This document provides an overview of negotiating managed care and payer contracts. It begins with a disclaimer noting the information is meant to offer basic information based on the presenter's experience and training. Next, it outlines key takeaways including learning proactive steps to take charge in negotiations and leverage knowledge to improve positioning and negotiating power. It then describes the current popular process many practices use which involves simply sharing information with payers. It concludes by providing contact information for follow up questions.

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Negotiating Managed Care
and Other Payer Contracts
Presented by
David J. Zetter,
PHR, CHCC, CHCO, CPC, CPC-H, PCS, FCS, CHBC
Presented by
David J. Zetter,
PHR, CHCC, CHCO, CPC, CPC-H, PCS, FCS, CHBC
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© 2012 Zetter HealthCare

2. Disclaimer
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• No copyright claimed on government material or
information. This material is designed to offer basic
information. The information presented is based on
the experience, training and interpretation of the
author. Although the information has been carefully
researched and reviewed for accuracy and
completeness, neither the author, DecisionHealth or
Part B News accept any responsibility or liability with
regard to errors, omissions, misuse or
misinterpretation.
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© 2012 Zetter HealthCare

3. Takeaways
Current process or lack thereof?
Learn proactive steps to be “in charge”
Leverage your position with knowledge
Specific step-by-step tips to improve
your positioning and negotiating power
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© 2012 Zetter HealthCare

4. Current “Popular” Process
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© 2012 Zetter HealthCare

5. “Popular” Process
 SHARE!
 Initiation of appointment
 Patient registration
 What happens at check-in
 What happens at check-out
 Claims submission
 Patient responsibility
 Statements
 Collections
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© 2012 Zetter HealthCare

6. For Follow-up & Further Questions
Contact:
David J. Zetter,
PHR, CHCC, CHCO, CPC, CPC-H, PCS, FCS, CHBC
717.691.7100
Email: djzetter@zetter.com
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and
www.linkedin.com/in/djzetter
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© 2012 Zetter HealthCare