Successfully Negotiate Managed Care Payer Agreements

Successfully Negotiate Managed Care Payer Agreements

August 2, 2019

St George, UT

Class Participants Maximum

Registration Deadline

July 31, 2019

Learn how to negotiate commercial insurance & payer contracts that pay you fairly for the care you provide.

Join Maria Todd, author of The Managed Care Contracting Handbook, 2nd edition, and 18 other internationally-published, peer-reviewed healthcare business administration books on contracting, physician integration, medical travel program development, bundled surgery pricing and more as she shares practical advice on assessing existing managed care agreements, determining how and when to engage payers and preparing and submitting effective proposals and couter-offers.

Review the steps for gathering and organizing data, typical time-frames and learn what to look for and how to avoid common oversights, misinterpretations and dangerous contract language and rate pitfalls.

Examine current payer trends and changes your healthcare facility, ASC, ancillary services provider or medical group should anticipate and going forward. Bring home several helpful checklists, sample contract language snippets to level the playing field, and several checklists for payer due diligence so you don’t enable bad actors with your participation.


6 Learning Objectives:

  1. Learn how to read a managed care contract and its attachments and provider handbooks.
  2. Learn how to cut through the ambiguity you didn’t even realize was hiding in plain sight in what seems to be familiar and usual language in every contract.
  3. Identify the words, terms and conditions that give rise to wrongful discounts, claim denials, fee reductions, and more.
  4. Learn how to contract with Medicare Advantage Plans, PPOs, HMOs
  5. Learn how to draft your own contract terms and conditions so you can negotiate directly with employers and TPAs who are motivated to do business with you on a direct-with-provider basis.
  6. Discover new options that exist to help consumers pay cash, in full, at the time of service without interest or credit bureau involvement.

Who Should Attend:

  • Hospital and Health system executives and managers
  • ASC managers
  • Critical access hospital executives
  • Independent surgeons
  • PT, OT Speech and other therapists
  • Revenue management staff; decision support
  • Revenue managers
  • Business office managers
  • Contract negotiators
  • Marketing directors
  • Business development directors and managers
  • Lab and imaging services providers
Class size limited to 35 participants – Please register early to avoid disappointment.  We expect teams will register for this class.

Planning to register 4 or more for this class?

Save money by scheduling this course for your facility as an onsite learning event and invite as many as you like for one flat fee.

Travel Details

Event Venue: St George UT, 84770
Closest Airport(s): CDC, LAS
Dress Code: Resort Casual 

View Hotel Options

Course Materials Supplied:

PLEASE NOTE: All course materials are on a USB
  • Course PowerPoint Slides
  • Checklists
  • Sample forms & tools
  • Additional reading materials

What to Bring to Class:

  • Laptop Computer – all class materials are supplied on a USB
  • Sweater or light jacket
  • Business cards
  • Power supply for laptop and cell phone (power strips provided)
  • Notebook or Writing Tablet

Meals & Refreshments:

  • Breakfast (On Your Own)
  • Coffee & Water
  • Lunch (On Your Own)
  • PM Snack & Refreshment
Class Participant Rating : (4.85)
Course Content:
Course Venue:


Because we don’t permit on-site registration. The event venue will be sent to you with your registration confirmation.  Many of our venues are training centers, so be sure to choose a hotel nearby.  Your registration confirmation will include several hotel options. Public transportation and ride-share availability are considered when we choose venues and course destinations.

Course hours are generally 9am – 4:30pm. Detailed information is supplied with course registration confirmation.

Refunds are available if you cancel your registration 20 days in advance, less a 15% administrative fee.  Substitutes are always permitted.

The makeup of class registrants always varies. We don’t offer CEUs from any issuing organization, but we will provide whatever materials you may need to apply for credit from your professional society or association. We’ve yet to encounter a certifying body that has refused to grant credit for Maria Todd’s programs.

Group Savings Options

  • Value You Need

  • Content You Want

  • Private & Confidential

If you have four or more employees at your organization who need training, you may find more value in scheduling on-site training.
Cost Benefits:
  • Fly the instructor to your location instead of flying 4+ employees out-of-town.
  • Pay for one hotel room instead of 4+. 
  • Bring in lunch and refreshments instead of paying meal expense per diems
Custom Training Benefits:

Learn what you need at the pace of your team, in the privacy of just your group without competitor ears or payer representatives with a different agenda.

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