Get Higher-Paying Contracts with Proven Negotiation Strategies

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Don’t give up on your under-reimbursing managed care contracts due to a lack of payer response to your negotiation requests. This is actually what they want you to do.

Payers are notorious for ignoring contract negotiation requests. However, it is possible to gain leverage to get them to update expired fee schedules and even change confusing termination language in your contract. But you must get their attention first. To do this, you must know how to speak “payer.” Once you do, you can get them to respond to your negotiation requests and even increase your rates.

This is where payer contract negotiation expert David J. Zetter, PHR, SHRM-CP, CHCC, CPCO, CPC, COC, PCS, FCS, CHBC, CMUP, PESC, CMAP, CMAPA, CMMP, CMHP, comes in. David will show you how to build and deploy a successful payer contracting strategy. Armed with this step-by-step plan of attack, you’ll engage payers more quickly and easily in contract negotiations and improve your results.

Here are just some of the proven payer contract negotiation tactics you’ll learn when you attend this 60-minute online training:

  • Avoid the mistake of negotiating new and existing contracts the same way
  • Create a successful negotiation strategy with easy-to-implement steps
  • Write a unique value proposition that makes your practice stand out
  • Ease the negotiation process by communicating what payers REALLY want
  • Get proven questions to ask early in payer discussions to improve outcomes
  • Uncover your practice’s most useful value proposition and use it
  • Communication tactics to improve contract renegotiation results
  • Steps to utilize your existing contracts and fee schedules to your benefit
  • Communicate using payer language to get the contract terms you want
  • And so much more…

The strategies you’ll receive from this expert-led online training will help you successfully renegotiate the key aspects of your managed care contracts, including reimbursement terms. You’ll be able to confidently spell out your practice’s value and effectively evaluate payer offers to get paid more of what you rightfully deserve.

Don’t wait. Sign up today!

Meet Your Expert

David J. Zetter
PHR, SHRM-CP, CHC, CPCO, CPC, COC, PCS, FCS, CHBC, CMUP, PESC, CMAP, CMAPA, CMMP, CMHPFounder & President, Zetter Healthcare Management Consultants

David Zetter is the founder and President of Zetter HealthCare, LLC in Mechanicsburg, PA and has over 30 years of operational and healthcare experience. David is nationally recognized for his presentations and expertise. He is well versed in regulatory requirements, revenue cycle management, credentialing and contracting, compliance, coding and documentation. He is considered an expert on Medicare, not only by his clients, but his consultant colleagues across the country. He has evaluated existing ambulatory care facilities and practices with respect to patient flow, operations, marketing, fee structures, use of ancillary services and financial considerations; developing strategic plans to improve profitability and productivity. His activities in management and compliance include physician practices, IDTFs, hospitals, ASCs, pharmacy, DME and other facility types, including coding and broad‐based regulatory issues. David has also conducted chart audits on behalf of Medicare contractors and Blue Cross/Blue Shield early in his career, so he has knowledge of what the expectations are from the payers.

David’s firm works with healthcare professional clients and facilities coast to coast, in all areas of practice and facility management including start‐ups, buy‐ins, compensation, exit strategies, reimbursement enhancement, practice financial modeling, governance documentation, policy and procedure development and implementation, credentialing and contracting, human resources staffing and management, compliance, coding and chart reviews, physician education and many other areas. David has helped to maximize both profitability and reimbursement of physician practices, facility and ambulatory practices, re‐engineered operational and human resources, and addressed coding and billing issues for providers to curtail fraud, abuse, kickback, OIG, and IRS issues. He is also an original member of CMS’ PECOS Power User Group, CMS Compliance Focus Group and MIPS Design Lean Work Group which provides feedback and recommendations to Medicare’s Center for Program Integrity and Provider Enrollment Operations Group on design and improvements to the PECOS enrollment environment, as well as, NPPES and MIPS and conducts beta testing of the EHR/HITECH user interfaces and environments at the request of the Office of e‐Health Standards & Services Director. David is also on the CMS contracted team awarded the PECOS 2.0 contract to rebuild PECOS from the ground up.

David has conducted practice management, human resource, coding and compliance education and seminars in many states over the past twenty‐five years. David speaks often on a variety of practice management subjects at hospital residency programs, the National Society for Certified Healthcare Business Consultants, the Medical Management Group Association, the American Academy of Professional Coders, AHIMA, Florida Institute of Certified Public Accountants, Florida Medical Society, many other venues and is often called upon by the MGMA, HFMA, Decision Health, Part B News, Part B Insider, and many others, to conduct audio conferences and webinars. He has been published in Medical Economics and interviewed and quoted in many publications including Report on Patient Privacy and Report on Medicare Compliance.

David is a past President and current Executive Board Member of the National Society of Certified Healthcare Business Consultants. He has served on the Education Committee for more than twenty years and is a Certified Healthcare Business Consultant. He is a member of the Society for Human Resource Management and is a past Professional Development Chair and past Vice President of Human Resource Professionals of Central PA. David is also a past board member of the Central PA affiliate chapter of the American Academy of Professional Coders and is certified as a Professional Coder for physician practices, hospitals, and facilities. David is also a Certified Compliance Consultant and Officer. David is also a member of the American Health Lawyers Association, the Medical Group Management Association, and the Healthcare Financial Management Association.

David advises on and publishes operations policies and procedures manuals, employee handbooks, compliance manuals, HIPAA and OSHA and has published articles in numerous healthcare and human resource related magazines on subjects like coding and compliance, interviewing, recruitment, evaluations and disciplinary processes.


The speaker is incredibly informative and made the presentation engaging for individuals without previous experience in this area.
Aubree Coats
Pediatric Home Healthcare, LLC