Managed care contracting: a systematic approach.

Managed care is sweeping the health care industry and has produced some special challenges for providers. Success in contracting depends on preparation. In this article, the author defines managed care and outlines who should be involved in the contracting for these services. Special attention is given to how to develop the appropriate internal support. The author contends that a provider should not embrace all contracting offers and suggests criteria for selection of the best offers. Finally, the prevailing pricing schemes are reviewed and caveats given on their interpretation and use.