Contract Negotiation Made Easy: Compare Rates Internally & Externally for the Win! - 2025 Fall Conference - HBMA Store

Contract Negotiation Made Easy: Compare Rates Internally & Externally for the Win! Presented by Andrew Harding

As presented at HBMA's 2025 Fall Conference October 6th-8th, 2025.

In this presentation, revenue cycle management companies will identify how they can prepare their customers for payer contract negotiation through data analysis and comparison. Compare current rates against proposed changes for your customers internally; and turn your analysis external by comparing any of your customers’ rates against anyone contracted rates in the country. Analyze which payers need more of your customers’ attention and combat unfavorable contracts. Bring exponentially enhanced value to your customers without adding time to your workload.

Learning Objectives
Course participants will be able to:

• Identify the difference between — and analyze the impact of — contract revenue versus net revenue for customers.
• Model comparisons of current contracts and their proposed changes.
• Manage how customers’ payer rates stand up against competitor reimbursement.
• Explain how customers can combat unfavorable contracts.
• Implement lasting contract negotiation advice to more effectively offer suggestions for customers.