Negotiating managed care contracts may make you feel like you’re talking to a brick wall.
Unfortunately, insurers want you to feel that way, because if they stonewall you, the odds that you’ll simply sign whichever documents they put in front of you increase exponentially. Your best bet for negotiating contract terms that will work in your favor is to recognize and eliminate damaging clauses while adding terminology that will increase your practice’s reimbursement and improve your payment terms.
During this 3-Part online training series, three healthcare contract experts will show you exactly how to come out ahead when negotiating your next managed care contracts — and renegotiating existing ones.
Don’t wait — register today for this three-part series so you can benefit from these insider contract negotiation strategies and start bringing in more cash.
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PART 1: Managed Care Contracts: Proven Language to Get Paid More
Available Immediately,
Order the On-Demand Recording to Watch at Your Convenience.
You have more control over the terms of your managed care contracts than you realize (including how much reimbursement you receive).
It doesn’t matter if you’re negotiating with a payer for the first time, or trying to modify an existing agreement, it all comes down to the same thing – the language in your contract. Remember, your managed care contracts are written with the best interest of the payer in mind. So, unless you know what language to look for, deciphering the pages and pages of legalese can seem impossible.
Sometimes one simple change to the language in your managed care contracts can significantly increase your patient referrals and reimbursement, but you have to know what changed.
This is where healthcare attorney Michael R. Lowe, Esq., can help. During this online training, he’ll provide you with valuable takeaways and a step-by-step process so you can quickly evaluate your payer contracts, identify hidden opportunities, and negotiate to maximize your reimbursements.
By attending this 60-minute online training, you’ll learn a myriad of tips about negotiating your managed care contracts, including how to:
- Write a market and provider assessment that shows payers why you deserve more money
- Pinpoint the exact questions you must ask during early payer discussions
- How to speak the payers’ language so you win the terms you need to succeed
- Understand and eliminate unilateral amendment provisions
- Take control of reimbursement language to get paid more
- Optimize counter offers with proven evaluation strategies
- Compare your payer contracts and use the results to negotiate better rates
- Uncover silent PPO provision contract language that can hurt your practice
- Draft a more powerful proposal letter to give you a negotiation advantage
- Make sure your contract includes all necessary schedules and exhibits
- Address covered and non‐covered services provisions for maximum clarity and protection
- Determine how to incorporate administrative burden discussions into your negotiations
- Identify hidden opportunities and threats in your contracts
- Remove harmful clauses like penalties for non‐network providers
- And so much more …
PART 2: Get Higher-Paying Contracts with Proven Negotiation Strategies
Available Immediately, Order the On-Demand Recording to Watch at Your Convenience.
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
- Pin down your practices unique value proposition and get it heard
- Communicate using payer language to get the contract terms you want
- And so much more…
PART 3: Payer Negotiation Ninja Class: Tactical Strategies to Earn More
Available Immediately. Order the On-Demand Recording to Watch at Your Convenience.
You can get payors to reimburse your managed care contracts at a higher rate……if you know how.
Contrary to what you might think, the answer doesn’t involve trickery or witchcraft. You simply need to employ several key negotiation strategies. Everything matters when you negotiate your managed care contracts: voice tone, language, listening, personality types, etc. By utilizing these proven expert strategies, you will help payors realize what you bring to the table and in turn justify them compensating you at a higher rate.
That’s where healthcare business consultant and expert Doral Jacobsen MBA, FACMPE, comes in. Doral will provide you with specific actionable steps you can use to elevate your managed care contract negotiating skills. She’ll help you overcome common contract missteps, so your managed care contracts work for your practice and get you paid more of what you deserve.
Here are just a few of the insider negotiation secrets Doral will share during her 60-minute managed care contracts online training:
- Address uncomfortable topics, such as rates, and get your way
- Strike a persuasive tone with payers with proven voice techniques
- Craft responses that change an insurer’s “no” into “yes”
- Uncover proven language tools to improve negotiation outcomes
- Head off payer negotiation tactics that could reduce your pay
- Get the contract terms you want with lessons from actual practices
- Utilize listening & marking skills to make conversations more impactful
- Leverage personality types for more successful contract negotiations
- Anticipate negotiator roadblocks and learn how to get around them
- Cut through confusing contract language to avoid hidden pitfalls
- And much, much more
Past Webinar Reviews:
“The speaker is incredibly informative and made the presentation engaging for individuals without previous experience in this area.”
– Aubree Coats, Pediatric Home Healthcare, LLC
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You take no risk whatsoever. If you find this essential session doesn’t meet your expectations or you are not satisfied for any reason, simply et us know.
Michael is board certified in health care law by The Florida Bar. As Managing Partner of Lowe & Evander, P.A., his practice focuses on all aspects of business, corporate, transactional, litigation, regulatory, operational, and administrative matters in the health care law arena.
Emphasizing the representation of physicians and physician group practices, Michael regularly represents clients in litigation, medical records, and HIPAA privacy regulations issues, managed care contracting and reimbursement matters, the preparation, review, and negotiation of physician employment agreements, Medicare/Medicaid fraud and abuse prevention, federal Stark Law matters and analysis, defense and reimbursement issues, ACA matters, medical staff privilege cases, professional licensure and disciplinary actions, voluntary self-disclosure cases, physician-hospital contracts, compliance plan development, and health care regulatory analysis and counseling matters.
Michael’s practice areas also include the representation of hospital medical staff, IPAs, ambulatory surgery centers, durable medical equipment providers, diagnostic imaging centers, hospitals, long-term care facilities, and other health care professionals and providers.
David Zetter is the founder and President of Zetter HealthCare, LLC in Mechanicsburg, PA and has over 30 years of operational and healthcare experience.
Many recognize David nationally for his presentations and expertise. He excels in revenue cycle management, credentialing and contracting, compliance, coding and documentation. People see David as 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, use of ancillary services and financial considerations; developing strategic plans to improve profitability and productivity. David Zetter’s activities in management and compliance include physician practices, IDTFs, hospitals, ASCs, pharmacy, DME and other facility types. This includes 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. This gave David the knowledge of what the expectations are from the payers.
David’s firm works with healthcare professional clients and facilities coast to coast. Zetter’s specialties include all areas of practice and facility management including start‐ups, buy‐ins, compensation, exit strategies, reimbursement enhancement, practice financial modeling, and governance documentation. Zetter’s firm may also assist you in policies and procedures, credentialing and contracting, HR management, compliance, chart reviews, and more.
David has helped to maximize both profitability and reimbursement of physician practices, facility, and ambulatory practices. He also re‐engineered operational and human resources, addressing coding and billing issues for providers to curtail fraud, OIG, and IRS issues.
Doral Davis-Jacobsen, MBA, FACMPE, is a Partner at Prosper Beyond LLC, a specialized healthcare consulting firm nestled in beautiful Asheville, North Carolina. Doral is a seasoned healthcare consultant with over 20 years of experience serving healthcare providers ranging from solo practitioners to large academic medical centers. She is a popular speaker and author, always looking around the corner to help her clients prepare for “what’s next.” Doral is known for assisting practices with next generation managed care contract negotiations, payment reform and revenue cycle.
She is a Fellow in the American College of Medical Practice Executives. Doral serves as the Chair for the North Carolina MGMA Payer Contracting Committee 2019. Doral has written numerous articles on medical practice revenue cycle, managed care contracting and payment reform and is a frequent speaker at national, regional and local healthcare forums. Doral is a co-author of MGMA’s book, Transitioning to Alternative Payment Models: A Guide to Next Generation Managed Care Contracting, published in October 2016.
