The Preferred Provider's Handbook

First published in 1994. A revolution has been taking place in behavioral health financing, and only those practitioners who know how to successfully market themselves to managed care organizations are likely to maintain their hold in this rapidly changing system. Realistic, clear, insightful and highly practical, The Preferred Provider's Handbook will help therapists to understand the managed care marketplace and to develop the strategies necessary to meet its many challenges. You will learn how to: Get accepted on preferred provider lists of managed care organizations (M.C.O.s); Generate patient referrals once you are accepted onto a panel of preferred providers; Retain active referral status over the long term; Zero in on the higher quality networks that produce higher income and have minimal legal risk; Break into closed provider lists-one of the most difficult but important tasks. The Handbook clearly sets forth the basics of managed care with the aim of helping psycho­ therapists gain an understanding and acceptance of this new system. The volume addresses strategic marketing, whereby therapists can select and pursue those managed care organizations best suited to their needs; provides tools for designing and implementing a marketing plan; and gives a framework for understanding and making profitable use of future trends-in a profes­ sional and ethical manner. Of particular value is a chapter discussing marketing implications for behavioral health arising from the Clinton administration's new "managed competition" plans. Armed with specific information on how to fill out an M.C.O. application, how to analyze a contract, which specialties are most desirable and which should be avoided, how to network, and much, much more, you will be well on your way to professional success. This is an essential resource for all practitioners in the managed care marketplace.

Authored by Poynter, William L.

Chapter 1 Coming to Terms with Managed Care; Chapter 2 The First Marketing Challenge: Finding Open Managed Care Panels; Chapter 3 Breaking into Closed Provider Lists; Chapter 4 The Second Marketing Challenge: Referral Development; Chapter 5 The Third Marketing Challenge: Retention on the Active Panel; Chapter 6 Strategic Positioning: Targeting Your M.C.O. Partners; Chapter 7 Future Marketing: Near-Term Repositioning; Chapter 8 The Impact of the American Health Security Act; Chapter 9 Ego-Syntonic Marketing; Chapter 10 Designing an M.C.O.-Targeted Marketing Plan;