Relentless Health Value EP489: MARGIN! Margin That Creates a Path to Mission at a Multispecialty Group, With Dan Greenleaf
Oct 16, 2025
Dan Greenleaf, CEO of Duly and a seasoned healthcare executive, dives into the crucial balance between mission and margin in healthcare delivery. He discusses how Duly retains patients and leverages diversified revenue while negotiating payer rates. Dan highlights the role of technology, such as Ambient AI, in enhancing clinician efficiency and patient experience. He emphasizes the importance of physician ownership in aligning incentives and shares insights on how to communicate the organization's mission to investors effectively.
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Scale Enables Margin And Mission
- Duly combines fee-for-service, ancillary, and value-based businesses to create financial sustainability at scale.
- Keeping patients in-network, procurement scale, and tech investments drive lower costs and better outcomes.
Capture Downstream Referrals
- Prioritize retaining referrals within your network to capture downstream revenue and improve care continuity.
- Build integrated services (labs, imaging, ASCs) so referrals stay internal and value is preserved.
Use Scale To Negotiate Fair Rates
- Negotiate toughly with payers to secure fair rates using your scope and scale as leverage.
- Use collective physician ownership to align incentives so negotiated gains benefit clinicians and the company.
