August 2018

From Contracting to Collaboration

How to build collaborative muscle and become a trusted risk-sharing partner.

The traditional payer-provider negotiation is often a net-zero-sum game where each approaches the relationship with the mindset that for their team to win, the other must lose. The industry is accelerating the transition from the myriad of discounted fee-for-service models to truly shared financial accountability over a patient population. In our experience, whether these new discussions among payers and providers lead to improved patient outcomes and financial viability (savings or loss) depends on their ability to shift focus away from traditional, siloed contract negotiation and toward forging newly collaborative relationships.