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Feature Story: How to land business with health systems

Health system execs talk about what they expect from third-party firms 

By John B. Mugford

The “Development from a Health System Perspective,” panel included (left to right): Jeff West of Providence St. Joseph Health, Jason Ruggles of Ochsner Health System, Maggie Beckley of Advocate Aurora Health, John Duggan of Reliant Medical Group, Terry Wood of Kaiser Permanent and moderator Shane Seitz of CBRE.
(Photo courtesy of BOMA)

MINNEAPOLIS – It is likely that any professional or company involved in healthcare real estate (HRE) has a goal of providing services or capital for, or establishing a client relationship with, strong healthcare systems and providers.

One very well-attended panel session at the recent 2019 BOMA International Medical Office Buildings + Healthcare Real Estate Conference, held in Minneapolis from May 1-3, touched on the topic of how third-party firms, be they developers, consultants, advisors, investors or others, can land business with healthcare systems and other providers, including physician groups.

The panel session was titled, “Development from a Health System Perspective,” and it included real estate executives from four major health systems and a large group practice, Worcester, Mass.-based Reliant Medical Group Inc.

It was about midway through the discussion when the panel’s moderator, Shane Seitz, senior VP with the U.S. Healthcare Capital Markets team of CBRE Group Inc. (NYSE: CBRE), asked the panelists:

“Everybody in this room actually wants to know how to work with (you), so I’m going to ask … ‘How do the different various groups that are here, capital markets, architects, general contractors, developers … get in the door to work with you?”

For the most part, the panelists responded that in order to establish a working relationship with them and their health systems, third-party firms need to (

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