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Contracting: Tailor your message


Q. How do I convey a compelling value proposition to payers?

A. There are five critical questions to answer when creating a compelling value proposition to payers.

Contracting: Know your strategy


Q. What questions do I need to answer before contracting?

Contracting: Understand contract terms


Q. What do I need to know when it comes to my managed care contracts?  

Contracting: Consider three key questions


Q. What should I consider before renegotiating payer contracts?

People news: Leadership changes at VGM


WATERLOO, Iowa – VGM & Associates has announced that Scott Owen will transition from vice president of sales to vice president of contracting. In his new role, Owen, who has been with VGM for three years, will have oversight of the vendor contract division.

Legal landscape: M&A, managed care top hot spots


YARMOUTH, Maine – With increased complexity in the HME industry, comes increased legal ground to cover, say healthcare attorneys, particularly in the areas of mergers and acquisitions, and managed care.

Home infusion providers make gains


MedTrakRx, a pharmacy benefit manager, has selected ARJ Infusion Services, a specialty pharmacy, to provide home infusion therapies to patients with complex, rare and chronic conditions.

Contracting: Set your chargemaster

Q. How can I not get bitten in my payer agreements?

A. One of the most common and often misunderstood potential hazards in payer contracts is the “lesser of billed charges” language found in almost all contracts.

Contracting: Beware these contract pitfalls

Q. What are some red flags in payer contracts?

A. In addition to contracted rates, there are key items often found in payer contracts that can significantly affect and often reduce reimbursements. Here are a few to look for:

Contracting: Offer best value proposition

Q. How can I get contracted into closed and narrow networks?

A. It is often challenging for HME companies to get contracted with payers. Payers often close their networks to new provider applications once they reach a certain number of HME companies.