2022-06-22 18:37:52 - 16

Learn how to negotiate effectively with healthcare providers and increase your profits

The Brazilian Association of Diagnostic Imaging Clinics (ABCDI) has vacancies open in Module 3 of its Clinic Management course, which has the theme “Learning to Negotiate Effectively With Health Operators”. It is an opportunity for managers to better understand the current scenario and devise strategies to obtain the best results in the midst of the search for operators to pay less and less for Radiology and Diagnostic Imaging exams.

The course will have face-to-face classes, on the 4th and 5th of August, at the headquarters of ABCDI, in São Paulo (SP), with two professors with extensive experience in the market and performance focused on the segment. Spaces are limited. ABCDI and CBR members have a discount.

The syllabus addresses the following topics: "Structure of the Commercial Area", "Following Legislation", "Organization and Digitization of Contracts", "Market Information (ANS, IBGE, CNES)", "Review of Main Negotiations", " Commercial Planning”, “Multiple Negotiation Strategies” and “Scheduling Prioritization Tool”.

“Due to Radiology and Diagnostic Imaging exams having higher values and greater frequency than other modalities, health operators have focused in the last 20 years on ways to pay less for these exams. To reverse this situation, we need to understand what these value reductions were and what negotiation strategy we should adopt for each situation, and this strategy may vary by subject and size of the paying source we are negotiating”, says ABCDI.

The professors on the course are: Carlos Moura, business administrator with an MBA in IT from USP, with an International Course in the Development of Human Talents from the University of Central Florida and economic advisor to the Brazilian College of Radiology and Image Diagnosis (CBR); and Rodolfo Siqueira, graduated in Business Administration with an emphasis on Information Technology, with more than 12 years of experience in the Brazilian supplementary health market.

quality and value

“ABCDI seeks to bring quality and value to the clinics, through the empowerment of owners and their administrators, either by approaching Cade (Administrative Council for Economic Defense), or for issues related to the CBR or Padi Quality Seals, or through management courses, to shed light on what is happening in the health market, how the health market currently behaves and what tools they have to survive this 'jungle', the constant changes”, says the director of ABCDI, Luís Ronan Souza.