Don’t sign another managed care contract unless you’re armed with these proven negotiation tactics.
Successfully negotiating your third-party behavioral health contracts with managed care organizations is as important to your reimbursement as the actual claims you file. It can mean the difference between getting paid more of what you deserve, or losing even more money on the mental health and substance use disorder services you provide.
Negotiating and renegotiating your managed care contracts doesn’t have to be overwhelmingly complicated. You can make sure you get the best deal possible (whether it’s the first time negotiating your contract or your tenth renewal) with the insider negotiation strategies from behavioral health legal counsel, Gerald “Jud” E. DeLoss.
By completing this training session you’ll get a solid, step-by-step plan to help you take control of your carrier contracts and come out on top every time. Here are just a few of the strategies you’ll walk away with:
• Avoid sneaky contract terms that can negatively impact your business
• Get a smart rate for YOUR behavioral health practice: how to really evaluate the payers’ fee schedule
• Keys to knowing when to walk away if the contract will negatively impact your business
• Head-off “funky” contract phrases and clauses (i.e. evergreen) that can slash your reimbursement
• Understand proven negotiation/renegotiation tactics to ensure you’re getting the best deal possible
• Identify which proposed contract provisions are negotiable, and then get them changed to benefit you
• Create your own contract terms that maximize your value
• And so much more…
Remember, it doesn’t matter what’s discussed during your negotiation process. Unless it ends up in in the contract you actually sign you can kiss it goodbye. There are no second chances. The only way to get what you want, is to get it in writing the first time.
Contracting with health plans is a necessary evil. They are complicated and tense at best. If you don’t have a strong handle on how to do it successfully, you could end up in a contract that can be a financial hardship on your practice. Don’t let this happen to you. Order this training session today.
Gerald “Jud” E. DeLoss is a Member in Clark Hill’s Chicago office in the Health Care Practice Group, Behavioral Health Care Practice Group, and Cybersecurity, Data Protection & Privacy Work Group. Jud represents a wide range of health care clients, including behavioral health care (substance use disorder and mental health) providers, health information technology (HIT) vendors, federally-qualified health centers (FQHC), hospitals, and research organizations.
Jud also represents state and national health care trade and professional associations. He has extensive experience representing clients on compliance, privacy and data protection, reimbursement, fraud and abuse, and other health care regulatory and transactional matters.