Don't Miss Your Opportunity to Register to Attend this Master Class with America's Leading Managed Care Instructor

Register now to avoid disappointment!



May 23  | August 14  |  Nov 6



In Maria Todd's master class, registration is limited to no more than 12 students per class. Over the two days, each student receives one-on-one guidance and advice on how to negotiate by phone, face-to-face or via email.


In Maria Todd's master class, in addition to the lecture program, all students watch and listen as the master takes one student at a time and role plays the language and fee analysis giving advice about how to analyze certain terms, obtain clarifications, and plan strategic counteroffers.


In Maria Todd's master class, students learn how to analyze and set prices, terms and conditions and how to spot loophole technicalities and ambiguities that can negate all your negotiation wins and transform a potential winner to a big loser.


2017 Master Class Dates

LOCATION: Denver, Colorado

DATES: May 23  | August 14  |  Nov 6


Hyatt Place Denver Downtown
440 14th Street, Denver, CO 80202


HOTEL DISCOUNTS: Hyatt Place Downtown Denver 440 14th Street, Denver, CO 80202
(Our 15% discount includes mini suite, hot breakfast each morning, free Wi-Fi)

DRESS CODE: Very Casual - Be Comfortable!

WHAT TO BRING: A redacted, deidentified contract,  a laptop computer that can edit MS Word® documents. All course materials supplied on a USB drive.


May 23  | August 14  |  Nov 6


 In Analyzing and Negotiating Shared Risk Agreements® you’ll learn what works, why it works, and how to defend your business when someone offers a managed care shared risk agreement to you.

Shared risk comes in many forms, including Pay-for-Performance, incentive contracts, capitation, bundled case rates, and more.

Maria Todd has been teaching the public and in-house customized contract analysis and negotiation in her award winning workshops, seminars and master classes for over 20 years during Clinton-era healthcare reform during the 1990s. In this class, you'll come away with tools to help you analyze and negotiate contracts, shared risk models, and design mutually rewarding relationships between payers and providers. You'll bring home extensive take home materials for future reference and to speed up the analytical process.

Contract analysis requires super-sharpened skills that many people lack. Actually, there are very few places to learn the tactics and strategies to analyze and negotiate shared risk contracts. The stakes are too great to proceed without training. You could use a checklist, but you often, people only use the checklist for what is printed on the paper and completely overlook what is missing that should be included. You have to know what is missing, how critical it is, why it should be there, and what it should say. And that's exactly what Maria Todd teaches in this Master Class on Analyzing and Negotiating Share Risk Agreements®.

Once you learn HOW to analyze a shared-risk contract, perils and pitfalls you didn’t see before will almost glow from the paper. Your critical thinking skills will improve and you'll be less likely to overlook a detail that could cost you millions in lost revenues.

You’ll come away with ideas you want to put to use that very evening, including these 11 valuable takeaways:

  1. What kinds of shared risk arrangements are possible
  2. How to protect yourself using risk-corridor models
  3. Why contract dates matter more than you might realize
  4. How risk arrangements are constructed
  5. How to evaluate a capitation contract (where you are paid a flat fee, per-member-per-month)
  6. How to evaluate hospital contracts that feature shared risk, bonuses and penalties
  7. A checklist of questions to ask and clarifications to obtain before you sign.
  8. What to do about latent ambiguity (Latent ambiguity is that which does not readily appear on the face of a document. It becomes apparent only in the light of knowledge gained from a collateral matter.)
  9. How disputes are resolved
  10. Best practices for shared pharmacy risks in the hospital and clinic setting
  11. How to ask for and interpret plan participant demographic data

About the Workshop Leader: Maria Todd

SoAfricaPodium375Maria Todd specializes in business improvement strategies and tactics for healthcare and health tourism organizations. Her public and in-house seminars and workshops on negotiation, contract management, analysis, marketing and branding are highly regarded on five continents. She is the author of 15 internationally published handbooks on contracting, medical tourism, concierge medicine, and physician integration and alignment. Her customers include some the largest and best-managed healthcare and tourism industry providers in the world. Since 1983, Maria Todd has trained more than 60,000 healthcare industry professionals in over 2800 presentations. She brings her programs on payer contract analysis and negotiation to clients on request. All Maria’s programs are available for a modest flat fee enabling you to provide training for an unlimited number of staff members. Call 800-209-7263 for more information.

Analyzing and Negotiating Share Risk Agreements® is a powerful, one-day, interactive workshop with the doyenne of managed care contracting. Maria Todd. Most of her students agree that they know what they want to achieve, but they aren’t sure how to go about getting it. Managed care payer negotiation is not linear. Payers view the value of a healthcare provider differently than the healthcare provider sees itself. They also push claims cost risks to anyone gullible enough to take it. No matter how diligently you prepare – you will always encounter surprises. Some surprises infuriate you, some frustrate you, and others change your perspective.

Course Agenda

The one-day, interactive workshop,  Analyzing and Negotiating Shared Risk Agreements ® is broken up into three focus sections over the 7 hours. These areas of concern account for the majority of shared risk reimbursement contracts hassles and problems:

  1. Types of shared risk arrangements in the marketplace
  2. Reading the contract and finding the potential land mines
  3. Learning what to ask, how to ask, and how to interpret the answers you get (and the issues payers try to avoid or will not clarify)

In Analyzing and Negotiating Shared Risk Agreements®, Maria Todd zeros in on language loopholes and rate calculations at a strategic level. She connects healthcare product and service marketing, branding, quality, safety, service and accreditation to situational awareness. She teaches how to deal through the landmines that await most providers. She explains how to tweak language loopholes to level the playing field. Relative novices and those with lots of experience will benefit from the workshop and will give you a fresh and practical slant that will push you to rethink your habits and assumptions about Payer contract analysis.

Course Information

REGISTERDATE: DATES: May 23  | August 14  |  Nov 6
TIME: 9-4:30p
LOCATION: Hyatt Place Denver Downtown, Denver Colorado

Group Name: Mercury Advisory Group
Group Code: 47291
Group Rate: 15% off Rack Rate
Reservations: 1 (888) 591-1234
For reservations, please call the number above or click the link below:
Hyatt Place Denver Downtown Mercury Advisory Group Booking Link 2016

Analyzing and Negotiating Share Risk Agreements® is a registered trademark of Maria K Todd