Consultants Corner: Doral Jacobsen on Navigating Payer Contracts

Welcome back to the MGMA Consultants Corner Podcast! In this episode, host Daniel Williams sits down with returning guest Doral Jacobsen, FACMPE, CEO of Prosper Beyond and an MGMA Consultant. Together, they discuss practical strategies for successful payer contracting, insights from the MGMA Leaders Conference, and the recovery efforts following unprecedented flooding in Asheville, North Carolina. This episode is packed with actionable tips and heartfelt reflections on how healthcare practices can navigate challenges and foster resilience.

Main Points Covered:

1. The Road to Successful Payer Contracting:
   • Highlights from Doral's MGMA Leaders Conference presentation on payer contracting, including strategies for readiness, optimization, and effective negotiation.
   • Insights on using transparency data and leveraging psychological techniques, such as humor, to ease negotiation tension.
   • Practical advice for practices feeling overwhelmed by the contracting process.
2. Humor and Human Connection in Negotiations:
   • How small, humanizing moments—like conversations about pets—can transform tense negotiation dynamics.
   • The importance of building relationships and infusing a touch of fun into professional interactions.
3. Consulting Best Practices:
   • What to look for in a healthcare consultant, including cultural alignment, references, and transparent communication.
   • Doral’s experience in payer negotiations and her approach to helping practices succeed.
4. Disaster Relief Efforts in Asheville, NC:
   • The impact of recent flooding on local communities and practices.
   • Stories of resilience, including community-driven initiatives and recovery strategies.
   • Tips for healthcare practices to prepare for and respond to disasters, including leveraging local resources and FEMA connections.
5. Key Takeaways for Healthcare Practices:
   • Building a long-term negotiation strategy that aligns with practice values.
   • Fostering community connections and flexibility during times of crisis.
   • Encouraging practices to learn from each other and share resources.

Resources:

• Prosper Beyond Website
• Disaster Relief Resources for Asheville, NC

Closing Note:
Thank you for tuning into the MGMA Consultants Corner Podcast! Stay updated on future episodes by subscribing on your favorite podcast platform. For more information and additional resources, visit MGMA.com.