Most physicians are unprepared to negotiate their contracts. Physicians generally do not. They lack the facts they need to make their points. They lack a negotiating strategy. They lack the patience, skills or experience they need.
Preparation is critical.
Before you go up against any MCO, you must have the facts you need. You must also have a plan for how you will approach negotiations. Generate or gather all the information you can about your practice. Specifically, you need to know your cost per case or procedure, patient volumes, referral sources, outcomes data, volume of surgical complications or redo's and patient satisfaction. Compare your practice with industry benchmarks where possible.