As health insurers build patient-friendly web sites, they now want all the lab test data

For laboratories wanting to contract with managed care plans, it will soon be “all about the data.” In upcoming contract renewal talks, expect health insurers to have a keen interest in working specifically with those clinical laboratories and pathology groups which can interface and electronically provide lab test data.

Dark Daily is first to identify this important development. It creates an opportunity for local laboratories to contribute added value to payers in their region. There is a specific reason for this increased interest. Health insurers are building information-rich Web sites for their insured beneficiaries. It is now important for them to have laboratory test data that they can use to populate the digital health record of their beneficiaries.

New Managed Care Contracting Trends, Issues, and Opportunities for Clinical Labs and Pathology Groups

One laboratory executive closely tracking these developments is Michael Snyder, President, Laboratory Management Services, LLC, of Hauppauge, New York. His company provides a host of services involving clinical laboratories and managed care companies.

“The heightened interest by payers in having the laboratories in their provider networks feed them lab test data directly reflects a new competitive factor,” explained Snyder. “Nearly all health insurer are actively building patient-friendly web sites. One common feature to these beneficiary web sites is a digital personal health record (PHR). As most lab managers and pathologists know, the largest single source of clinical data in a patient health record consists of laboratory test results.

“Thus, for both national and regional health insurers to offer a useful PHR to their members, they need regular feeds of the patient lab test results from the laboratories in their provider networks,” he added. “These health insurers are using their web-based patient services as a point of differentiation when they compete for employers’ business.”

Another factor in upcoming contract renewal talks between laboratories and payers is pricing. Traditionally, payers always want to negotiate lower fees for laboratory testing. Snyder says that laboratories can negotiate much more favorable pricing if they use a strategy of offering specific services to the payers that add value to the payers. “Health insurers always have a cost-cutting knife out ready to pare down the costs of lab testing,” noted Snyder. “However, when the prepared laboratory, during contract negotiations, offers ways to help the payer with such factors as improving contract compliance, along with great patient and service for patients, it will be more successful at negotiating favorable pricing.”

Snyder will be providing up-to-the-minute recommendations and insights about managed care contracting for clinical laboratories during a special audio conference. “New Managed Care Contracting Trends, Issues, and Opportunities for Clinical Labs and Pathology Groups” will take place on Thursday, September 17, 2009 at 1 p.m. EDT; 12 p.m. CDT; 11 a.m. MDT; 10 a.m. PDT. For information and to register, visit

To give anatomic pathology laboratories and group practices insights on new issues in managed care contracting, Laura A. Chaney, CPA, Vice President of Operations for PSA, LLC, of Florence, South Carolina will also speak during this invaluable audio conference. Together, Snyder and Chaney will give audio conference participants a comprehensive understanding of key managed care contracting issues, along with recommendations on how to negotiate win-win terms with important payers in your region.

For anyone responsible for managed care contracting, this is a “must attend” session. You will learn the specific goals that managed care plans have for laboratory testing during their upcoming cycle of contract renewals. You’ll understand which negotiating strategies will position your laboratory to be a preferred, value added provider with the important health insurance plans in your community.

Join the experts! This is a valuable “twofer”, giving you unprecedented access to Michael Snyder’s expertise (clinical laboratory) and Laura Chaney’s savvy (anatomic pathology) for helping your lab achieve all its goals when negotiating with managed care companies. Take advantage of the interactive question-and-answer session to get personalized answers to your lab’s unique needs and interests. Reserve your participation in this highly valuable audio conference by registering today!


DATE: Thursday, September 17, 2009

TIME: 1 p.m. EDT; 12 p.m. CDT; 11 a.m. MDT; 10 a.m. PDT

PLACE: Your telephone or speakerphone

COST: $245 per dial-in site (unlimited attendance per site)

TO REGISTER: Click HERE or call 1-800-560-6363 toll-free