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Managed Care Strategy, Payer Contracting, and Reimbursement Trends

February 16, 2023 @ 8:30 am - 9:30 am

Hospital and payer relationships are more complicated than ever in light of the economic environment. Health systems must consider and adapt to payer-related strategies and industry trends in order to better position for the future. This presentation will discuss the commercial payer environment, the implications to health systems, and specific priorities for establishing a managed care and reimbursement strategy over the short, medium, and long term.

Presenters: Terri Welter and Charles Brown


Terri Welter is a partner and the head of ECG’s Managed Care Services Division. Terri has spent more than 20 years helping providers develop innovative payment approaches, negotiate contracts, devise reimbursement strategies, and ultimately improve revenues. She has provided strategic advisory services and led payer negotiations for dozens of health systems, for commercial, Medicare Advantage and Medicaid managed care. She has worked with health plans and their provider partners to structure funds flow models that align the incentives of payers, hospitals, physicians, and other services within the care delivery system. Terri has also led the development of numerous regional and statewide CINs across more than a dozen states, incuding those in the East, Midwest and West.

Charles Brown is a principal at ECG and has spent more than 30 years in healthcare management and consulting, and his clients benefit from his deep and varied background in managed care strategy, health plan contract negotiations, and value-based arrangements. Most of his career has been devoted to improving performance in managed healthcare environments. He has spoken about managed care contracting and strategies to local and national audiences and has been published in a variety of managed healthcare–related journals

As a member of ECG’s Managed Care Services Division, Charlie focuses on developing innovative agreements with performance- or value-based payment methodologies. Recently he has helped health systems create commercially oriented ACOs and has led successful ACO applications to the Medicare Shared Savings Program (MSSP). He focuses on strategic health plan contracting and the design of collaborative arrangements between healthcare payers, health systems, and medical groups.



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February 16, 2023
8:30 am - 9:30 am
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