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The "Need to Know Therapy Contract Negotiations: Know Your Bottom Line!” course is a comprehensive review of physical therapy contract negotiations with third party payers.
March 19th, 2010
Oconomowoc Memorial Hospital
785 Summit Avenue
Oconomowoc, WI
Presented by Erik van Doorne,PT,DPT
Physical therapists in general are lacking basic practice management education and skills including contract negotiations and knowledge. This lack of education and knowledge in conjunction with not reading and/or understanding third party payer contracts is a “lethal” combination for private physical therapy practices.
Most third party payers are aware of the fact that physical therapists do not read their contracts, do not understand contract language and do not know what to look for in these important contracts. It is well know in the industry that most physical therapists will sign any contract that comes across their desk.
This course will:
- Discuss third party contracts,
- Review specific language to watch for
- Highlight the clauses you should never sign
- Indentify what is and is NOT negotiable
In a time of decreasing reimbursement signing the right contracts is key to the survival of private practices and maybe to the physical therapy profession in general.
Part II: A Contract Review and Negotiation Hands-On Workshop
Participants will be divided into groups and will be given specific contract language. This contract language was collected from real outpatient physical therapy contracts from different states around the country. All groups will be asked to read the language, determine if the language is reasonable and if they are willing to sign contracts with this specific language and if not what would be their suggestions for acceptable language to be incorporated into the contract. This exercises will make physical therapists become familiar with real contract language, will make physical therapists think about the pro's and con's of specific contract language and about alternative suggestions of language during contract negotiations. Ultimately the goal is for all physical therapists to stop signing contracts below cost and to stop selling our important product at a price that does not appropriately reflects it value.
Upon completion of this course you will be able to
- Understand the essential elements of outpatient physical therapy contract analysis and contract negotiation
- Identify what is negotiable in a PT contact and what is not
- Describe 12 questions to ask before signing a physical therapy contract
- Understand the implications of signing below cost contracts to their practice and to the PT profession
- Explain how and when to say NO to a physical therapy contract
- Identify deal breakers in contract language
Attendees will receive a certificate for 7 contact hours for this course. These contact hours are Class I as defined by the Wisconsin Department of Regulation and Licensing.
 Dr. Erik van Doorne, PT, DPT graduated from the Hanzehogeschool in the Netherlands with a Bachelors of Science in Physiotherapy and received a Doctorate of Physical Therapy with distinction from Simmons College in Boston.
Erik is the Senior Director of Payment Policy and Advocacy at the American Physical Therapy Association (APTA). He is a past delegate to the RUC/HCPAC at the AMA representing the APTA. Erik has been a member and a consultant to the APTA Advisory Panel on Reimbursement Policy and Planning and has a decade of experience in negotiating with insurance companies.
He has been able to secure deals which lead to millions of extra money for physical therapy. In his role as consultant Erik has helped chapters, companies and private practices with education and actual negotiations with third party payers. Erik has worked in three different countries with three different healthcare systems which gives him a unique perspective on receiving payment for physical therapy services
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