HCM Marketplace

AUDIOCONFERENCE ON TAPE OR CD
Sponsored by Private Practice Success

presented on June 15, 2007

Pitch your practice's strengths for maximum profitability.

Regardless of specialty, size, or location, your practice's payer contracts can make or break you financially. Although every facility is different, there are surefire negotiation tactics you can use to ensure your practice receives the reimbursement it deserves for the services it offers.

To secure the best deal, you need to bring the right information to the table to “sell” your practice to the payer. Developing quality improvement programs, expanding your market share, and understanding what’s in a contract are all examples of tactics that can give you a leg up when working on a new contract.

For expert insight on how to negotiate with payers, listen to this 60-minute audioconference, hosted by HealthLeaders Media. During this program, speakers will share a variety of successful strategies for optimizing your payer contracts and boosting your overall revenue.

You'll hear how three physician groups used differing approaches to leverage their best qualities and negotiate fair contracts. Their experiences and advice will help you determine which methods make the most sense for your practice, and how to leverage your existing strong points for maximum profitability.

LEARNING OBJECTIVES

By the end of this audioconference, you will be able to:

• Explain current trends in physician contract negotiation
• Leverage your practice’s strengths to secure better payer contracts
• Develop a formal mechanism to monitor managed care performance
• Negotiate high-performance outcomes into managed care contract and payments incentives

PROGRAM AGENDA

1. Key to successful managed care negotiation
   1. Gather market intelligence (e.g., information about customers, competitors, etc.)
   2. Make a case for why you should be included in a plan based on:
      1. Reputation
      2. Patient panel
      3. Utilization data
      4. Quality data
   3. Document relevant market information
   4. Identify a pricing strategy
   5. Develop advocate outside of the formal group (e.g., hospital leader or patient advocate)
2. Pay for performance (P4P)
   1. Medicare changes
   2. Private payer P4P programs
   3. P4P statistics
3. Case studies: Success stories
   1. Vertical leverage: 125-physician multispecialty group in the East
   2. Quality improvement: 50-physician primary care group in the Midwest
   3. Horizontal leverage: 29-physician orthopedic group in the Midwest
4. Q&A

FEATURED SPEAKERS

Jeffry A. Peters, President and CEO, Health Directions, Chicago. Mr. Peters is a national leader in the financial and operational improvement of hospital-affiliated physician groups, physician group practices, medical services organizations (MSO), academic medical centers, and hospitals. His work focuses on the alignment of governance, organizational resources, and financial incentives to improve organizational performance and grow market share. Mr. Peters is a frequent national speaker and author on hospital/physician integration. His articles have appeared in HealthLeaders magazine, The Physician Executive, MGMA Connexion, Physicians' News Digest, Modern Physician, The Journal of the Healthcare Financial Management Association, Health Care Business Strategic Healthcare Management, and other journals and newsletters.

Andrew Mintz, Executive Director, Summit Medical Group (SMG). Mr. Mintz was named executive director of SMG in 1998 and is responsible for the financial and business operations of the organization, overseeing all non-medical departments. Prior to this position, he lived in California and served as utilization analyst for Heals Health Plan, regional finance manager for Aetna Health Plans, and planning and analysis director of CIGNA Healthcare of California. Immediately prior to joining Summit Medical Group, he lived in New York city where he successfully created a management services organization as CEO for the University Physicians Network. He brought to Summit Medical Group his expertise in contract negotiation as well as managing staff and process with economies of scale and cost efficiencies.

Peter Iacobell, Chief Operating Officer, Wellington Orthopaedics and Sports Medicine, a 30-physician single specialty practice in Cincinnati. In addition to his current role, Mr. Iacobell has also served as vice president of patient services and practice operations at Northwestern Medical Faculty Foundation, a 550-physician academic faculty practice in Chicago, and Vice President of MSO at the Mercy-Franciscan Healthcare System, a for-profit practice management company. He specializes in practice operations and finance, patient satisfaction, physician compensation, marketing, and strategic development. Mr. Iacobell has presented nationally on a variety of practice-related topics.

WHO SHOULD LISTEN?

Physician practice professionals who are concerned with negotiating and developing profitable payer contracts to help boost their bottom line. Specific titles include:

• Physician leaders
• Executive directors
• Practice administrators

PROGRAM MATERIALS

In addition to the expertise and advice presented during this audioconference, you'll also receive a slide presentation of the program materials along with helpful takeaway tools. These materials are provided with PDF links.

Purchase a tape or CD of the program and listen when you can. It's also a perfect training tool for new staff or as a refresher for veteran staff.

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