Finding the Right Employer

If you have meetings set up with employers, how do you know if they are really ready for the power of DPC?

• The first time you meet with an employer, you must assess how serious they are about working with a DPC clinic. Are the decision-makers in the room for the meeting? Who decides on changing insurance and health care plans? Is the business owner or CEO or CFO at the table?
• Some other thoughts to consider.
• Are they looking for a new benefits advisor or willing to change advisors? Many times this is important because the person they have always used is going to want to do things the way they have always done them.
• Are they really considering what is best for employees and not just the bottom line? Finding what the employer’s main motivation is is important. Some will be all about the economics of DPC. Some really do care about their people. Some just want something that will make the employees happier.
• Have they already done their homework about new types of insurance plans? You may want to ask the preliminary question, “What do you know about DPC?” This can give you a starting point for the conversation.
• Is there a top-down approach, i.e. is the CEO or owner onboard or involved? Certainly, sometimes you have to start conversations without these people in the room just to get in the company door. Ultimately these people need to be present because they are the decision-makers.
• What is their time frame? Next open enrollment or in a few years?
• What are their baseline expectations of direct primary care? What should their expectations be for your specific DPC clinic?

Employers that have done their homework and are serious contenders will have well-thought-out answers here. If they aren’t there yet -- be patient. It takes time to turn a huge ship around.