1. Direction of care. Knowing all of the different products a particular network offers is helpful in understanding how a potential contract will affect your center. Requesting information about covered lives in the area and the products available is crucial to the layout of a contract in regards to the potential revenue of a specific region. For example, if a large local employer or government agency utilizes a specific product, make sure the negotiated contract covers it.
2. Bring back minor procedures. ASCs have historically turned down minor procedures that are not cost-effective when performed in a center. Payors want to save money as well. Negotiate a contract that provides profitable reimbursement for minor procedures currently taken to a hospital.
3. Dealing with a bad contract. Providers at the mercy of an unfair contract have the option to renegotiate or opt out. Opening the lines of communication via letter or e-mail and requesting renegotiations is an important first step. Keep in mind that the payor/provider relationship is important and should not be damaged by a hostile approach. Some reasonable requests include increased reimbursement and carve outs for specific procedures or implantable devices.
4. Professional Services. Using professional services for managed care contracting can be extremely beneficial for a center’s growth. Negotiating an extra two or three hundred dollars per case can increase profits by thousands of dollars monthly. Professional services can also decrease the workload that a center may have, allowing the center to focus on providing quality patient care.
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