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

July 15, 2024 to July 17, 2024

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
  • 13.80 CPE
    FTLF 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.
Course opens: 
Course expires: 
Event starts: 
07/15/2024 - 11:00am EDT
Event ends: 
07/17/2024 - 4:00pm EDT


Virtual Classroom
Monday, July 15 - Wednesday, July 17, 2024
*Agenda times are all ET*


Day 1

Monday, July 15, 2024
11:00 a.m. ET - 4:00 p.m. ET
11:00 - 11:15 a.m.
Welcome and Overview
11:15 a.m. - 12:30 p.m.
P.E.N. (Prepare, Evaluate, Negotiate) Managed Care Contracting Strategies
12:30 - 12:45 p.m.
12:45 - 2:00 p.m.
Value-Based Payment Arrangements
2:00 - 2:30 p.m.
2:30 - 3:45 p.m.
PPS as a Value-Based Payment
3:45 - 4:00 p.m.
Wrap-Up and Q&A

Day 2

Tuesday, July 16, 2024
11:00 a.m. ET - 4:00 p.m. ET
11:00 - 11:15 a.m.
Day 1 Recap & Quiz
11:15 - 12:30 p.m.
FQHC Payment Protections in Managed Care
12:30 - 12:45 p.m.
12:45 - 2:00 p.m.
Key MCO Contract Terms and Legal Protections
2:00 - 2:30 p.m. 
2:30 - 3:15 p.m.
Key MCO Contract Terms and Legal Protections (Continued)
3:15 - 4:00 p.m.
Small Group Exercise: Contract Review

Day 3

Wednesday, July 17, 2024
11:00 a.m. ET - 4:00 p.m. ET
11:00 - 11:15 a.m.
Day 2 Recap & Quiz
11:15 - 12:30 p.m.
Provider Networks (IPAs, CINs, and ACOs)
12:30 - 12:45 p.m.
12:45 - 2:00 p.m.
Provider Networks (Continued)
Joint Contracting Activities
2:00 - 2:30 p.m.
2:30 - 3:00 p.m.
Joint Contracting Activities (Continued)
3:00 - 3:45 p.m.
Small Group Exercises: Simulated Negotiation
3:45 - 4:00 p.m.
Wrap-Up and Discussion

Feldesman Training Solutions Virtual Classroom

This live, interactive training will take place in the Feldesman Training Solutions 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

Adam Falcone is a Partner in the firm's national 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 care issues, with a focus on fraud and abuse, reimbursement and payment, and antitrust and competition matters. [Full Bio]

Kathy S. 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 13.8 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 Leifer 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
  • 13.80 CPE
    FTLF 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.


Please login or register to take this course.

Training is Not Recorded

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.

Registration Fees

Early Registration
(Through April 30)
Regular Registration
(May 1 and later)

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 us 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
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  • For a group: email to complete group registration

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