The document provides information about the services offered by Healthcare Provider Connections (HCPC), a consulting firm that specializes in network development for managed care organizations. HCPC utilizes experienced consultants with years of experience in managed care contracting to negotiate rates and contracts with various provider types across the country. HCPC prides itself on its proven contracting process that can develop strong provider networks within tight timeframes and its customized CRM tools to track contracting progress. A variety of network development services are listed, including market research, provider outreach and education, contract negotiations, and reporting.

2. HCPC consultants represent Managed Care Organizations across the country in recruitment and
contract negotiations with health care providers. We specialize in Medicaid, Medicare Advantage,
SNP, LTC, Commercial managed care contracting and reimbursement methodologies.
We Get it Done! Reduce your development time by 40% by using our proven process
Healthcare Provider Connections utilizes industry leading CRM tools that track real time provider
response to your contract. Reporting can be customized and changed to fit any organizations needs.
Whether the company is small, medium or large, we can help you grow and increase membership by
building a strong network of quality health care professionals.
Consultants at Healthcare Provider Connections have several years of experience working within
managed care plans. Our company has a successful track record negotiating rates and contract
language with hospitals, physician groups, and ancillary providers across the country
HCPC has a proven development system that allows us to contract with hundreds of providers within
a short time frame. We collaborate with key decision makers in the provider communities to meet or
exceed your contracting goals.
Our Network Development services include:
•Initial market research
•Identify and educate potential providers on your product
•Negotiate managed care fee schedules and contract language
•Collect LOI’s, LOA’s, and agreements from interested providers within any specified GSA
•Create HSD tables for CMS
•Write narrative and exception letters for CMS
Healthcare Provider Connections identifies and aligns resources to meet departmental objectives
and coordinates those resources to ensure the successful delivery of contracts.

4. Provider Education
& Orientation
Provider
Outreach
Strategic
Managed Care Market
Contracting Analysis
Network Development

5. HCPC Contracting Approach
Provider
Outreach, Email/Mail
Education, Contracts
Orientation
HCPC Virtual and In
Create Strong Contracting Person
Relationships Approach Meetings
Social Media
Strategic Market Networking
Analysis

6. The True Cost of an Employee….
Hourly rate – This one is easy. For this example, let’s use $75,000 per year as a pay rate, which equates to
slightly more than $36 per hour for 2,080 hours per year. One key difference with contractors is you only
pay for productive hours. Full-time employees are paid during non-productive hours, such as vacation,
holidays and sick time.
Statutory costs – Social Security and Medicare cost employers 7.65% of a base salary plus federal and
state unemployment insurance. For a $75,000 employee, this equates to more than $3 per productive hour
worked.
Employee benefits – Full-family benefits such as health care costs, which rise each year, and 401k
matching can equate to $8 per productive hour worked.
Training costs – The actual amount per employee depends on the type of job and varies from company to
company. It is estimated that the cost per hour worked ranges from $0.50 to $2.50. Using contractors or
consultants allows you to avoid paying for training courses, conferences, subscriptions and certifications.
Training time – Contractors and consultants are paid for hours worked. Companies pay only for the value
created and not when a contractor is focused on non-productive tasks. Five days of training per year
equates to nearly $2,000 in lost productivity for an employee making $75,000. As such, use of a contractor
abates approximately $1 per hour of training expense.

7. Vacation time – Like training, vacation cost is abated by using contractors. Depending on your time-off policy, you
can avoid two to three weeks of cost. Two weeks of vacation equates to $4,000 per year for an employee making
$75,000 or approximately $2 per productive hour. In addition, paid breaks can amount to an additional two to four
hours per week.
Paid holidays – Most companies offer approximately ten days of paid holiday time, equating to $4,000 per year or
$2 per hour.
Sick time – Depending on your policy, you may avoid the cost of between 5 and 10 sick and/or personal days. This
equates to $2,000 to $4,000 per year or $1 to $2 dollars per productive hour worked.
Bad hire costs - Bad hires are expensive. Studies indicate that the cost of a bad hire is two and a half to three
times the employee’s salary. This cost is avoided with contractors, who can be terminated with little headache if
things don’t work out. If one in thirty hires is a bad one, then we should increase the hourly rate by 10% per
productive hour work.
Hiring costs – Hiring is an expensive process. Significant management time is invested in gathering resumes,
screening resumes, making calls to candidates, testing, scheduling interviews, conducting interviews, evaluating and
choosing a candidate, negotiating the offer, and repeating the process if the candidate does not accept. These costs
can be reduced by using contractors. This management and human resources time can be focused in areas of
greater value to the business. For the purposes of this example, I’ve included no allocation for hiring costs.
Separation costs – The unfortunate situation where you choose to terminate an employee creates costs for the
company. If the employee is laid off, severance costs are avoided. If the termination is performance-based, all of the
time invested by HR and management on counseling, deliberations and termination are avoided. While incurring
these costs are not certain, by using contractors you avoid this risk. For the purposes of this example, I’ve included
no allocation for separation costs.
For a $75,000 resource, hard costs equate to approximately $22 per productive hour worked or nearly
$40,000 per year!

8. Who do you want representing your company?
HCPC COMPETITOR
Real Job Advertisement Real Job Advertisement
Hiring- Managed Care Contracting Consultants – MUST have at We are seeking qualified candidates for roles as Network
least 5+ years working in a managed care health plan in Network Development Specialists:
Development and/or Provider Relations negotiating Medicaid,
Medicare Advantage, Long Term Care , and Commercial Network Development Specialists - entry level recruiters:
contracts. Contract negotiation and or mediation experience helpful. The
Experience: To be considered you must have at least 5+ verifiable
right candidates will engage in one on one telephone calls with
years successfully building managed care networks for Medicare
targeted providers to achieve agreement within expedited
Advantage and/or Medicaid health plans. Candidate must have timeframes, be successful at creating quick dynamic
recent experience contracting with hospitals, ancillary relationships, be quick on your feet to convert and close
companies, IPAs, PHOs, multispecialty physician groups, and agreements, maintain high quality data and pipeline details
Long Term Care providers according to proven processes.
Education: Bachelor's degree required, MBA or MHA preferred, Skills: Bachelor’s degree with health care or sales experience
Must have excellent MS Office Suite skills and attend on going preferred; Minimum of 1 year health care experience; familiarity
education and training with Medicare and Medicaid is helpful, some understanding of
Job Description: Must have a home office, high speed internet
payor reimbursement methodologies, ability to negotiate
and be available for travel. Work from home most of the time
effectively and collaboratively, familiarity with provider relations
contacting required providers, track daily recruitment status and network development processes is helpful, critical thinking
using our customized web based CRM. Build relationships and skills and intermediate skills in Microsoft Word and Excel
trust with providers and collect their agreements and necessary.
credentialing items within a set deadline.
Requirements: Clean MV record, valid license, pass criminal
check and drug screen. Annual compliance training and testing

9. Who do you want representing your company?
HCPC Competitor
• Hires Professional Contracting • Hires temp workers with little to no
Consultants with at least 5+ years managed care contracting experience
contracting for a payor.
• All consultants must pass a rigorous • Interviews and hires over the phone with no
screening process including extensive known screening or background checks
interviews, criminal background and
drug screening
• Has consultants based across the
• Has a call center where there is a high
country with established provider
turnover
relationships in their service delivery
area
• Builds Marketable Provider Networks in
• Often fails to accomplish contracting goals
60-90 days. Often hired when competing
for projects lasting 5-6 months
companies fail to complete the network
• Provide our clients with productivity
• No accountability for how time and your
reports so you know what the
money is spent.
consultants accomplished each day
• Our consultants are available on short
• Often agree to provide experienced
term notice. They can jump right in and
consultants then scramble to find anyone
get the job done
available to work in their call center

10. “Healthcare Provider Connections did a great job by quickly garnering effective
contracting resources to help us build out provider networks for our Medicare Advantage
Plan.”
-Arcadian Health Plan
“As a repeat customer for almost two years now, Healthcare Provider Connections is the
first company we go to for consulting purposes and we keep several of her
representatives almost year round. Her billing is timely and very easy to read and
understand. We also receive a breakdown of the work and progress of each consultant for
each week which is very helpful to us.”
-Aetna Medicaid
“Heather and her team of seasoned Medicaid Contracting Consultants were brought in and
immediately hit the ground running. HCPC consultants were able to successfully
negotiate agreements with hundreds of PCPs and Specialists in multiple counties over a
very quick 60 day window to help IlliniCare meet its access requirements.
My colleagues and I were extremely impressed by the experience, knowledge and results
we saw from HCPC and would not hesitate to hire them again as the opportunity arises.’’
- Centene Corporation