{"id":30650,"date":"2025-12-22T11:33:41","date_gmt":"2025-12-22T14:33:41","guid":{"rendered":"https:\/\/cursosonline.cbr.org.br\/?post_type=product&p=30650"},"modified":"2026-07-17T14:55:43","modified_gmt":"2026-07-17T17:55:43","slug":"gestao-de-clinicas-2026-modulo-3","status":"publish","type":"product","link":"https:\/\/cursosonline.cbr.org.br\/en\/curso\/gestao-de-clinicas-2026-modulo-3\/","title":{"rendered":"Clinic Management 2026 \u2013 Module 3 \u2013 Pre-Congress"},"content":{"rendered":"
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In-person - 30 spots per class - 8 hours of coursework<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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OBJECTIVE<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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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.<\/p>

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.<\/p>

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.<\/p>

In this module, we will teach you in a practical way how to negotiate effectively with health insurance providers and achieve better results.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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PROGRAM CONTENT<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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Commercial Area Structure<\/b><\/p>

  • The Challenge of Trade Negotiations<\/li>
  • Information to Guide a Negotiation Strategy<\/li>
  • Clinic Negotiator Profile<\/li>
  • Criteria for Conducting a Negotiation<\/li>
  • Contract Formalization Process with Operators<\/li><\/ul>

    Legislation of the Segment<\/b><\/p>

    • Tables of Medical Procedures in Supplementary Healthcare<\/li>
    • Understanding the ANS Regulations (RN 503, RN 512, RN 365)<\/li>
    • Main Seals and Requirements<\/li>
    • CASE STUDY \u2013 Analyzing Contracts from Several Paying Sources<\/li>
    • Identifying Non-Conformities in Clinic Contracts<\/li><\/ul>

      Organization and Digitization of Contracts<\/b><\/p>

      • Organization of Business Information<\/li>
      • Importance of Cloud Services for Data Storage<\/li>
      • Suggestions for Structuring and Organizing Documents<\/li><\/ul>

        Market Information <\/b>(ANS, IBGE, CNES)<\/b><\/p>

        • IBGE Lives Versus ANS \u2013 Coverage Rate<\/li>
        • Quantity of Equipment (CNES) per Life ANS<\/li>
        • Analyzing the Evolution of Life Insurance Coverage and Claims Ratio of an Operator<\/li>
        • Understanding Key Competitor Insights<\/li>
        • Analyzing the Competitor's Price Comparison<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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          Review of Key Negotiations <\/b><\/p>

          • Survey of the Specifics of Negotiations<\/li>
          • Understanding the Proposal and Negotiating<\/li>
          • Analysis of the Items Traded:<\/li>
          • Types and Plans Accepted<\/li>
          • Practices: Scaling\/Doppler\/Angios\/Densitometry<\/li>
          • Analyzing the Operator's Potential in the Region and Market Share in the Clinic<\/li><\/ul>

            Business Planning <\/b><\/p>

            • Importance of the Practice of Applying Adjustments<\/li>
            • Analyzing the Composition of the Operator's Average Price Index<\/li>
            • Defining Business Strategies<\/li>
            • Importance of Financial Impact Analysis<\/li><\/ul>

              Support for Commercial Negotiations<\/b><\/p>

              • Negotiation Opportunities:<\/li>
              • Materials and Medicines<\/li>
              • Tiered Discount<\/li>
              • Billing Rules<\/li>
              • Negotiation Strategies for New Procedures<\/li><\/ul>

                Scheduling Prioritization Tool<\/b><\/p>

                • Understanding the Tool<\/li>
                • Importance and Benefits of Using the Tool<\/li>
                • Main Exception Rules<\/li>
                • Management Monitoring in Scheduling\u00a0<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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                  TEACHER<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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                  Carlos Moura<\/span><\/h5>

                  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.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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                  REGISTRATION FEES<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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                  Discount not cumulative<\/h5>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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                  *Multiple registration discount applied to the single registration fee.
                  **Exceptional discount of 40% on the single registration fee**
                  for 1 administrative staff member of the clinic for a registered doctor R$ 596.40.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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                  *Multiple registration discount applied to the single registration fee.
                  **Exceptional discount of 40% on the single registration fee**
                  for 1 administrative position at the clinic for a registered doctor R$ 648.00.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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                  \n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>","protected":false},"excerpt":{"rendered":"

                  GENERAL INFORMATION
                  \n<\/strong><\/h4>\n

                  In-person event in Recife (Pre-CBR26)<\/span>
                  \n<\/strong><\/span>\u00a0<\/strong><\/h4>\n
                  Special condition for multiple registrations.
                  \nCheck it out below!
                  \n<\/strong><\/span><\/h5>","protected":false},"featured_media":35996,"template":"","meta":[],"product_brand":[],"product_cat":[37,73,17,30],"product_tag":[51,55,60],"class_list":{"0":"post-30650","1":"product","2":"type-product","3":"status-publish","4":"has-post-thumbnail","6":"product_cat-abcdi","7":"product_cat-gestaodeclinicas","8":"product_cat-cbr-clinicas","9":"product_cat-cursos","10":"product_tag-abcdi","11":"product_tag-cbr-clinicas","12":"product_tag-gestao","14":"first","15":"instock","16":"taxable","17":"shipping-taxable","18":"purchasable","19":"product-type-simple"},"_links":{"self":[{"href":"https:\/\/cursosonline.cbr.org.br\/en\/wp-json\/wp\/v2\/product\/30650","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/cursosonline.cbr.org.br\/en\/wp-json\/wp\/v2\/product"}],"about":[{"href":"https:\/\/cursosonline.cbr.org.br\/en\/wp-json\/wp\/v2\/types\/product"}],"version-history":[{"count":118,"href":"https:\/\/cursosonline.cbr.org.br\/en\/wp-json\/wp\/v2\/product\/30650\/revisions"}],"predecessor-version":[{"id":37605,"href":"https:\/\/cursosonline.cbr.org.br\/en\/wp-json\/wp\/v2\/product\/30650\/revisions\/37605"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/cursosonline.cbr.org.br\/en\/wp-json\/wp\/v2\/media\/35996"}],"wp:attachment":[{"href":"https:\/\/cursosonline.cbr.org.br\/en\/wp-json\/wp\/v2\/media?parent=30650"}],"wp:term":[{"taxonomy":"product_brand","embeddable":true,"href":"https:\/\/cursosonline.cbr.org.br\/en\/wp-json\/wp\/v2\/product_brand?post=30650"},{"taxonomy":"product_cat","embeddable":true,"href":"https:\/\/cursosonline.cbr.org.br\/en\/wp-json\/wp\/v2\/product_cat?post=30650"},{"taxonomy":"product_tag","embeddable":true,"href":"https:\/\/cursosonline.cbr.org.br\/en\/wp-json\/wp\/v2\/product_tag?post=30650"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}