Physician Groups Can Gain Leverage When Negotiating Contracts: Find Out How

Effective contract negotiation is a cornerstone for the financial health of every physician practice. The terms of these contracts shape revenue streams, affecting everything from daily operations to long-term strategic goals. Yet, physician groups are often at a disadvantage, grappling with contract complexities and limited bargaining power, as commercial payers often hold the upper hand.

I’ve helped practices negotiate contracts effectively with commercial payers for more than a decade.  I can know from experience that there are strategies your practice can employ to tip the scales in your favor – strategies that ensure more equitable and beneficial contract negotiations with payers.

Securing stronger contract outcomes begins by understanding your practice’s unique points of leverage.

Understand the key areas to leverage

When you capitalize on your strengths, you can significantly enhance your negotiation power with commercial payers.

1. Emphasize your quality of care. Demonstrating high-quality care is a powerful negotiating tool. For example, if you’re a pediatric group, you could share quality metrics like limiting ER visits for sick children tied to your group.  Any metric that illustrates your group’s commitment to quality care — that in turn translates into payer savings — makes you more attractive to payers.
2. Highlight patient volume and market share. A large patient base can be a significant advantage in negotiations. Payers are more likely to negotiate favorable terms with groups that have a large and loyal patient base, as it ensures a steady stream of patients. However, it’s essential to prove balance, as an excessively large patient base might lead to concerns about overutilization and higher costs for payers.
3. Showcase specialized services offered. Offering unique or specialized services can set your practice apart from competitors. For example, not all dermatology groups have a physician who can provide Mohs surgery; if yours does, that could make you unique. Services such as advanced surgical procedures, specialized chronic disease management programs or cutting-edge diagnostic tools should be highlighted. These specialized services not only attract patients, but also make your practice indispensable to payers looking to offer comprehensive care options.
4. Prove cost effectiveness. Demonstrating cost-effective care is another critical leverage point. Physician groups should provide data showing how their services reduce overall healthcare costs. An example would be preventive care measures that reduce hospital admissions, or efficient management of chronic conditions. This cost-effectiveness can be a compelling argument for payers focused on controlling expenses.
5. Capitalize on your reputation. A strong reputation can significantly enhance negotiating power. Practices with a history of excellence, positive patient reviews and recognition from industry bodies are more likely to secure favorable contract terms. Building and maintaining a stellar reputation should be a continuous effort, involving quality care, patient engagement and community involvement.

Use all your tools to gain leverage.

Understanding the intricacies of your physician group and figuring out how different it is from other similar specialty groups in the area can provide valuable leverage.  For example, my team was working with a dermatology practice and found that the nearest competitor was over 30 miles away.  Since there were no other dermatology groups in the area, this provided a clear advantage for the practice and helped in the rate negotiation process.

Implementing strategic approaches can significantly enhance your negotiating power with commercial payers.

1. Analyze the data. Robust data and analytics play a crucial role in negotiations. Sharing comprehensive practice data on patient outcomes, cost savings and service utilization can demonstrate your group’s value proposition to payers. For example, prior to entering negotiations, you could collect data on how many members of an insurance group were treated annually by the practice. My top tip: Focus on data involving specific reimbursement codes that are billed more frequently by your practice. Negotiating strong reimbursement terms for these services will have a substantial impact on your practice’s bottom line.
2. Prove your necessity. Positioning your practice as essential within the payer’s network can provide leverage. Demonstrate how your group’s services are integral to the payer’s ability to offer comprehensive care to their members. Highlighting gaps in the payer’s network that your practice can fill or showcasing unique services that are not readily available elsewhere can strengthen this position.
3. Provide historical performance. Favorable historical performance data is another effective proof point of value. Highlighting a history of successful contract negotiations, positive relationships with multiple payers and consistent delivery of high-quality care can build trust and credibility. This historical performance can reassure payers of your practice’s reliability.
4. Collaborate and be flexible. Being willing to collaborate with the payer to create a win-win outcome is crucial. Flexibility in negotiations, such as being open to innovative payment models or performance-based incentives, can lead to more favorable terms. Collaboration shows a commitment to a long-term partnership. Payers are looking for stable and cooperative relationships.

More tips for a successful negotiation:

1. Know your metrics and do your market research. Thorough preparation is key to successful negotiations. Physician groups should know their metrics inside out and conduct comprehensive market research. Understanding the payer’s priorities, competitive landscape and industry trends can offer valuable insights that inform negotiation strategies.
2. Assemble an experienced negotiation team. Having an experienced negotiation team is essential. Consider outsourcing to an expert that has deep expertise with payer contracting. These professionals bring valuable experience and can navigate complex negotiations more effectively.
3. Develop a strong proposal that highlights your practice’s strengths. A well-crafted proposal that clearly outlines the practice’s strengths, unique offerings and value proposition can set the tone for successful negotiations. This proposal should be concise, data-driven and aligned with the payer’s goals.
4. Always have legal counsel review the contract. Legal counsel should review all contract terms to ensure they are fair and in the best interest of your practice. Focus on eliminating ambiguity. This step is crucial to avoid unfavorable clauses and ensure compliance with regulatory requirements.

Final thoughts:

Gaining leverage in negotiating contracts with commercial payers requires a strategic approach focused on demonstrating value, leveraging unique strengths and fostering collaborative relationships. Physician groups can benefit from robust data analytics, a strong reputation and a willingness to innovate and collaborate.

How R1 partners with your physician practice

R1 is a leading provider of revenue cycle and contract management solutions. Our experts work with physician practices in all 50 states and have experience serving 70+ physician specialties. Reach out to R1 today to discuss how we can help you tackle your tough payer management and contract negotiation challenges.

R1 Payer Contacting Capabilities

• Assessment
• Contract management
• Strategic planning
• Contract negotiation

Author:  Brian Bellamy

Brian Bellamy is the vice president of payer contracting at R1. Brian and his team work with physician practices in 70+ specialties, managing payer relationships and securing secure optimal contract negotiation outcomes for R1’s partner clients.