Disease Management and Health Outcomes

, Volume 6, Issue 6, pp 327–333 | Cite as

Gaining Physician Buy-In for Disease Management Initiatives



Achieving the support of physicians is perhaps the most difficult challenge to successfully implementing a disease management programme. Most physicians are sceptical of disease management initiatives. Many perceive these programmes to be a threat to their professional autonomy or an unreasonable demand on their limited time with patients. Nonetheless, failure to achieve high levels of physician support results in suboptimal levels of patient identification, enrolment and effectiveness of interventions. Therefore, it is impossible to achieve good outcomes across a large population without achieving physician buy-in.

Leaders of organisations implementing disease management programmes can use 5 core strategies to achieve physician buy-in for disease management programmes. These are: education, enlisting champions, ‘creating a box’, building on success, and sharing the gains. Providing education corrects misconceptions many physicians have about disease management. Champions are respected clinicians who are willing to share their positive views of a disease management programme. ‘Creating a box’ sets clear goals and expectations for physicians who consider building a disease management programme. Building on success involves demonstrating that a relatively easy programme works before attempting a more complex or controversial programme. Finally, sharing the gains means that physicians should be rewarded for their time and effort supporting disease management programmes.


Adis International Limited Disease Management Disease Management Programme Enrolment Rate Physician Support 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.


  1. 1.
    Cross M. Strategies to get physicians to buy-in to disease management. Managed Care 1998; 7 (5)Google Scholar
  2. 2.
    Raelin JA. The clash of cultures: managers and professionals. Boston (MA): Harvard Business School Press, 1991Google Scholar
  3. 3.
    Eisenberg JM, Williams SV. Cost containment and changing physician’s behavior: can the fox learn to guard the chicken coop? JAMA 1981; 246(19): 2195–201PubMedCrossRefGoogle Scholar
  4. 4.
    Leider HL. Influencing physicians: the three critical elements of a successful strategy. Am J Manag Care 1998; 4(4): 583–9PubMedGoogle Scholar
  5. 5.
    Leider HL. Selecting a vendor for disease management programmes. Dis Manage Health Outcomes 1999; 6(3): 131–9CrossRefGoogle Scholar
  6. 6.
    Jacobson JM, Jorling JM, Paykel NA. Law and disorder: critical legal issues in disease management. Dis Manage Health Outcomes 1999; 6(6): 365–86CrossRefGoogle Scholar

Copyright information

© Adis International Limited 1999

Authors and Affiliations

  1. 1.CardioContinuumRockvilleUSA

Personalised recommendations