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For more than 15 years, Maria Todd the most-respected trainer in managed care contracting workshops led the two-day HFMA course on managed care contract analysis, strategy, and negotiation.
Before HFMA, she offered this class on a lecture circuit for The McGraw Hill Healthcare Education Group and numerous hospitals, trade and professional associations, universities, and commercial seminar and conference organizers including MGMA, PAHCOM, AICPA, HIDA, RSNA Ohio Podiatric Medicine Association, Oklahoma Optometric Association, Kentucky and Tennessee Optometric Association, and others. She has conducted similar workshops for the Gundersen Health System, Spectrum Health, Cleveland Clinic, HealthSouth, HCA, OrNda HealthCorp, Tenet, hundreds of IPAs, PHOs, and integrated health systems, device manufacturers and pharmaceutical giants such as Bristol Myers Squibb, Allergan, GSK, KCI, Pediatrix®, and others.
More than 60,000 workshop participants have consistently rated her workshop 5/5 on all metrics on course evaluations since 1989.
Now this legendary course, updated to reflect the changes in contracting ACOs, IPAs, exchanges, and employers is available through the Healthcare Business Institute.[/vc_column_text][vc_column_text]
Who Should Attend?
- Contract Analysts & Negotiators
- Chargemaster Compliance
- Billing and Appeals Specialists
- Refund Specialists
- Marketing & Business Development
- Chief Strategy Officers
- Hospital CFOs
- Medical Group Managers
- Clinic Managers
- ACO Contracting Team
- Board Members
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What’s Covered in the Workshop
Contracting Framework
- Key Payer Organizations and Payer Types
- Direct-with-Employer Contracting for ACOs, IPAs, & PHOs
- Must-Know Payer Rules & Regulations
- 10+ Payment models and P4P
- ABBB: “Avoiding Bungled Bundled-payment Blunders”
- ABCB: “Avoiding Bungled Capitation-payment Blunders”
- Balancing cash incentives and rewards with aggressive clinical management & EBM
- Taming the Silent PPO Medusa
- All-Product Contracts: Avoid Payer Bullying
- Closing Costly Logic Loopholes in Contracts: Don’t Negotiate What You Can’t Model or Administer
Building Your Strategies
- Contract Analysis
- Profitability
- Community Access
- Payer Stability
- Controlling Access to Discounts
- Steerage Formulas
- Language Analysis
- Contract Performance
- Payer Analysis
- Payer Report Cards
- Preventing Technical Denials
- Preventing Unfair Refund Requests
- Strategies for Successful Appeals
- Conducting Due Diligence
- Market Share
- Value Proposition
- Assessing Negotiation Leverage
- Strengths
- Weaknesses
- Opportunities
- Threats
- Deal breakers
- What to Do If Payers So “No”
- Lockouts and Terminations
- Unfair Business Practices
- Antitrust Considerations
- Monopsony vs Monopoly
- Refusal to Deal
- Network Adequacy
- Subcontracting
- Public Relations
- Media Relations
- Patient Relations
- How to Get Regulators’ Attention
Negotiation Preparation Steps
- Contracting Business Rules: Build ‘Em Before You Need ‘Em
- Exit Strategies Know the “Way Out” of a Bad Deal Before the House Burns Down
- Contract Analysis: the part that Operations and clinical people do; the part that attorneys and accountants do
- Finding the “Gotchas” before they “Getcha”
- Identifying cost drivers and how to avoid or contain them
- Requesting clarifications on ambiguous or unfamiliar terms
- How to negotiate changes in a contract without acrimony & confrontation
- Building an acceptable Alternative Language Library
- Gathering data to make good decisions: turning data into useful information
- Action plans to implement the contracts
- Go Paperless: Contract Management from the Cloud
- Testing the Payment Terms: When claims go in– does money come out?
Hands-on Analysis of a Contract
- Identify language loopholes and cost escalators
- Dealing with Potential Latent Ambiguities
- Documenting Discussions
- Formulate alternative language and push-backs
Course Wrap Up, Evaluation & Dismissal[/vc_column_text][/vc_column][vc_column width=”1/3″][vc_column_text]4/2/2014–We are aware of problems with the registration button and tech support is working on it. In the meantime, please call 800-727-4160 for assistance with registration. Thanks![/vc_column_text][vc_button title=”Register” color=”blue” type=”square” size=”large” href=”http://mercuryadvisorygroup.com/store/#!/~/product/category=8817864&id=35480453″][vc_column_text]
WORKSHOP LEADER
Maria K Todd
Author – The Managed Care Contracting Handbook, 2nd edition
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DATES:
21-22 April 2014
TIMES:
9:00A – 4:30P
VENUE:
Denver, Colorado
CLASS SIZE MAXIMUM
25 Participants
REGISTRATION FEES
- $795 individual
- $770 2-4 persons
- $750 5+ registrants from the same organization
DISCOUNTS
If your Company’s name is found in the Corporate Discounts section, or if you are a subsidiary of one of those companies, then you are entitled to a $40 discount per registration. You can also receive a discounted per person rate when you register multiple persons at the same time.
This discount cannot be combined with the Reserved Seat Program or In-House seminar offers.
Call 800-209-7263 for code
REGISTRATION INCLUDES
- Course materials on USB
- Refreshment Breaks
- Signed copy of the Managed Care Contracting Handbook, 2nd edition
- Lunches Both Days
- Attendance Certificate
Bring a laptop to class so you can participate in some of the hands-on exercises.
INCLUDED FREE WITH REGISTRATION
Your ticket includes your very own autographed, personal copy of this best selling handbook and CD.
[/vc_column_text][vc_column_text]TYPE OF DELIVERY METHOD
Group Live
FIELD OF STUDY
Specialized Knowledge and Applications (unless otherwise indicated)
PREWORK
None[/vc_column_text][/vc_column][/vc_row][vc_row][vc_column width=”1/1″][vc_column_text]
Terms and Conditions:
Satisfaction Guaranteed
Our educational programs are 100% satisfaction guaranteed. Any refund must be requested onsite. You must attend the entire program and return all materials and submit a course evaluation in writing. Refunds will be processed in the form in which payment was made.
Register Early
Please submit your registration early to allow ample processing time. You will receive an email confirmation as soon as the registration process is completed. Any registrant who has not received an emailed confirmation should call Customer Service at (303) 823-4662,to confirm your registration has been received.
Discounts
Multiple registrations must be purchased at the same time to receive a discount.
If paying by reserved block voucher, purchase order, bank transfer, checks or licensed company, please call the office at
+1.303.823.4662.
Substitutions
If you find you cannot attend as scheduled, we can substitute anyone else in your company for you. Please call (303) 823.4662 with the substitution information 2 weeks prior to seminar date if possible.
Cancellations
If you are registered but can’t attend, Mercury Advisory Group must be notified at least SEVEN WORKING DAYS before the seminar of any cancellations or transfers. Failure to notify will result in forfeit of any obligation by Mercury Advisory Group or the Healthcare Business Institute, Inc. You may cancel your registration and receive a full refund (less registration fee of $50), or transfer to another scheduled seminar within 12 months. Substitutions may be sent in your place. Please notify Mercury Advisory Group with any substitutions prior to the seminar date.
Travel and Hotel Reservations
Please make your own hotel reservations. Hotel accommodation fees are not included in the price of the registration. When possible, we try to arrange special corporate rates for our programs. Call us at 303-823.4662 for information.
Schedule Changes
Occasionally, it may be necessary to reschedule or cancel sessions. Registrants will receive advanced notice of such changes. If we cancel a program, the amount paid for your registration will be refunded completely. Additionally, we will issue a credit certificate toward any future educational program or products, valid for one year. Mercury Advisory Group and the Healthcare Business Institute cannot be responsible for any penalties incurred as a result of discounted airfare purchases or hotel cancellation fees.
Recordings
Due to the exclusive confidential copyrighted material of our courses, no tape recording will be permitted under any circumstances.
Continuing Education Units
Many organizations such as yours or government licensing boards grant continuing education credit for attending the our courses. Please contact your own organization to learn what is required.
Meals and Refreshments
Catered lunches, as well as coffee breaks in the morning and in the afternoon, will be served on both days of the seminar. Call our reservation line at (303) 823-4662 if you have special dietary needs. We will do our best to accommodate you.
What to Wear
The dress is casual. Be comfortable and always bring a sweater or jacket as rooms tend to be cold.
What to Bring to the Seminar
Pen or pencils are provided, as well as note pads. Class documents are provided on a USB drive. Please bring a laptop with programs compatible to open and edit MS Word, Excel, PowerPoint and PDF documents to participate in exercises and take notes. Power plug-ins will be available. Please place all cellphones and communication devices in silent or vibrate mode.[/vc_column_text][/vc_column][/vc_row]
