The Overhead Dilemma
By Diana H. Henderson, MD Overhead is the most common term heard by physicians regarding the health of their practice as well as when comparing their practice to others. It also tends to be the biggest club that is used on the administrative staff in the management of the practice. Administrators frequently lament the use of the term due to its being used in many different forms without regard to what it represents. For the business operations of a medical practice, overhead is much like the diagnosis of Ménière’s: It means something different to everyone and without definition, it conveys very little. The term overhead refers to the ongoing expenses of operating a business, which, in this case, is a medical practice. As with diagnoses of medical conditions, this assumes shared knowledge of those using the term as to the severity, implications, body systems, causal factors, and timing it represents. With regard to a medical practice, overhead can be calculated for any aspect of the business, such as the entire enterprise, departments within the enterprise, by office location, or by provider. Focusing on the enterprise-wide overhead might mask issues at a specific location. The most important consideration is what factors are used to generate the number. Fixed costs are those that remain the same regardless of production or number of patients seen. This includes office rent, taxes, utilities, and equipment leases. Variable costs do change with production, such as medical supplies, office supplies, and some employee salaries. Employee salaries, payroll taxes, and benefits are generally the largest element in consideration and might comprise up to 70 percent of the expenses in the overhead formula. Cost containment measures for fixed items might be to ensure each office location is running at maximum capacity (i.e., a provider present and seeing patients, thus generating revenue most days against the constant amount of rent paid per month). For larger multiple location practices, this might mean considering consolidation of offices that have only one to two providers. Although the biggest return on variable cost control must address staff, costs of supplies can be contained with vendor contract negotiations and scrutinizing supply ordering and usage, such as using generics whenever possible. Management of employee costs can produce the largest gains, but one must be careful to balance customer service and patient safety when considering reducing staff. Many practices have seen salaries for long-term employees creep up as they receive raises through the years. Reasonable salaries for a position should be kept in mind, and performance bonuses should be given rather than obligating the practice to a salary that exceeds the norm. Practices can reduce rising benefit costs– especially health insurance –by raising the employee contribution. Overhead can also be affected by how it is divided in a practice. It can be shared equally among the partners or can be divided according to production, where the largest producer assumes a higher amount based on the assumption that more of the corporate expense is used. This can be done at a constant rate or the additional staff required could be allocated to that physician. Many groups use a hybrid model to divide overhead so that a portion of the overhead is allocated equally and the remainder is then divided based on production. This model tends to be favored by the higher-producing partners. The overhead number is really a snapshot of the practice at a certain point in time. It is a moving target. To understand the number fully, one must consider the variables to see which ones can be improved versus finding other ways to alter the number. Many groups are working to increase the retail sale of hearing aids due to declining reimbursements because of the bundling of audiology codes and the disallowance of the consult codes by CMS. Although rising overhead might cause concern, practices must consider whether the short-term increase in expenses provides long-term benefits. Many practices are seeing this with the implementation of electronic medical records: the initial expense of the new system is compounded by the education and revision of workflows. Until the practice reaches proficiency with the system, collections might decline, further driving up the overhead. The practice should remain vigilant in monitoring these costs but also look beyond the immediate number and focus on the long-term gain of improved processes. In order to have a meaningful consideration of overhead, one must have a comparator, which is benchmarking. As with overhead, it is important to have like comparisons and definitions in order to produce meaningful information. A practice may benchmark against itself comparing like periods of time, such as monthly data year-to-year or location production analysis. Practices may also compare themselves to other practices or to industry standards such as the MGMA. As this represents all specialties, it might not provide an accurate comparator. For otolaryngology, the AOA has published the 2010 Benchmarking Survey for practices in the United States. This provides a broad range of specialty-specific information for the entire practice. To learn more about the AOA 2010 Benchmarking Survey, visit www.oto-online.org/resources. Overhead is one word that can have many different meanings. Careful analysis of the business costs with benchmarking gives an objective reflection of the medical practice, which allows accurate diagnosis of its performance. It provides the apples-to-apples comparison to judge whether it is within an acceptable range. Shared understanding of the data, allocation, and considerations allows the exchange of meaningful information both inside and outside of the practice. Dr. Henderson is the CEO/medical director for the Ear, Nose & Throat Clinics of San Antonio, TX, a 12-physician group. She is also a member of the Large Group Forum of the AOA. She can be reached at Diana.henderson@entclinicsofsa.com.
The term overhead refers to the ongoing expenses of operating a business, which, in this case, is a medical practice. As with diagnoses of medical conditions, this assumes shared knowledge of those using the term as to the severity, implications, body systems, causal factors, and timing it represents.
With regard to a medical practice, overhead can be calculated for any aspect of the business, such as the entire enterprise, departments within the enterprise, by office location, or by provider. Focusing on the enterprise-wide overhead might mask issues at a specific location. The most important consideration is what factors are used to generate the number.
Fixed costs are those that remain the same regardless of production or number of patients seen. This includes office rent, taxes, utilities, and equipment leases. Variable costs do change with production, such as medical supplies, office supplies, and some employee salaries. Employee salaries, payroll taxes, and benefits are generally the largest element in consideration and might comprise up to 70 percent of the expenses in the overhead formula.
Cost containment measures for fixed items might be to ensure each office location is running at maximum capacity (i.e., a provider present and seeing patients, thus generating revenue most days against the constant amount of rent paid per month). For larger multiple location practices, this might mean considering consolidation of offices that have only one to two providers. Although the biggest return on variable cost control must address staff, costs of supplies can be contained with vendor contract negotiations and scrutinizing supply ordering and usage, such as using generics whenever possible.
Management of employee costs can produce the largest gains, but one must be careful to balance customer service and patient safety when considering reducing staff. Many practices have seen salaries for long-term employees creep up as they receive raises through the years. Reasonable salaries for a position should be kept in mind, and performance bonuses should be given rather than obligating the practice to a salary that exceeds the norm. Practices can reduce rising benefit costs– especially health insurance –by raising the employee contribution.
Overhead can also be affected by how it is divided in a practice. It can be shared equally among the partners or can be divided according to production, where the largest producer assumes a higher amount based on the assumption that more of the corporate expense is used. This can be done at a constant rate or the additional staff required could be allocated to that physician. Many groups use a hybrid model to divide overhead so that a portion of the overhead is allocated equally and the remainder is then divided based on production. This model tends to be favored by the higher-producing partners.
The overhead number is really a snapshot of the practice at a certain point in time. It is a moving target. To understand the number fully, one must consider the variables to see which ones can be improved versus finding other ways to alter the number. Many groups are working to increase the retail sale of hearing aids due to declining reimbursements because of the bundling of audiology codes and the disallowance of the consult codes by CMS.
Although rising overhead might cause concern, practices must consider whether the short-term increase in expenses provides long-term benefits. Many practices are seeing this with the implementation of electronic medical records: the initial expense of the new system is compounded by the education and revision of workflows. Until the practice reaches proficiency with the system, collections might decline, further driving up the overhead. The practice should remain vigilant in monitoring these costs but also look beyond the immediate number and focus on the long-term gain of improved processes.
In order to have a meaningful consideration of overhead, one must have a comparator, which is benchmarking. As with overhead, it is important to have like comparisons and definitions in order to produce meaningful information. A practice may benchmark against itself comparing like periods of time, such as monthly data year-to-year or location production analysis.
Practices may also compare themselves to other practices or to industry standards such as the MGMA. As this represents all specialties, it might not provide an accurate comparator. For otolaryngology, the AOA has published the 2010 Benchmarking Survey for practices in the United States. This provides a broad range of specialty-specific information for the entire practice. To learn more about the AOA 2010 Benchmarking Survey, visit www.oto-online.org/resources.
Overhead is one word that can have many different meanings. Careful analysis of the business costs with benchmarking gives an objective reflection of the medical practice, which allows accurate diagnosis of its performance. It provides the apples-to-apples comparison to judge whether it is within an acceptable range. Shared understanding of the data, allocation, and considerations allows the exchange of meaningful information both inside and outside of the practice.
Dr. Henderson is the CEO/medical director for the Ear, Nose & Throat Clinics of San Antonio, TX, a 12-physician group. She is also a member of the Large Group Forum of the AOA. She can be reached at Diana.henderson@entclinicsofsa.com.