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Topics

Medical Economics Managing Editor Todd Shryock sits down with Scott Dewey, chief managed care officer at PayrHealth, about the best strategies for payer negotiations.

Music Credits: Gypsy Jazz Swing by tunes2go - stock.adobe.com
COCKTAIL by Mythical Audio - stock.adobe.com
The Joy of Being by Duke Herrington - stock.adobe.com

Editor's note: Episode timestamps and transcript produced using AI tools.


Overview of the podcast and introduction of the speakers discussing payer negotiations.

Starting Preparation for Negotiations (00:01:03)


Importance of having a strategy and understanding leverage before entering negotiations.


Advice on how far in advance physicians should prepare for payer negotiations.

Contract Length Considerations (00:05:11)


Discussion on the pros and cons of long-term versus short-term contracts.

Negotiating Power of Smaller Practices (00:06:47)


Insights on how smaller practices can find leverage against larger payer organizations.

Dealing with Non-Negotiable Contracts (00:08:54)


Advice for practices facing contracts labeled as "not negotiable."

Prior Authorizations in Contracts (00:09:53)


Strategies for negotiating limitations around prior authorization requirements.

Unilateral Amendments in Contracts (00:12:31)


Discussion on the commonality of unilateral contract amendments by payers.


Overview of frequent mistakes made by physicians in contract agreements.


Differences between value-based care contracts and traditional fee-for-service agreements.


Importance of getting all agreements in writing and understanding contract updates.


Wrap-up of the discussion and thanks to the guest for sharing insights.

Podcasts

Scott Dewey, chief managed care officer at PayrHealth, joins the podcast to discuss the best strategies for negotiating with payers.

Ep 39: Negotiating with payers with Scott Dewey, chief managed care officer at PayrHealth

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Negotiating physician salaries: Addressing compensation misconceptions 

Ferguson, who opposed ban of noncompetes, named to succeed Chair Khan; new commissioner Meador called for PBM regulations.

FTC to get leadership change, new commissioner under Trump administration

Prevention is key. Here’s how to ensure minor workplace issues don't escalate into lawsuits.

How to prevent and address harassment complaints: Balancing physician rights and hospital actions

Physicians and their staff are dealing with an overlapping set of pressures that are making the practice of medicine harder than ever. 

Independent medical practices are in critical condition amid Medicare reimbursement cuts

The ruling is going to be difficult to interpret and enforce.

The FTC’s noncompete rule is a concerning development for physicians

What you need to know about the sales process before making a deal

 for a physician-owner. However, you cannot let emotions cloud your judgement if you want to get the best 

. Experts say it is important to understand what buyers will be looking for and when possible, to prepare yourself and your records for the extra level of scrutiny.

, a health care attorney with Roetzel & Andress, about the various aspects buyers will want to examine before making an offer. There are several aspects that physicians often either don’t know about or overlook, which could cost them money – or even the entire deal. In this interview, Adler discusses aspects of a sale that physicians need to know before making a deal.

Videos

What you need to know when selling a practice

Selling a practice: What you need to know about the sale process before making a deal

Other sale considerations for medical practices

, a health care attorney with Roetzel & Andress, about the various aspects buyers will want to examine before making an offer. There are several aspects that physicians often either don’t know about or overlook, which could cost them money – or even the entire deal. In this episode, Adler discusses other sale considerations that are often overlooked.

What you need to know about selling a practice

Selling a practice: Other sale considerations

Does having family on staff hinder a sale of a practice?

, a health care attorney with Roetzel & Andress, about the various aspects buyers will want to examine before making an offer. There are several aspects that physicians often either don’t know about or overlook, which could cost them money – or even the entire deal. In this episode, Adler discusses whether having family members on staff hinders the sale of a practice.

What you need to know about selling your practice

Selling a practice: Does having family members on staff hinder a sale?

Does the type of buyer change the sales process?

, a health care attorney with Roetzel & Andress, about the various aspects buyers will want to examine before making an offer. There are several aspects that physicians often either don’t know about or overlook, which could cost them money – or even the entire deal. In this episode, Adler discusses how the type of buyer changes the sales process.

Selling a practice: Does the type of buyer change the process?

What buyers are looking for in a practice

, a health care attorney with Roetzel & Andress, about the various aspects buyers will want to examine before making an offer. There are several aspects that physicians often either don’t know about or overlook, which could cost them money – or even the entire deal. In this episode, Adler discusses why buyers are looking at more than just profitability. 

Selling a practice: Why buyers are looking at more than just profitability

When selling a practice goes wrong

, a health care attorney with Roetzel & Andress, about the various aspects buyers will want to examine before making an offer. There are several aspects that physicians often either don’t know about or overlook, which could cost them money – or even the entire deal. In this episode, Adler discusses what happens when deals go wrong.

Selling a practice: When things go wrong

Common misconceptions about selling a practice

, a health care attorney with Roetzel & Andress, about the various aspects buyers will want to examine before making an offer. There are several aspects that physicians often either don’t know about or overlook, which could cost them money – or even the entire deal. In this episode, Adler discusses common misconceptions about selling a practice.

Selling a practice: Common misconceptions about selling

The challenges of selling a multi-state practice

, a health care attorney with Roetzel & Andress, about the various aspects buyers will want to examine before making an offer. There are several aspects that physicians often either don’t know about or overlook, which could cost them money – or even the entire deal. In this episode, Adler discusses the challenges of selling a multi-state practice.

Selling a practice: The challenges of selling a multi-state practice

How to remain HIPAA compliant during a sale

, a health care attorney with Roetzel & Andress, about the various aspects buyers will want to examine before making an offer. There are several aspects that physicians often either don’t know about or overlook, which could cost them money – or even the entire deal. In this episode, Adler discusses how to remain HIPAA compliant during a sale process when others are going through your records and documents.

Selling a practice: How to remain HIPAA compliant during a sale

How compensation agreements can complicate a sale

, a health care attorney with Roetzel & Andress, about the various aspects buyers will want to examine before making an offer. There are several aspects that physicians often either don’t know about or overlook, which could cost them money – or even the entire deal. In this episode, Adler discusses how compensation agreements can complicate the sale of a practice.

Contract Negotiation

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