Sharpen Your Strategy: Payer Contracting Primer

(Presented at the MGMA Virtual Payer Conference Spring and Fall 2018, 2019, and others)

This presentation focuses on defining a step-by-step process for building a successful payer contracting strategy. It includes guidance on identifying specific negotiation targets, evaluating proposals/methodologies, establishing targets, developing a value proposition and concludes with recommended goforward strategies to integrate the contracting process into your core financial management strategy.

Learning Objectives:

  • Develop payer proposals
  • Create a practice value proposition
  • Devise a renegotiation strategy
  • Construct a plan to position your practice for future models


Check out our MGMA Stat poll on value-based contracts: Most practices adding value-based contracts but in small doses

Attendee Comments:

  • “Great, very helpful information and tools!”
  • “Comprehensive ‘roadmap’ to value-based contracting….”
  • “Excellent presenter and good information, current, informative, and useful examples.”
  • “Great session.”



  •  Value Proposition Template Tool