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Contract Negotiations

PDF CMA/MGMA Western Healthcare Leadership Academy
Los Angeles, CA
May 30, 2015

Andrew Selesnick and Damaris Medina will be speaking at the California Medical Association/Medical Group Management Association’s Western Healthcare Leadership Academy, to be held on May 29-31 at the Lowes Hotel in Hollywood, CA, on “Contract Negotiations.”

This interactive presentation will cover issues arising in contract negotiations with health plans.  A significant portion of the presentation will be allocated for Q&A. At the conclusion of this session, attendees will:

  1.  Understand their value in the marketplace;
  2. Learn how to approach the negotiation of managed care and payer contracts and how to develop a winning strategy;
  3. Receive tips on negotiating contract rates including: learning about key contract clauses and what information to collect prior to negotiating;
  4. Learn various valuation models/alternatives for arriving at contract rates and pros and cons of each;
  5. Recognize the potential pitfalls in the process and how to avoid them; and
  6. Learn what to do when payers won’t pay.   

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