In this episode of the BackTable Podcast, host Dr. Ally Baheti interviews Dr. Deepak Sudheendra and Laurie Bouzarelos about the complexities of navigating insurance for procedures performed in vascular and interventional radiology outpatient-based labs (OBLs).

Dr. Sudheendra is an interventional radiologist at 360 Vascular Solutions in Dublin, Ohio and Laurie Bouzarelos is the founder and owner of Provider Solutions, a small business which focuses on coaching private practice and business-owning physicians on payor contracting.

The conversation illuminates common challenges faced by physicians when negotiating insurance contracts, and it emphasizes the lack of awareness among insurance companies about the roles of IRs and the significance of OBLs. Laurie Bouzarelos shares her expertise on insurance contracting, highlighting the importance of education, strategy, and patient-focused care in achieving favorable contract terms. The episode delves into tactics for contract negotiation, leveraging data for better rates, and the critical role of in-house billing for financial transparency and control. Dr. Sudheendra shares his personal journey and the tenacity required to educate insurance providers about IR and OBLs. He underscores the broader need for healthcare professionals to advocate vigorously for their both patient care standards and their financial interests. The episode also includes practical insights for setting up a fee schedule, understanding market dynamics, and the potential pitfalls in standard contracts.

---

CHECK OUT OUR SPONSORS

Varian, a Siemens Healthineers company

https://www.siemens-healthineers.com/

Reflow Medical

https://www.reflowmedical.com/

---

SHOW NOTES

00:00 - Introduction

03:14 - Journey of Insurance Contracting: From Confusion to Clarity

10:08 - Art of Negotiation: Laurie’s Unique Coaching Model

19:53 - Leveraging Data for Effective Insurance Negotiations

25:17 - Power of Negotiation: Changing the Game in Insurance Contracting

28:09 - Exploring the Challenges of Physician Negotiations with Insurance Companies

31:54 - Power of Personal Advocacy and Site Visits in Negotiations

36:45 - Navigating Contract Renegotiations and Understanding Fee Schedules

40:56 - Importance of In-House Billing and Vigilant Fee Management

52:16 - Final Advice: The Importance of Negotiation and Understanding Your Business

---

RESOURCES

Provider Solutions (Laurie Bouzarelos’ company):

https://www.providersolutionsconsulting.com/about