R$2.016,00
GENERAL INFORMATION
*DISCOUNT NOT CUMULATIVE*
Value for Members Compliant
CBR/ABCDI, SOCEARA or SINDESSEC
R$ 1,885.00
Price for Non-Members
R$ 2,016.00
Special condition for multiple registrations.
Ask us how!
Location:
Auditorium of the Hospitals Union
Pereira Filgueiras Street 2020 – 10th floor
Aldeota neighborhood – Fortaleza – CE
30 Vagas disponíveis
Description
In-person - 30 spots per class - 16 hours of coursework
OBJECTIVE
Negotiation opportunities with health insurance companies go far beyond the mandatory annual adjustment stipulated by Law 13.003/14, regulated by RNs 363, 364 and 365.
Because radiology and diagnostic imaging exams are more expensive and more frequent than other types of exams, health insurance companies have focused over the last 20 years on ways to pay less for these exams.
To reverse this situation, we need to understand what these price reductions were and what negotiation strategy we should adopt for each situation, as this strategy may vary depending on the subject matter and the size of the paying source we are negotiating with.
In this module, we will teach you in a practical way how to negotiate effectively with health insurance providers and achieve better results.
PROGRAM CONTENT
Commercial Area Structure
- The Challenge of Trade Negotiations
- Information to Guide a Negotiation Strategy
- Clinic Negotiator Profile
- Criteria for Conducting a Negotiation
- Contract Formalization Process with Operators
Legislation of the Segment
- Tables of Medical Procedures in Supplementary Healthcare
- Understanding the ANS Regulations (RN 503, RN 512, RN 365)
- Main Seals and Requirements
- CASE STUDY – Analyzing Contracts from Several Paying Sources
- Identifying Non-Conformities in Clinic Contracts
Organization and Digitization of Contracts
- Organization of Business Information
- Importance of Cloud Services for Data Storage
- Suggestions for Structuring and Organizing Documents
Market Information (ANS, IBGE, CNES)
- IBGE Lives Versus ANS – Coverage Rate
- Quantity of Equipment (CNES) per Life ANS
- Analyzing the Evolution of Life Insurance Coverage and Claims Ratio of an Operator
- Understanding Key Competitor Insights
- Analyzing the Competitor's Price Comparison
Review of Key Negotiations
- Survey of the Specifics of Negotiations
- Understanding the Proposal and Negotiating
- Analysis of the Items Traded:
- Types and Plans Accepted
- Practices: Scaling/Doppler/Angios/Densitometry
- Analyzing the Operator's Potential in the Region and Market Share in the Clinic
Business Planning
- Importance of the Practice of Applying Adjustments
- Analyzing the Composition of the Operator's Average Price Index
- Defining Business Strategies
- Importance of Financial Impact Analysis
Support for Commercial Negotiations
- Negotiation Opportunities:
- Materials and Medicines
- Tiered Discount
- Billing Rules
- Negotiation Strategies for New Procedures
Scheduling Prioritization Tool
- Understanding the Tool
- Importance and Benefits of Using the Tool
- Main Exception Rules
- Management Monitoring in Scheduling
SPEAKERS
Carlos Moura
He is a Business Administrator with an MBA in IT from USP and an International Human Talent Development Course from the University of Central Florida. With extensive knowledge of the Brazilian diagnostic medicine market, he is an Economic Advisor to the Brazilian College of Radiology and Diagnostic Imaging (CBR), which he represents as a member of the Supplementary Health Information Standardization Committee (COPISS) and the Sector Quality Assessment Technical Committee (COTAQ). He is a partner in Moura Assessoria, a management consultancy in the field of diagnostic medicine. Over the last fifteen years, he has held executive positions in the administrative, commercial and financial areas in the diagnostic medicine segment, among others.
Rodolfo Siqueira
Graduated in Business Administration with emphasis in Information Technology, he has over 12 years of experience in the Brazilian supplementary health market. He held leadership positions in the areas of Market Intelligence, Controllership, Receivables, Commercial and Imaging Diagnostic Management at the fourth largest Diagnostic Medicine company in the world (DASA). He is currently the Manager of Management Consulting for Imaging Diagnostic Clinics, with automation projects, revenue increase and cost reduction, ensuring great results for clients and management training in the health segment.
REGISTRATION FEES
DISCOUNT NOT CUMULATIVE
Special Condition:
For every doctor registered in good standing, the clinic is entitled to register one administrative staff member with... 40% discount, the cost of this registration will be R$ 1,131.00
Special Condition:
For each non-member physician registered, the clinic is entitled to register one administrative staff member with... 40% discount, the cost of this registration will be R$ 1,209.60
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