There is a hidden secret in managed care negotiations that many physician practices fail to utilize – involving your the patients and their employer(s) in the process. Once the people who were paying for and being covered by the insurance company hear your side of the story, they can and often will put pressure on the insurance company. So before or during a negotiation, send a letter to your patients and their employers explaining your plight and position with respect to their insurance carrier of choice. It just might help!
