Surviving Managed Care Negotiations: How to Land the Best Contract for Your Lab

The current downward pressure in pricing is making the managed care environment especially tough for the lab industry.

A majority of labs faced flat pricing in 2009, and don’t expect much change into 2010, according to recent results from the 2009 Washington G-2 Reports’ Managed Care Lab Contracting Survey. Furthermore, 53.2 percent of respondents said that pricing over the past year had remained “about the same,” while 24.2 percent reported that pricing had “increased a little”.

To survive these challenging times, many in the industry are retooling their strategies and sharpening their negotiating skills in order to land the best contracts for their lab.

If your practice is like others in the industry—struggling to not only land a contract with a managed care provider, but securing a reasonable contract that is profitable for the commercial, hospital or health system outreach, or pathology lab—you will not want to miss this invaluable interactive presentation.

Join Washington G-2 Reports on January 13th to hear not only the latest on the managed care environment, but also how you can develop a winning negotiating strategy that succeeds in these challenging times.

Attendees will learn from leading industry experts how to avoid costly mistakes, and benefit from the experience and hard-earned knowledge of those who have wrestled with providers, and come out with contracts that provide the lab with access to thousands of more patients.

Register to attend this webinar, and in just 90 minutes you will:

Learn why relationships are so crucial to the negotiation process, and how to develop positive working relationships with your managed care contracting officers
Hear how to prepare for the negotiation process: why work at the front end leads to success at the back end, as well as what to expect throughout the process
Understand how much leverage you should have—and why it may be more than you think
Find out which details of your operations—particularly your total costs and pricing strategies—need to be secured prior to negotiating with providers
Find out which of national labs is most desirable to partner with—and why
Learn about the role that pay-for-performance, risk sharing, and the potential move towards a bundling payment system should play in managed care negotiations

Plus, get answers to all your toughest questions at the LIVE Q& A session following the presentation. AND you can invite your whole team, for one low price.

Registered attendees will also receive an executive summary of results from Washington G-2 Reports' inaugural Negotiating Managed Care Contracts Survey

Don't miss your chance to ensure that your staff understands what is happening now, and what is likely to happen in the future in this complex area of the industry.

Continuing education credit is available. For more information, please call 800-401-5937, ext. 2.

FEATURED FACULTY:

Carla Orner,
General Manager, Regional Laboratory Alliance (Kansas City, Kansas)

Jerry Conway,
Vice President of Managed Care, Genzyme Genetics (Cambridge, Mass.)

HOST & MODERATOR:

Julie McDowell
Managing Editor, Laboratory Industry Report