Health Plan Business Development For The Entrepreneurial Provider Organization—Step-By-Step

One of the most frequent requests our team receives is to help provider organization management teams get new (and preferred) contracts with health plans and accountable care organizations (ACO). The reasons are obvious-more Americans receive their health care through health plan and ACOs than ever before (see Navigating The Changing Relationships Between Health Plans & Provider Organizations). The challenge? There are 4,000+ health plans and ACOs-all with different populations, needs, rules, and issues. And, depending on your geographic service area, your organization may need contracts with several of them.

So how to tackle this complex marketing challenge . . .