Consider these steps rank-and-file physicians can take to see their interests well-represented in both hospital and faculty practice plan managed care issues.

1.  Understand the contracting process.

Understanding the managed care contracting process and the relationship between teaching hospital and practice plan at your institution is essential to knowing how you can influence negotiations.

2.  Seek guidance early for new programs and services.

Recognize that contracts may be negotiated a year in advance and span several years, so voice your interest and concerns to the committee negotiating your contracts early.

3.  Maintain records.

Make contracting committees aware of your clinical activities such as the mix of new and established patients and procedures, intensity of services, and no-show rates. Better yet, ask that your administrator consider this data for your entire practice group as a whole.

4.  Focus on performance and exposure.

Med Center physicians can help their own cause by publishing outcomes and presenting them nationally and locally to show cutting edge performance excellence.

5.  Be willing to compromise.

Know going in, hospitals and practice plans must compromise and speaking with a unified voice is nearly always beneficial than either acting individually.

6.  Document and report problems.

Monitor contracts after they are set and use what you learn in one contract to benefit you in another by documenting variances and differences.