The structural conflict
A coordination company is paid by someone. The only real question is whether that someone has an interest in which hospital receives the patient.
If we were paid per referral by the hospital, every recommendation we make would be examined — by the partner, by the family, and eventually by an auditor — for the possibility that the recommendation was purchased. The recommendation might still be correct. It would no longer be trustworthy, and on a medical case those are different things.
The rule, written into the agreement
- Coordination is paid by the patient or the referring partner, never by volume from the hospital side.
- No per-referral commission, no "introduction fee", no channel fee, under any name.
- Contracted prices are shown to the partner. No side agreement with a hospital that changes the price for one channel.
- If a hospital offers a marketing budget, we decline it, and we say so in writing.
The conflict of interest is structural. So the rule has to be structural too — a policy that depends on our own discipline is only a preference.
What this rules out
It rules out the fastest way to grow: hospital-funded promotion, referral bonuses, and being the preferred channel in exchange for volume. We accept that we will grow slower than an agency that takes the money.
Four questions a partner should ask us
- Who pays you for this case, and in what currency?
- Would your fee change if we chose a different hospital?
- Can you show me the contracted price the hospital gave you?
- What happens if the case is declined — do you still get paid?
We answer all four in writing before an agreement is signed. If a future partner asks and the answer has changed, the rule was never structural.
结构性冲突
协调公司总得有人付钱。唯一真正的问题是：付钱的人，是否对"病人进哪家医院"有利益。
如果我们按转诊量从医院拿钱，那么我们每一条建议都会被审视——被伙伴、被家属，最终被审计——审视它是否被买过。这条建议可能依然是对的，但它不再可信；在医疗病例上，这是两件不同的事。
写进协议里的规则
- 协调费由患者或转诊伙伴支付，绝不按医院侧的量计费。
- 不按转诊量抽成，不收"介绍费""渠道费"，任何名目都不收。
- 协议价向伙伴出示。不与医院做任何为单一渠道改价的私下约定。
- 医院若提出市场预算，我们婉拒，并书面说明。
利益冲突是结构性的，所以规则也必须是结构性的——一条靠我们自己纪律维持的政策，只是一个偏好。
这条规则排除了什么
它排除了最快的增长方式：医院出钱的推广、转诊返点、以量换来的"首选渠道"。我们接受自己会比收这笔钱的代理长慢。
伙伴该问我们的四个问题
- 这个病例谁付你钱，用什么币种？
- 如果我们换一家医院，你的费用会变吗？
- 能把医院给你的协议价给我看吗？
- 如果病例被婉拒，你还收得到钱吗？
四个问题我们都在签约前书面回答。如果哪天新伙伴提问、而答案变了，说明这条规则从来就不是结构性的。