Episode 21: What's In It For Me Right Now?

How to Benefit from Value-Based Care Strategies While Treating in Fee-For-Service

"Why should I care about value-based care TODAY?"

If you're not in a risk contract and your clinic runs on fee-for-service, this question probably hits home. The answer? You don't need a value-based contract to win with value-based thinking.

Cody Lee and Jonathan Smith are clinic managers who've turned podcast concepts into practice - building provider relationships, growing referrals, and demonstrating value before entering any formal risk arrangements. They share the "Accept, Change, or Leave" decision framework that ended their career stagnation, how understanding ACO language became their referral secret weapon, and why the lack of a playbook is actually your competitive advantage.

This is the bridge between healthcare theory and clinic reality - no jargon, no fluff, just practitioners sharing what actually works when you're trying to build something better than the status quo.

For clinic owners frustrated with traditional practice models, new grads looking for alternative paths, and any PT who's ever thought "there has to be a better way" - this conversation delivers immediate, actionable insights you can use Monday morning.

Key Takeaways:

• Start without a playbook. There's no perfect formula, so learn from others, be curious, and experiment with applying concepts
• Speak the same language. Understand the goals of ACOs or other VBC models and the participating providers' needs to help you become their trusted partner
• Short-term benefits. Even without the VBC payment model in place for a therapy department or practice, you can increase fee-for-service revenue by becoming the preferred referral destination because you create value through trust, access, consistency, and strong communication and collaboration
• Sales is not a dirty word. Build relationships directly rather than relying only on salespeople. Authentic connections drive referral behavior change. Successful salespeople are masterful at authentic relationship-building
• Upstream PT and OT care reduces downstream costs. More PT and primary care engagement with patients naturally reduces the use of ERs, unnecessary imaging, and specialist utilization
• Growth enables opportunity. Increased volume allows you to hire team members you want to work with and create more positions
• Change is curvilinear. Success won't be immediate or linear. Persistence leads to exponential growth over time.

Subscribe to the Future Proof PT newsletter and receive exclusive resources that grow with every episode!

Subscribe to our YouTube Channel

Subscribe to Timeless Autonomy for health policy news and insights distilled for industry professionals. Written by Dana Strauss.