How to Build a Stronger Payer Negotiation Strategy

Strong payer negotiations are not only about asking for higher rates. The best results come from understanding what matters to both sides and finding areas where their goals meet.

Tom Golias, SVP of Health Plan Relations at AMSURG, joins Charlene Wang to share lessons from his experience on both the payer and provider sides. They discuss how healthcare leaders can use data, quality, patient satisfaction, and value-based care to strengthen their position at the negotiating table.

They also cover why scale alone does not guarantee leverage, how regular payer communication can prevent costly problems, and what separates a true payer relationship from a simple contract exchange.

For healthcare executives leading finance, revenue cycle, managed care, or payer strategy, this conversation offers a practical look at building contracts that work for both sides.