S1 Ep39: Negotiating with payers with Scott Dewey, chief managed care officer at PayrHealth

Off the Chart: A Business of Medicine Podcast

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

Introduction to Negotiations (00:00:12)
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.

Timing for Preparation (00:04:04)
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.

Common Contract Mistakes (00:14:11)
Overview of frequent mistakes made by physicians in contract agreements.

Value-Based Care Contracts (00:16:34)
Differences between value-based care contracts and traditional fee-for-service agreements.

Final Contract Considerations (00:19:48)
Importance of getting all agreements in writing and understanding contract updates.

Conclusion (00:21:43)
Wrap-up of the discussion and thanks to the guest for sharing insights.