At the PDS User Group meeting last week, key highlights included new how-to guides as well as tips for contract negotiations.

Two new user guides were shared: “How to Use PDS for Contract Negotiations” and “How to Use PDS for Strategic Planning.” Each manual lists the essential questions for these areas, then shows which report(s) to run and how to interpret the data to get the information you need. Once the final editing has been completed, these manuals will be posted on the PDS website.

Also at the meeting, users offered a variety of ideas for system enhancements. These included enhanced outpatient reporting, additional LOS detail, additional reports on contracts with major medical groups, and trended reporting of inpatient cases and days. Please contact PDS with additional ideas for new features.

Darren Magness, who has successfully negotiated managed care contracts for organizations throughout Southern California, shared his experiences on contract negotiations and offered tips for working with payers, including:

• Start with data: You need data from multiple sources to understand your market position, build your strategy, and communicate your plan.
• Build a compelling story as to why the payer needs you: Know which physician groups primarily refer to your facility. Know which plans your local employer groups offer. Know your centers of excellence.
• Create a focused long-term strategy: Look for those areas where you have the greatest strengths, and target those for the biggest increases. Don’t expect to get everything you want in the first year; consider a multi-year approach.
• Share your strategy with the c-suite: Be sure that your negotiation strategy is in line with institutional goals. If the payer goes over your head to try to get what they want, be sure senior leadership is prepared to support your position.

PDS is now on LinkedIn. Join the LinkedIn PDS User Group today by searching for “PDS User Group” from your LinkedIn account.