As Pay for Performance emerges as a major strategy for Medicare and Medicaid many private payors are beginning to see and understand the variation in practice patterns, costs and outcomes. While some of these variations are regional many employers are amazed at the variation that is occurring between physicians and hospitals in the same town. This has provoked more questions about price transparency and quality. We believe that many hospitals and physicians need to see this reality as an opportunity to directly contract with employers and bypass some of the third party multiple rules and outcomes guidelines in favor of developing their own guidelines as part of an ongoing commitment to employers and consumers. We will address the elements to conduct a feasibility study and a checklist of questions to get started to explore this opportunity.

The market opportunities for provider/employer collaboration have once again shifted to reveal a new revenue stream and a new way to build service and brand loyalty between buyers and sellers of health care. Driving this new confluence of interest are 3 large forces. First is the need and desire for providers to differentiate themselves in a managed care market where everyone is in the same network. To be less reliant on insures is the ultimate benefit. The second driving force is pay for performance. P4P has many employers enthused to finally get at the root cause of rising claims costs. The more performance information being published by private and public sector organizations the more employers see the discreet differences between outcome and cost .As these differences are further analyzed employers begin to identify top performers versus marginal and in some cases substandard performers. This intrigues many employers, health plans and Medicare who initiated there P4P demo projects 5 years ago in hopes of being able to match the right consumer to the most capable provider. Finally, the advent of CDHP high deductible plans has slowed premium increases for many employers but the consumers/employees bear up under an increasing burden of financial responsibility that can only be alleviated through more precise data on providers who follow best practices in their area. Faced with a decision of choosing value over convenience consumers are looking to their employers and providers for reliable data on cost and quality.

The quick pay discount between payers and providers of the 1980s will give way to the next level of performance based contracting.

These and other questions will be discussed:

• Can your institution measure up and secure a preferred relationship with an employer?
• Can you have a physician IPA or network that creates an income stream by producing and marketing quality data?
• Can you as a health system take advantage of the CDHP movement and market your quality and value directly to these consumers who are making daily decisions for primary care and in some case chronic care for themselves and their families?

Our panelists include a hospital VP who has been directly contracting with employers for 5 years, a Health system executive and former president of several provider sponsored HMOs and a Management consultant specializing in building these relationships through performance data. Questions our panel will be prepared to discuss:

• How would you approach employers?
• How do I determine feasibility?
• What is the most difficult thing to overcome in preparing for direct contracting?
• How do CDHP plans work?
• Are there opportunities with CDHP and higher patient cost sharing to more closely align with employers?
• What is the best way to negotiate with an employer who has a CDHP PLAN?
• What kind of data are they looking for?
• Where can I get this data?
• How will improving care make me more money as a hospital or physician?
• What is the status of the quality movement?
• Are employers really interested in this?
• Are employees really interested in direct contracting?

Please join us for our webinar!

Get your questions answered! Session participants will have an opportunity to email questions in advance of the session or ask the speaker their questions during the "live" session.

• Individual Registration: $195. Covers a single phone line. Multiple persons may listen via speaker phone for the individual fee.
• Web Summit CD-ROM: $20 for attendees (includes session presentation and live audio conference recording)
• Web Summit CD-ROM: $225 for non-attendees after the event (includes session presentation and live audio conference recording)
• Each individual receives a unique dial-in ID
• Corporate Group Pricing is available when registrations are desired for more than one phone line. Call 209.577.4888 for details.

Two business days prior to the event, registrants will receive a copy of the dial-in instructions and a link to the speaker presentation. The dial-in instructions will include a unique dial-in ID Participant code that can only be used for a single phone line and not shared. Session participants will also have an opportunity to email speaker questions in advance of the live session.

1. Online: https://www.managedcarestore.com/summit.htm
2. Call: Healthcare Web Summit office at: 209.577.4888
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Healthcare Web Summit Events feature audio conferences and web seminars that let you get the information you need and do-it-all without having to leave your home or office, or having to adjust your schedule. Experience e-learning, gain market intelligence, identify solutions, interact with faculty, network and share experiences with attendees, gather data resources and more. http://www.healthwebsummit.com