Black Space vs. White Space - The New Revenue Cycle Battleground

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Event Date/Time: Sep 20, 2007 End Date/Time: Sep 20, 2007
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Black Space vs. White Space - The New Revenue Cycle Battleground
A Webinar & Audio Conference event with
David Hammer, FHFMA, CHFP, Vice President, Revenue Cycle Solutions, McKESSON Provider Technologies and
Bill Phillips, FACMC, CHC, Vice President & Chief Revenue Officer, Revenue Strategies, Inc.

Thursday, September 20, 2007 at 1PM Eastern (10 AM Pacific)
Many providers assume their out-of-network claims (their "black space") are being paid at billed charges-but they often aren't. By tracking their black space, providers can increase their revenue by 8 percent to 10 percent. As the healthcare insurance market migrated from fee-for-service to managed care in the 1980s and 1990s, a troubling development related to preferred provider organizations emerged-the "silent PPO." In the past 10 years, however, the silent PPO issue receded in importance, replaced by the provider industry's focus on under- and over- payments. And, as hospitals and physicians became more adept at countering payers' denial and underpayment strategies, the payer community adopted new tactics. Now, healthcare financial managers should heed a warning on the insurance industry's newest tactic-"white space" management- and its negative impact on revenue cycle results.
This fast-paced session will ensure that the attendees fully understand the critical importance of coping with payors' white space tactics; and provide them with the tools and strategies needed to protect their revenue and cash collections.

1. White Space Defined
2. How Do White Space Managers Work?
3. White Space Strategies
4. Case Study - Payer Tactics
5. Case Study - Provider Counter-Tactics
6. An Ounce of Prevention
a) Copy or digitally-image both sides of the health-plan card
b) Identify and track all out-of-network claims
c) Require all networks to be identified in the contract
d) Reject allegations of excessive UCR rates
e) Limit authorization to negotiate discounts
f) Establish out-of-network metrics
g) Limit administrative-services-only discounts
h) Consider outsourcing
7. Holding Your Ground


Participants will:
• Learn the background and tactics of silent PPOs
• Understand how to identify and counter payers' white-space management tactics
• Learn how to successfully protect revenue and cash


Delivery Models:
• Health Systems
• Hospitals
• Physician Practices
Topic Areas:
• Revenue Cycle
• Financial Management
• Technology / Info Management
• Payment / Reimbursement


David Hammer, FHFMA, CHFP
Vice President, Revenue Cycle Solutions, McKESSON Provider Technologies
Mr. Hammer is a Vice President in McKesson's Revenue Cycle Solutions group. In his more than 22 years of industry experience, Mr. Hammer has held a variety of positions with leading health systems, Big-4 consulting firms, I. T. vendors, and revenue cycle outsourcing companies.
Mr. Hammer received an MBA in Management and an MHS in Health Care Administration from the University of Florida in 1987. He also received a BBA in Accounting with a minor in Information Systems (Magna cum Laude) from the University of North Florida in 1985. Mr. Hammer is certified by HFMA as a Fellow (FHFMA) and as a Certified Healthcare Finance Professional (CHFP). He has been named an HFMA Distinguished Speaker for six consecutive years, and is a 2007 recipient of HFMA's Medal of Honor service award.
Mr. Hammer authored the July 2007 cover story in HFMA's healthcare financial management journal, entitled "The Next Generation of Revenue Cycle Management," as well as the July 2005 hfm cover story, entitled "Performance is Reality: Is Your Revenue Cycle Holding Up?" His article, "Customer Service Adapts to CDHC" appeared in the September 2006 issue of hfm, and "Black Space Versus White Space - The New Revenue Cycle Battleground" appeared in the January 2007 issue. His article "Data and Dollars: How CDHC is Driving the Convergence of Banking and Health Care" was published in hfm's February 2007 issue. He also publishes regularly in McKesson Provider Technologies' Answers magazine.


Bill Phillips, FACMC, CHC
Vice President & Chief Revenue Officer, Revenue Strategies, Inc.
Bill Phillips is Vice President and Chief Revenue Officer at Revenue Strategies, Inc., in Fort Lauderdale, FL where he assists hospitals to improve revenue performance. He is also Adjunct Professor in Health Care Finance at The George Washington University's Graduate Program in Health Services Management.

With 25 years of hospital management and consulting, Bill has directed operations for a small acute care hospital and a large academic medical center. At KPMG, he served as Director in Charge of the "National Managed Care Practice".

A revenue cycle speaker, Bill is faculty for "CFO Boot Camp" and "High Performing Hospitals". Recent publications include "Villains in the Revenue cycle" (hfm) and "Curing Revenue Cycle Myopia" (AAHAM).

Get your questions answered! Session participants will have an opportunity to email questions in advance of the session or ask the speaker their questions during the "live" session.
• Individual Registration: $225. Covers a single phone line. Multiple persons may listen via speaker phone for the individual fee.
• Web Summit CD-ROM: $40 for attendees; $285 for non-attendees after the event
• Each individual receives a unique dial-in ID
• Corporate Group Pricing is available when registrations are desired for more than one phone line. Call 209.577.4888 for details
Two business days prior to the event, registrants will receive a copy of the dial-in instructions and a link to the speaker presentation. The dial-in instructions will include a unique dial-in ID Participant code that can only be used for a single phone line and not shared. Session participants will also have an opportunity to email speaker questions in advance of the live session.
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2. Call: Healthcare Web Summit office at: 209.577.4888
3. Fax: Print off registration form at: and fax to: 209.577.3557
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HealthCare Web Summit Events: Webinars and Audio Conferences
Healthcare Web Summit Events feature audio conferences and web seminars that let you get the information you need and do-it-all without having to leave your home or office, or having to adjust your schedule. Experience e-learning, gain market intelligence, identify solutions, interact with faculty, network and share experiences with attendees, gather data resources and more.