{"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":"2026-06-25T10:37:33","modified_gmt":"2026-06-25T13:37:33","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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Estrutura da \u00c1rea Comercial<\/b><\/p>

  • Desafio das Negocia\u00e7\u00f5es Comerciais<\/li>
  • Informa\u00e7\u00f5es para Direcionar uma Estrat\u00e9gia de Negocia\u00e7\u00e3o<\/li>
  • Perfil do Negociador da Cl\u00ednica<\/li>
  • Crit\u00e9rios para Condu\u00e7\u00e3o de uma Negocia\u00e7\u00e3o<\/li>
  • Fluxo da Formaliza\u00e7\u00e3o Contratual com Operadoras<\/li><\/ul>

    Legisla\u00e7\u00e3o do Seguimento<\/b><\/p>

    • Tabelas de Procedimentos M\u00e9dicos na Sa\u00fade Suplementar<\/li>
    • Conhecendo as Regula\u00e7\u00f5es da ANS (RN 503, RN 512, RN 365)<\/li>
    • Principais Veda\u00e7\u00f5es e Exig\u00eancias<\/li>
    • CASE – Analisando Contratos de Algumas Fontes Pagadoras<\/li>
    • Levantando as N\u00e3o Conformidades dos Contratos da Cl\u00ednica<\/li><\/ul>

      Organiza\u00e7\u00e3o e Digitaliza\u00e7\u00e3o dos Contratos<\/b><\/p>

      • Organiza\u00e7\u00e3o das Informa\u00e7\u00f5es Comerciais<\/li>
      • Import\u00e2ncia do Servi\u00e7o de \u201cNuvem\u201d para Armazenamento de Dados<\/li>
      • Sugest\u00f5es de Estrutura\u00e7\u00e3o e Organiza\u00e7\u00e3o dos Documentos<\/li><\/ul>

        Informa\u00e7\u00f5es de Mercado <\/b>(ANS, IBGE, CNES)<\/b><\/p>

        • Vidas IBGE Versus ANS – Taxa de Cobertura<\/li>
        • Quantidade de Equipamentos (CNES) por Vida ANS<\/li>
        • Analisando a Evolu\u00e7\u00e3o de Vidas e Sinistralidade de Operadora<\/li>
        • Entendendo as Principais Informa\u00e7\u00f5es dos Concorrentes<\/li>
        • Analisando o Shopping de Pre\u00e7os do Concorrente<\/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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          Revis\u00e3o das Principais Negocia\u00e7\u00f5es <\/b><\/p>

          • Levantamento das Particularidades das Negocia\u00e7\u00f5es<\/li>
          • Entendimento de Proposta e Negocia\u00e7\u00e3o<\/li>
          • An\u00e1lise dos Itens de Negociados:<\/li>
          • Modalidades e Planos Credenciados<\/li>
          • Regras Praticadas: Escalonamento\/Doppler\/Angios\/Densitometria<\/li>
          • Analisando o Potencial da Operadora na Regi\u00e3o e o Share na Cl\u00ednica<\/li><\/ul>

            Planejamento Comercial <\/b><\/p>

            • Import\u00e2ncia da Pr\u00e1tica da Aplica\u00e7\u00e3o de Reajuste<\/li>
            • Analisando a Composi\u00e7\u00e3o do \u00cdndice de Pre\u00e7o M\u00e9dio da Operadora<\/li>
            • Defini\u00e7\u00e3o de Estrat\u00e9gias Comerciais<\/li>
            • Import\u00e2ncia da An\u00e1lise do Impacto Financeiro<\/li><\/ul>

              Suporte as Negocia\u00e7\u00f5es Comerciais<\/b><\/p>

              • Oportunidades de Negocia\u00e7\u00f5es:<\/li>
              • Materiais e Medicamentos<\/li>
              • Desconto Escalonado<\/li>
              • Regras de Cobran\u00e7as<\/li>
              • Estrat\u00e9gias de Negocia\u00e7\u00f5es para Novos Procedimentos<\/li><\/ul>

                Ferramenta de Prioriza\u00e7\u00e3o de Agendamento<\/b><\/p>

                • Entendimento da Ferramenta<\/li>
                • Import\u00e2ncia e Benef\u00edcios do Uso da Ferramenta<\/li>
                • Principais Regras de Exce\u00e7\u00e3o<\/li>
                • Monitoramento da Gest\u00e3o no Agendamento\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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                  PROFESSOR<\/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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                  VALORES DE INSCRI\u00c7\u00c3O <\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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                  Desconto n\u00e3o cumulativo<\/h4>\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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                  *Desconto de M\u00faltiplas Inscri\u00e7\u00f5es sob o valor da inscri\u00e7\u00e3o \u00fanica.
                  ** Desconto excepcional de 40% sob o valor da inscri\u00e7\u00e3o \u00fanica para 1 administrativo da cl\u00ednica para um m\u00e9dico inscrito 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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                  *Desconto de M\u00faltiplas Inscri\u00e7\u00f5es sob o valor da inscri\u00e7\u00e3o \u00fanica.
                  ** Desconto excepcional de 40% sob o valor da inscri\u00e7\u00e3o \u00fanica para 1 administrativo da cl\u00ednica para um m\u00e9dico inscrito 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<\/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.
                  \nAsk us how!<\/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":88,"href":"https:\/\/cursosonline.cbr.org.br\/en\/wp-json\/wp\/v2\/product\/30650\/revisions"}],"predecessor-version":[{"id":37443,"href":"https:\/\/cursosonline.cbr.org.br\/en\/wp-json\/wp\/v2\/product\/30650\/revisions\/37443"}],"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}]}}