Context:
An academic health system needed to complete multiple large, complex negotiations with market leading health plans in quick succession. In addition, the organization recently experienced turnover of several important managed care leaders. The organization’s leadership requested support in leading several critical negotiations.
Approach:
Partnering with the organization’s executive leadership and managed care team, Ridgeline developed a comprehensive understanding of the organization's market position and market positions of select health plans to inform our negotiation strategy. We also obtained input from relevant organizational stakeholders to understand desired outcomes for the negotiation. Based on this fact base, Ridgeline developed tailored negotiation strategies for each health plan and strategically timed negotiations to support the organization’s enterprise goals. Ridgeline successfully led and completed multiple major negotiations.
Results:
Ridgeline successfully completed all requested negotiations on schedule and achieved favorable outcomes for the organization. The negotiations achieved high single digit rate increases which were well above prevailing rate trends and added key contract terms strategically important to the organization. In addition, contracts were executed with varying lengths of time so the organization could appropriately sequence contract negotiations to optimize negotiating strategy moving forward.