AAHomecare Releases Payer Engagement Resources
A new addition to the association’s website aims to help HME suppliers inform payers about increased operational costs during their 2023 contract negotiations.
As HME vendors begin evaluating their 2023 contracts with payers, the American Association for Homecare has launched a Payer Engagement Resources webpage that aims to help vendors with their negotiations.
The association noted in a public statement that HME suppliers do not have to accept an “as is” contract from a payer, especially under current market conditions.
“With rising market index, inflation index and other challenges, this is a pivotal time to negotiate your individual contract as payers consider fee schedules for 2023” , the statement said. “Do your payers understand the value of your services to their patients/members? »
The Pay Engagement Resources page includes:
- A letter that vendors can send to many major commercial payers informing them of the challenges of providing EMRs in today’s market. The letter incorporates many facts relevant to the cost increases occurring in the marketplace.
- A letter to educate payers on the current enteral nutrition market environment in light of PHE, major recalls and supply chain challenges. There are many product-specific resources to help you with your conversations.
- White Paper on Negotiating Managed Care Contracts.
AAHomecare also offered some tips for negotiating with payers:
- HME suppliers should read contracts in their entirety or have them reviewed by legal counsel.
- Suppliers should have specific requirements and demands in mind when negotiating with payers, and they should have company-specific data to back them up.
- Tell a story that helps explain what a day in the life of your patients looks like when they are cared for by your company.
- Payers might find it helpful to segment your product offerings by category (i.e. respiratory, mobility, medical supplies, etc.) to target areas where your reimbursement might need to be processed.
- Depending on the payer’s level of HME expertise, the provider may need to explain the complexities and costs of running an HME business.
Additionally, Laura Williard and David Chandler of AAHomecare’s Payer Relations team will be presenting “Educating Payers on the Value of EMRs” at Medtrade East in Atlanta on October 24 from 3:30-4:30 p.m. EST.
David Kopf is publisher and editor of HME Business and DME Pharmacy magazines. Follow him on Twitter at @postacutenews.