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: Negotiate Higher-Paying Third-Party Payer Contracts
Attend the live session on Wednesday, November 6th at 1:00pm ET OR,
Available Immediately, Order the On-Demand Recording to Watch at Your Convenience.
Third-party payers don’t want you to know the truth. They don’t want you to know that you CAN get paid more and that it’s easier than you might think.
Payers have one goal in mind – to pay you less. They do this by making the contract negotiation process as confusing as possible (i.e., outdated fee schedules, confusing contract language, etc.).
The more challenging it is for you to negotiate your third-party payer contracts, the more likely you are to give up. In fact, this is precisely what they are counting on. However, if you know how, you can get payers to cough up the extra reimbursement you deserve.
There are ways to break through the payer contracting wall. You can get them to respond to your requests and, yes, increase your rates if you know how to get them to work with you and kick-start discussions.
This is where third-party payer contract negotiation expert Doral Jacobsen MBA, FACMPE, comes in. On Wednesday, November 6th at 1 pm ET, Doral will walk you through how to build and deploy a successful payer contracting strategy step-by-step. You’ll get proven communication scripts, and you’ll even receive a guide to develop your practice’s own value proposition. Armed with these tools, you’ll be able to engage payers and secure increased rates much more quickly and easily.
Here are just some of the proven third-party payer contract negotiation tactics you’ll be able to utilize after attending this expert-led online training:
- Create and implement your practice’s negotiation strategy
- Proven verbiage that helps you tell your practice’s story and speed negotiations
- Complete a market and provider assessment that shows payers why you deserve more money
- Establish a third-party payer proposal process to effectively evaluate offers
- Pinpoint the exact questions you must ask during early payer discussions
- Identify the precise steps you must take to create your practice’s unique value proposition
- Tried ‘n’ true templates that accelerate your work and get results
- Tips to convince payers to pay you based on the value your practice provides to the network
- More easily navigate the negotiation process
- How to speak the payers’ language, so you win the terms you need to succeed
- Learn how to quantify the value your practice adds
- Get your negotiation requests approved using proven post-denial request timeframes
- Determine how to incorporate administrative burden discussions into your negotiations
- Secure higher rates with tips to write results-clinching payer proposals
- Methods that remove harmful clauses like penalties for non-network providers
- Define why you outshine the competition to clinch better coverage
- And so much more…
PART 2: 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).
Managed Care Contract Language
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.
Maximize Managed Care Contract Terms
This is where healthcare attorney Michael R. Lowe, Esq., can help. During his 60-minute 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 3: 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…
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
“Great! The handouts were outlined very well.”
– Beth Clardy, Practice Manager and Co-Founder, The Chadwick Clinic
100% Satisfaction Guaranteed or a Full Refund.
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