Managed Care Contracting Strategies in an Era of Value-Based Payment

November 6, 2023 to November 8, 2023

Many health centers mistakenly believe that they lack leverage to negotiate fair provisions in contracts with managed care organizations (health plan/health maintenance organizations), overlooking legal protections available under state and federal law. Furthermore, many health centers are very well- positioned to participate in value-based payment arrangements, either individually or in combination with other providers as part of IPAs, CINs, and ACOs.

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; and
  • Negotiating strategies and tips.

Payment Methodologies, Legal Protections, and Joint Contracting Session Topics Will Address:

  • Payment methodologies from fee-for-service to value-based payment;
  • FQHC payment protections applicable to Medicare and Medicaid patients; and
  • Participating in provider networks such as IPAs, CINs, and ACOs.

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: 
11/06/2023 - 11:00am EST
Event ends: 
11/08/2023 - 4:00pm EST


FTLF Virtual Classroom
Monday, November 6 - Wednesday, November 8, 2023
*Agenda times are all ET*


Day 1

Monday, November 6, 2023
11:00 am ET - 4:00 pm ET
11:00 am - 11:15 am
Welcome and Overview
11:15 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
Value-Based Payment Arrangements
2:00 pm - 2:30 pm
2:30 pm - 3:45 pm
PPS as a Value-Based Payment
3:45 pm - 4:00 pm
Wrap-Up and Q&A

Day 2

Tuesday, November 7, 2023
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 MCO Contract Terms and Legal Protections
2:00 pm - 2:30 pm 
2:30 pm - 3:15 pm
Key MCO Contract Terms and Legal Protections (Continued)
3:15 pm - 4:00 pm
Small Group Exercise: Contract Review

Day 3

Wednesday, November 8, 2023
11:00 am ET - 4:00 pm ET
11:00 am - 11:15 am
Day 2 Recap & Quiz
11:15 pm - 12:30 pm
Provider Networks (IPAs, CINs, and ACOs)
12:30 pm - 12:45 pm
12:45 pm - 2:00 pm
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
Small Group Exercises: 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 Falcone

Adam Falcone is a Partner in the firm's  health care 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]

Kathy Ghiladi

Kathy Ghiladi is a Partner in the firm's health care practice group. Her practice focuses on government-sponsored health care programs such as Medicaid, CHIP, Medicare, and the Affordable Care Act, with an emphasis on payment/reimbursement and compliance related issues. Kathy also represents clients in government investigations and audits, litigation before federal and state courts, as well as in administrative appeals with the U.S. Department of Health and Human Services Departmental Appeals Board (DAB) and Provider Reimbursement Review Board (PRRB). She provides reimbursement counseling (including identification, reporting, and repayment of overpayments) with respect to Medicare, Medicaid, and private third-party payors.  [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.


This training will not be recorded for later viewing, as we would like attendees to be comfortable and candid, sharing their experiences and asking scenario-based questions. The discourse between the attorneys and participants is a valued part of each training.

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:

  • 45 or more days prior to the event, requests for a full refund or a transfer, minus a $75 administrative fee, will be granted.
  • Between 15 to 44 days prior to the event, requests for cancellations will be granted, subject to an administrative fee equal to 50% of the paid registration fee. Requests for transfers may be granted, space permitting and subject to a transfer fee.
  • Within 14 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.

Cancellation of a registration with group pricing may result in the discount being revoked or reduced for the entire group.

If there are extenuating circumstances regarding your cancellation, please reach out to the FTLF Training Team directly at

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