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. 

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.



5/23/2024 10:00 AM - 11:00 AM
Central Daylight Time
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VIRTUAL OFFERING: Access information for the webinar will be provided to each registered participant in advance of the event. To prevent emails from going into your junk or spam folders, have your IT staff whitelist the email address [email protected] and any emails coming from Access information and program materials are not meant to be shared with anyone other than registered participants. Program materials are the intellectual property of the speakers and are intended only for those who register and participate in the webinar. Sharing this information with others within your organization will result in being charged an additional registration fee.

REGISTRATION: Registrations are accepted online only. VISA, Master Card, Discover, and American Express are accepted. Email confirmations will be sent to registrants upon completion of registration. To ensure timely delivery of instructions and handouts, and inclusion on the attendee list, registrations should be completed online one week prior to the event.  

CANCELLATION POLICY: Individuals who cancel more than seven business days prior to a scheduled event will be charged a cancellation fee of $40 per person unless the webinar is complimentary. Written notice of the cancellation must be emailed to [email protected]. No refunds will be issued for cancellations received within seven business days of the event or for no-shows. 

SUBSTITUTION POLICY: Registrants who are unable to participate in an LHA educational event are permitted and encouraged to have an eligible substitute; however, written notice of the substitution must be emailed to [email protected] at least seven business days in advance of the event. The substitution option is not available if written notification is received by the LHA less than seven business days before the scheduled program. 

ACCOMMODATIONS: Please contact the LHA if you have a disability that may require special accommodations for this educational opportunity. The LHA is committed to ensuring full accessibility for all registrants.