Well, there is A LOT of interest among workers ‘compensation service providers in rating / reviewing workers’ compensation payers … so let’s find out which service providers want to know / share.
I have some thoughts on key considerations … maybe evaluating payers based on:
- Does the buyer really know what they want?
- qualify payers on how they work with service providers on a continuum from pure provider (commodity provider) to true partner (collaborator).
- rating payers on fairness of the process (with subcategories)
- Rate contributors based on the depth of their understanding of what they need to achieve their goals.
- Rating payers on the usefulness of their RFPs: Are they asking the right questions, looking for creativity, and not just doing the basics so they can say they “hit the market”?
- Decision making
- buyout / buy involvement (which can be helpful, but most of the time it is not)
- clarity of classification criteria and priorities, and consistency throughout the process (starting in one place and evolving to something else). (again, not necessarily a bad thing if they move towards smarter decision criteria)
- Are they sticking to the schedule and, if not, are they clear about the changes and do the changes make sense?
- your interest in knowing how you differ from your competitors
- what they say about price versus the importance of price in the actual decision process
- Do they frequently review the market or are they serious about their interest in improving?
- Does Payer X keep your response confidential?
- If the deal doesn’t win, does Payer X provide you with information on why and what could have been done better?
- Do they really know what they want / need?
- Do they answer questions in a helpful way?
- Will the requested “solution” really solve the problem you are trying to solve?
- Are they transparent about the process?
- Are SLAs (service level agreements) reasonable, burdensome, sensible (feel free to add other adjectives)?
- Are there RFPs that you won’t respond to because you don’t trust payers?
- What are the five things that any RFP should contain?
- What are the five things RFPs should NOT contain?
Any ideas are welcome and confidential. just leave me a note in the comment section – It will NOT be published but will be used to prepare the questionnaire.
Oh, and realize that this may not take an hour, so prioritize what you think is most important.