9 Key Strategies for Successful Physician Contract Negotiations

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9 KEY STRATEGIES FOR SUCCESSFUL
PHYSICIAN CONTRACT NEGOTIATIONS
ON DEMAND VIDEO, OCTOBER 2017

Our agenda
• Who we are
• Physician negotiation best practices
• Nine key strategies
2

275+ Physician Benchmarks
• Call coverage rates
• Medical direction payments
• Administrative and leadership services
rate...

The foundation of your compliance process
Standardize
processes
and rates
Document
FMV
Access 275+
payment
benchmarks
Revi...

5
Our data

6
Our benchmarks
• Call Coverage (55+)
• Medical direction (85+)
• Hospital-based services (15+)
• Administrative
• Medica...

7
NEGOTIATION BEST PRACTICES

People vs. the problem
• All parties in a negotiation are human
• Separate the people in the situation from the problem
or...

Perspective and mutual gain
• Focus on and understand the parties interests, not
their ”positions”
• Look for win wins
• O...

Always know your best alternative
• If your party or organization can’t get exactly what it
wants, what is the next best a...

11
NINE KEY STRATEGIES

Review all prior and existing agreements
• Review the contract in question,
as well as all prior contracts with
physician ...

Check if additional contracts exist
• Multiple contracts with
the same physician or
group could result in
overpayment that...

Establish goals and objectives
• Determine the ideal
outcome for the
organization
• Know where you can
and can’t compromis...

Have a draft job description prepared
• Review internally
• Define expectations
• Anticipate pushback, questions
15

Research the market
• Due diligence!
• Commercial
reasonableness
• Know FMV ranges,
reasonable payments
• Understand facto...

Consider alternatives
• Anticipate and plan for pushback
• Alternatives, compromises
17

Review your organization’s contracting
and compliance guidelines
• Consider reviewing your organization’s guidelines
with ...

Document compliance
• Certifying that physician agreements are FMV is the
cornerstone of effective physician contracting
p...

Gather all documentation together
• Reduce confusion
and mistakes
• Keep all negotiation
documentation in
one place
20

Thank you!
MD Ranger, Inc. | 1601 Old Bayshore Hwy, Ste. 107 | Burlingame, CA 94010
www.mdranger.com
21

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