The Podcast
Conversations on high-stakes payer-provider negotiations, breakthrough strategy, and the art of the deal in healthcare.
The $4.9 Trillion Table
COMPANION TO: Chapter 1 — The Negotiation Crisis in American Healthcare
The Pendulum Never Stops
COMPANION TO: Chapter 2 — The Evolution: From Chargemaster Wars to Value-Based Architecture
The Margin Paradox
COMPANION TO: Chapter 3 — The Two Economies: How Payers and Providers Make (and Lose) Money
The Invisible Table
COMPANION TO: Chapter 4 — The Negotiation Ecosystem: Every Player at the Table (and Behind It)
Before You Open the Spreadsheet
COMPANION TO: Chapter 5 — Breakthrough Mindset for Payer/Provider Negotiations
The Twelve Dimensions
COMPANION TO: Chapter 6 — Power Dynamics: Who Has Leverage and How to Shift It
Weighing Your No-Deal Options
COMPANION TO: Chapter 7 — BATNA, WATNA, and the Walk-Away Calculus
Beneath the Surface
COMPANION TO: Chapter 8 — Needs Analysis: What Each Side Actually Needs (vs. What They Demand)
The Rhythm of Yes
COMPANION TO: Chapter 9 — The N.I.F.T.Y. Sequence in Payer/Provider Context
How Money Flows
COMPANION TO: Chapter 10 — Reimbursement Methodologies: The Complete Guide
VBC Challenges
COMPANION TO: Chapter 11 — Value-Based Payment Models: The Full Spectrum
The Invisible Agreement
COMPANION TO: Chapter 12 — Risk and Protection Mechanisms: The Hidden Currency of VBC
The $12.8 Billion Scoreboard
COMPANION TO: Chapter 13 — Quality, Outcomes, and Performance Metrics: The Economic Levers Hiding in Plain Sight
The Rate That Doesn't Matter
COMPANION TO: Chapter 14 — Network Design, Access, and Steerage: The Invisible Hand That Determines What Your Rates Are Actually Worth
The $19.7 Billion Boilerplate
COMPANION TO: Chapter 15 — Operational, Administrative, and Legal Terms: The Boring Provisions That Determine Whether You Actually Get Paid
The Invisible Referee
COMPANION TO: Chapter 16 — Regulatory Constraints and Compliance Obligations
The Four Seasons
COMPANION TO: Chapter 17 — The Provider's Playbook: A Complete Guide to Winning at the Payer Contracting Table
The Moment of Truth
COMPANION TO: Chapter 18 — The Provider's Playbook: At the Table
The Data-Rich, Relationship-Poor Paradox
COMPANION TO: Chapter 19 — The Payer's Playbook: Preparation and Positioning
From the Other Chair
COMPANION TO: Chapter 20 — The Payer's Playbook: At the Table
The Billion Dollar Blind Spot
COMPANION TO: Chapter 21 — Creating Maximum Value: The Integrative Playbook for Both Sides
The Tactic-Proof Architect
COMPANION TO: Chapter 22 — Advanced Tactics, Gambits, and Counter-Moves
The Model Wins
COMPANION TO: Chapter 23 — Financial Modeling for Negotiations
The Information Asymmetry Game
COMPANION TO: Chapter 24 — Data as a Weapon and a Bridge