ABSTRACT
It can be challenging to successfully communicate with physician executives. They are a self-selecting subset of doctors who require a distinct approach to communication. The group is divided into two subgroups: hospital/health system executives and ambulatory/practice leaders. Understanding which subgroup the physician executive is in has significant impact on how one should communicate. Physician decision-making is affected by transitioning into leadership roles. Physician executives with a health system focus are influenced by the good of the many. They will work hard to change the behavior of physicians if they believe it will lead to a clear return on investment for the health system. Presentation of data/research is most effective when the physician executive is organizationally oriented, the decision affects a single or multiple specialties, and it does not directly affect, and can be concretely tied to, the executive's clinical work. The provider-oriented executive has a clear tactic that will be most effective, leveraging personal experience.
