Managing the Managed Care Opportunity

Understanding how to negotiate Medicare and Medicaid managed care contracts.

Medicare and Medicaid managed care represent a sizable and growing business to HME businesses, but do those HME providers know to negotiate managed care contracts? This webinar will show you how.

As we all know, DME/HME suppliers regularly serve the elderly (Medicare) and those on the lower end of the socio-economic scale (Medicaid), and it’s clear that both the Medicare and Medicaid programs are gravitating towards “managed care.” Approximately 35 percent of Medicare beneficiaries are signed up with Medicare Advantage Plans, while roughly 70 percent of Medicaid beneficiaries are signed up with Medicaid Managed Care Plans. Moreover, these percentages are increasing.

However, many providers don’t understand the critical points of negotiating contracts with those plans, and that’s a concern, given the increased uptake in managed care plans by patients and the fact that providers must be careful in these negotiations. Not only must the contract provide sufficient reimbursement to the provider, but the agreement will likely have some “trap” provisions that can harm the provider.

Bottom line: in today’s healthcare market, HME providers must be experts at negotiating managed care contracts, and this webinar will show you how.

This program will discuss:

  • The most important provisions contained in managed care contracts.
  • How the provider can negotiate with plans.
  • The provisions that are often non-negotiable.
  • The provisions that are open to negotiation.

Register Today!

Available on-demand for a limited time!
Duration: 1 hour
Registration: $99 for access to the live event, plus an on-demand version of the event for three additional months

Webcast Access
All registrants will have access to the on-demand version of this webcast, which will be available until December 5, 2019.


HMEB University

Duration: 1 hour

Only $99 for access to the on-demand version of this event, available until December 5, 2019.

Register Today!

Jeffrey S. Baird, Esq.About Our Speaker
Jeffrey S. Baird, Esq., is chairman of the Health Care Group at law firm Brown & Fortunato, P.C. (Amarillo, Texas. Baird represents HME companies, pharmacies and other health care providers throughout the United States. He works closely with governmental agencies, and has authored numerous articles and is a frequent lecturer throughout the country. Additionally, Baird serves on the HME Business Editorial Advisory Board, the Medtrade Education Advisory Board, the AAHomecare Regulatory Council, and the AAHomecare Audit Task Force. He earned a B.B.A. from the University of Iowa and received his law degree from the University of Tulsa College of Law. Baird is Board Certified in Health Law by the Texas Board of Legal Specialization.