Health Center Contracting Strategies

November 3, 2021 to November 5, 2021

Many health centers believe that they lack leverage to negotiate fair provisions in contracts with managed care organizations, overlooking legal protections available under state and federal law.  In light of those legal protections, many health centers are actually well- positioned to participate under value-based payment arrangements with MCOs, generating additional revenue for the health center.

This three-day intensive training on managed care contracting offers health center leadership an opportunity to gain insights and develop strategies for negotiating favorable managed care contracts.

Negotiation session topics will address:

  • Identifying and assessing potential leverage points;
  • Common contract terms and favorable provisions;
  • Negotiating strategies and tips; and
  • Participating in financially and clinically integrated networks.

Payment methodologies, legal protections, and risk areas session topics will address:

  • Payment methodologies from fee-for-service to value-based payment;
  • FQHC payment protections applicable to managed care programs;  and
  • False claims, patient incentives, cost-sharing waivers, and ACO safe harbors.

Target Audience

  • Health Center Executives and Leadership
  • Health Center Controlled Networks / ACOs / IPAs Executives and Leadership
  • Primary Care Association Executives and Leadership

Learning Objectives

After this training, you will be able to:

  • Negotiate favorable managed care contracts
  • Participate in value-based payment arrangements
  • Minimize legal risks under managed care
Course summary
Available credit: 
  • 11.50 Certificate of Attendance
Course opens: 
Course expires: 
Event starts: 
11/03/2021 - 11:00am EDT
Event ends: 
11/05/2021 - 4:00pm EDT


FTLF Virtual Classroom
Wednesday, November 3, 2021 - Friday, November 5, 2021
*Agenda times are all ET*


Day 1

Wednesday, November 3, 2021
11:00 am ET - 4:00 pm ET
11:00 am - 11:30 am
Welcome and Overview
11:30 am - 12:30 pm
P.E.N. (Prepare, Evaluate, Negotiate) Managed Care Contracting Strategies
12:30 pm - 12:45 pm
12:45 pm - 2:00 pm
FQHC Payment Rights and Obligations
2:00 pm - 2:30 pm
2:30 pm - 3:45 pm
Value-Based Payment Arrangements
3:45 pm - 4:00 pm
Wrap-Up and Q&A

Day 2

Thursday, November 4, 2021 
11:00 am ET - 4:00 pm ET
11:00 am - 11:15 am
Day 1 Recap & Quiz
11:15 am - 12:30 pm
FQHC Payment Protections in Managed Care
12:30 pm - 12:45 pm
12:45 pm - 2:00 pm
Key Terms and Legal Protections
2:00 pm - 2:30 pm 
2:30 pm - 3:15 pm
Key Terms and Legal Protections (Continued)
3:15 pm - 4:00 pm
Small Group Exercises

Day 3

Friday, November 5, 2021
11:00 am ET - 4:00 pm ET
11:00 am - 11:15 am
Day 2 Recap & Quiz
11:15 pm - 12:30 pm
Health Center Partnerships and Provider Networks
12:30 pm - 12:45 pm
12:45 pm - 2:00 pm
Health Center Partnerships and Provider Networks (Continued)
Joint Contracting Activities
2:00 pm - 2:30 pm 
2:30 pm - 3:00 pm
Joint Contracting Activities (Continued)
3:00 pm - 3:45 pm
Simulated Negotiation
3:45 pm - 4:00 pm
Wrap-Up and Discussion


This live, interactive training will take place in FTLF's Virtual Classroom, hosted by Zoom.  Should you have any technical questions or would like more information, please contact us at or 1-855-200-3822.


Adam J. Falcone is a Partner in FTLF’s national health law practice group, where he counsels a diverse spectrum of community-based organizations that render primary and behavioral healthcare services. Adam counsels clients on a wide range of health law issues, with a focus on fraud and abuse, reimbursement and payment, and antitrust and competition matters. [Full Bio]


A Partner in the firm’s health law practice group, Susannah focuses on health care litigation and regulatory counseling, with a focus on Medicaid and Medicare payment, financing, and compliance issues. She brings regulatory expertise to bear when advising clients and pursuing litigation on their behalf. Susannah has experience negotiating Medicaid waivers and managed care arrangements on behalf of providers, provider associations, and governmental entities. She represented a group of providers in reaching a settlement in major Medicaid litigation. [Full Bio]

Participants can earn up to 12.00 CPE credits in Specialized Knowledge and Applications upon completion of all course requirements.


  • Prerequisites: None 
  • Target Audience: Health Center Executives and Leadership, Health Center Controlled Networks / ACOs / IPAs Executives and Leadership, Primary Care Association Executives and Leadership
  • Advanced Preparation: None  
  • Program Level: All
  • Delivery Method: Group Internet Based

Feldesman Tucker Leifer Fidell LLP is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website (formerly

Available Credit

  • 11.50 Certificate of Attendance


Please login or register to take this course.

Group Discounts

Bring your team! Discounts are available for groups of three (3) or more individuals from the same organization. Please contact us to process your registration.

Groups of 3 - 6
Groups of 7 - 10
Groups of 11 - 15
Over 15 attendees
10% off 15% off20% offCall us!

Registration Instructions

Each registration must be in the name of the individual(s) who will attend. This allows FTLF to communicate important course information to the actual attendee(s), add training materials and handouts to the right account, and properly assign certificates of attendance or CPE credits. 

To register for this training:

  • For yourself: login to your account and register with your personal information
  • For someone else: login with the ATTENDEE’S login information or create an account for the ATTENDEE and register from the ATTENDEE's account
  • For a group: email to complete group registration

If you encounter problems or have questions Contact us.


We accept payment by PayPal, credit card, and check. Payment for any live training is due upon registration. If payment is not received in full prior to the start of the event, FTLF reserves the right to cancel your order and deny you entrance to the training.

Cancellation/Transfer Policy

All cancellation or transfer requests must be received in writing at Requests for refunds or transfers for in-person events will be granted according to the following schedule:

  • 30 or more days prior to the event, requests for a full refund or a transfer, minus a $75 administrative fee, will be granted.
  • Between 11 to 29 days prior to the event, requests for cancellations will be granted a 50% refund and requests for transfers will be granted, space permitting and subject to a transfer fee.
  • Within 10 days of the event start date, no requests for refunds or credits will be granted. At FTLF's discretion, late transfers may be granted, space permitting and subject to a transfer fee.

Required Hardware/Software

Google Chrome or Mozilla Firefox are the preferred browsers.