Negotiating Payer Contracts: Key Elements for Success
WHO SHOULD PARTICIPATE: CFOs, COOs, revenue cycle team members, reimbursement staff, finance staff, patient financial service directors, managed care directors, physician leaders, and anyone else interested in the topic
OVERVIEW: The presenter will discuss major negotiation philosophies and styles, as well as the KEY FACTORS that impact a hospital’s power and leverage in negotiations, tactical do’s and don’ts, and the contract language provisions that can make or break a contract – regardless how good the rates.
LEARNING OBJECTIVES:
• Understand how to prepare for managed care negotiations; and
• Recognize tactics and strategies so that you can maximize success in negotiations.
MEET YOUR FACULTY: Martin Kelley, Senior Consultant, Reimbursement Strategies and Payer Contracting, Vizient, Inc.
Kelley joined Vizient, an LHA Solutions Endorsed Program, in April 2022. He currently is responsible for working closely with hospital CEOs and CFOs to provide strategic expertise and tactical guidance in contract negotiations that deliver strong contract performance. Kelley has more than two decades of experience in healthcare administration, strategic planning, and payer contract negotiations. His experience includes working on both the provider and plan side of payer contract negotiations and provider relations. He has experience in value-based contracting, direct-to-employer contracting, and commercial and Medicare Advantage plan contracting. He has served as Vice President of Managed Care for HST, Director of Payor Relations for Rezolut while serving as Director of Network. Development in several large national payors, and Executive Director of the PHO at Children’s Healthcare of Atlanta.
CONTINUING EDUCATION: Participants will receive, upon completion of this program and evaluation, a certificate documenting the completed continuing education/clock hours.
Registration
Registration not available.