in meaningful dialogue to reduce costs.

Learn About

  • Why many healthcare physician engagement strategies fail
  • Three primary motivators for physicians to engage in meaningful PPI cost-cutting discussions
  • Four basic areas which can significantly alter or cause a physician’s behavior to change for using one product or vendor over another
  • How you can optimize engagement success through use of physician champions

Who Should Attend?

  • Supply Chain Executives
  • Value Analysis Managers
  • CFOs
  • COOs
  • Orthopedic Service Line Leaders
  • Cardiology Service Line Leaders


Roberta Dell’Omo
Senior Director

Roberta Dell’Omo is an accomplished perioperative leader with more than 25 years of experience in healthcare. She has held positions in administration, interim direction, education and consulting. As a Surgical Services director she has had operational responsibility for all aspects of the perioperative environment including OR, endoscopy, IR, Cath lab, pre-op, PACU, and central sterile where she was integral in achieving or exceeding budget targets and improving patient, staff, and physician satisfaction scores.

Pam Froneberger

Pamela Froneberger has over 30 years of healthcare nursing and cardiovascular service-line, supply chain performance improvement, hospital strategic sourcing and healthcare contract negotiations management and leadership experience.

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