How to Negotiate a Good Contract

November 20, 2009
Linda Stotsky, Principal Consultant, LSC Physician Business Growth Services

In today's competitive EMR "Market," there is always room for negotiation. Make sure that you negotiate a contract with your vendor that meets the specific needs of your practice.

In today’s competitive EMR "Market,” there is always room for negotiation. Make sure that you negotiate a contract with your vendor that meets the specific needs of your practice.

Although items seem straightforward, every area needs explanation. Be sure to ask about the level of support after the trainer leaves your office. How many calls will it take to reach technical support? Is there a "New Client Liason" or "Tier One" support that will be assigned to you for a pre-determined length of time during and after you "Go Live?"

Practices benefit greatly from the advice and council of an "EMR Specialist.” There is a lot to consider when purchasing an EMR, and, more importantly, after the purchase. Successful "Training" and "Implementation" require upfront negotiation while still in the selection and contracting phase. Do not be tempted to gloss over this once you have settled on feature and function. “EMR Speak” begins to all sound the same. Through partnering with a trained consultant, you can hasten the process and cut through the fat.

What happens after the ink is dry is paramount to a good decision. Many times practices go through personal horror stories that could have been prevented by negotiating a good contract. Training and Implementation make or break the willingness of clinicians and staff to adopt new technology.

Be cautious. Ask questions. Many times you dont know enough about the process to know which questions to ask. Retain a consultant who specializes in EMR to guide you through this maze. It is a small price to pay. Mistakes are costly. Negotiate well. This is a huge investment in the future of your practice.

Linda Stotsky, Principal Consultant

Telephone: 615.584.7866

E-mail: info@lscphysicianbusinessgrowthservices.comwww.lscphysicianbusinessgrowthservices.com