Maximizing Value in Physician Contract Negotiations
Key Takeaways
✅ Identify low-cost items that mean a lot to your employer.
✅ Ask for high-value benefits that cost them little.
✅ Use long-term commitments as leverage.
What Does "Maximizing Value" Even Mean?
Ever felt stuck in a negotiation where neither side wanted to budge? That’s where value strategies come in.
Maximizing value isn’t just about pushing for more money. It’s about finding ways to trade things that cost you less but mean a lot to your employer, and vice versa.
Step 1: Spot Low-Cost, High-Value Trades
What can you offer that doesn’t impact you much, but gives your employer something they really want?
📌 For example:
- Offering to commit to a longer contract term might give your employer stability without adding much risk for you.
- Agreeing to certain clinic days or locations may improve their scheduling flexibility, without affecting your core priorities.
Step 2: Ask for High-Value, Low-Cost Wins
This is where things get interesting. What can you ask for that’s valuable to you but barely costs them anything?
📌 Examples for physicians:
- Extra CME funds: It's a small budget change for them but boosts your growth.
- Flexible call schedules: They may be happy to shift this without affecting their bottom line.
- Defined productivity goals: Clear metrics can protect you from vague performance expectations.
Step 3: Use Long-Term Agreements as Leverage
Employers crave stability. If you’re open to a longer contract term, that’s powerful leverage, but only if you use it smartly.
📌 Instead of saying:
❌ “I’ll sign a five-year contract.”
Say this:
✅ “I’m open to a five-year commitment if we can guarantee X and Y in my contract.”
By linking your commitment to clear gains, you stay in control.
What If They Push Back?
📌 Ask these questions:
- “What’s most important to your team right now?”
- “How can we structure this so it’s a win for both of us?”
- “If I agree to [X], what flexibility do you have on [Y]?”
These questions force them to reveal their priorities, giving you room to shape the deal.
Know Your Strategy Before You Negotiate
Negotiating as a physician isn’t just about salary. It’s about finding creative ways to make the contract work for you.
If you're gearing up for a contract review, The Real Contract Course is designed to help physicians like us prepare for those conversations.
It shows you how to:
✅ Spot key contract clauses.
✅ Ask smarter questions in lawyer meetings.
✅ Protect yourself from costly mistakes.
Taking this course before your review gives you the edge you need, so you’re not just guessing what to ask for.
