Do you feel defeated before you start the negotiation process? Do you have transparency data and still find it difficult to move the needle on rates and terms at the table with payers? Are you searching for some contracting kryptonite? Then this session is designed for you and other leaders who want to elevate their negotiation skills with practical, repeatable strategies used by real life practices to achieve fantastic outcomes. Through case studies, you will see how real organizations — including primary care practices (pediatrics and family medicine), clinics existing clinically integrated networks to direct contract, specialty groups with ambulatory surgery centers, Federally Qualified Health Centers, and behavioral health practices — achieved stronger outcomes in negotiations. Using the Listen, Solve and Change methodology, the session will highlight successful client approaches with a variety of payers in diverse markets. Attendees will leave with ready-to-use negotiation language, graphics, methodologies, and resources. You will also practice key techniques in small groups. The session will provide solid guidance that practices can use and integrate into the payer contracting strategies to improve outcomes.
Learning Objectives:
Apply key questions to ask payers during payer negotiations to uncover opportunities for improved contract terms
Demonstrate strategies for presenting and timing practice goals in payer discussions to strengthen negotiating position
Use a structured approach for deploying an impactful payer contracting strategy
