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Managing the Managed Care Opportunity

Understanding how to negotiate Medicare and Medicaid managed care contracts.


Medicare and Medicaid managed care represent a sizable and growing business to HME businesses, but do those HME providers know to negotiate managed care contracts? This webinar will show you how.

As we all know, DME/HME suppliers regularly serve the elderly (Medicare) and those on the lower end of the socio-economic scale (Medicaid), and it’s clear that both the Medicare and Medicaid programs are gravitating towards “managed care.” Approximately 35 percent of Medicare beneficiaries are signed up with Medicare Advantage Plans, while roughly 70 percent of Medicaid beneficiaries are signed up with Medicaid Managed Care Plans. Moreover, these percentages are increasing.

However, many providers don’t understand the critical points of negotiating contracts with those plans, and that’s a concern, given the increased uptake in managed care plans by patients and the fact that providers must be careful in these negotiations. Not only must the contract provide sufficient reimbursement to the provider, but the agreement will likely have some “trap” provisions that can harm the provider.

Bottom line: in today’s healthcare market, HME providers must be experts at negotiating managed care contracts, and this webinar will show you how.

This program will discuss:
  • The most important provisions contained in managed care contracts.
  • How the provider can negotiate with plans.
  • The provisions that are often non-negotiable.
  • The provisions that are open to negotiation.

Date: Thursday, September 5, 2019
Time: 11 a.m. Pacific / 1 p.m. Central / 2 p.m. Eastern
Duration: 1 hour
Registration: $99

About Our Speaker
Jeffrey S. Baird, Esq., is Chairman of the Health Care Group of Brown & Fortunato, P.C., an Amarillo, TX based law firm. Baird represents HME providers, pharmacies and other health care providers throughout the United States.

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