You’re navigating the dynamic world of negotiation in your physical therapy practice, where every conversation can shape the future of your business. This month, we’re delving into essential negotiation strategies that can help you enhance your operations and foster better partnerships. Discover how to effectively negotiate direct-to-employer contracts for healthcare services, engage with insurance payers to secure favorable terms, craft compelling employee incentive packages, and approach staff exits with professionalism and clarity. Equip yourself with the tools to turn negotiations into opportunities that drive success and sustainability for your practice.

Events this Month!

Beyond the Treatment Table! August 28 | 1–2 p.m. Eastern | 10–11 a.m. Pacific

Join us for an honest and practical conversation on managing tough staff transitions, featuring Mathu N. Hanson, PT, DPT. Inspired by his Impact article, “Bye Bye Birdie: Negotiating a Staff Member Exit,” this session will focus on how to approach employee exits with professionalism, empathy, and legal clarity. Whether you're facing a necessary termination or preparing for a challenging team conversation, you'll walk away with tools to handle it thoughtfully and confidently. Don't miss this chance to learn how to “fire” well — for your team, your culture, and your peace of mind.

This event is open to everyone, so sign up today and invite a friend!

Register Here

Have a question you'd like covered during the Beyond the Treatment Table on Negotiation? We are eager to address your concerns and make this live event valuable. Use the form below to submit any questions on payment you'd like covered during the session.  

Submit your questions here

 

Live Webinars!

The Real Estate Game Plan for Growing Your PT Practice! August 21 | 7–8 p.m. Eastern / 4–5 p.m. Pacific

Presented by Ken Jorgenson, National Director at CARR

In today’s economy, maximizing profitability is crucial to staying in business. In addition to increasing production, managing overhead is vital. Real estate is typically one of the three highest expenses for most medical practices. Dozens of factors determine the outcome in every purchase or lease negotiation. A properly or poorly negotiated transaction can impact practice by tens to hundreds of thousands of dollars over a ten-year period. With this much at stake, maximizing every commercial real estate opportunity through essential strategies is paramount.

Register today!

Direct-to-Employer Review Session! August 12 | 1–2:30 p.m. ET / 10–11:30 a.m. Pacific

Wrap up your D2E training with a live session designed to bring it all together. If you’ve completed the Direct-to-Employer Services Designation Program, don’t miss the live Review Session with program presenters for a dynamic recap, real-world Q&A, and practical guidance to help you move forward with confidence in employer outreach.

The session will automatically appear in your Learning Center dashboard once all modules and evaluations are complete.

Haven’t completed the program yet? There’s still time! Register today to access the full series and join us live to get your questions answered by the experts.

Finish the program. Unlock the session. Apply what you’ve learned.

On Demand Learning

Now Available: Module 5, Part 1 — Strategic Contracting Series! Negotiation in Action: From Making the Ask to Walking Away

Part of the Contracting for Smart PTs series, this two-part module explores the full arc of payer negotiation—from making a compelling case to knowing when and how to walk away.

Part 1: “Negotiation Nuts & Bolts” is now live!

Learn how to approach payer conversations with clarity and confidence. This session covers:

  • Framing the ask

  • Leveraging network adequacy

  • Using cost-per-visit data and patient access metrics

Watch today! 

COMING SOON Part 2: “How to Confidently Walk Away – Going Out of Network” will focus on how to exit payer contracts strategically, featuring real-world PT examples.

About the Series:

The Strategic Contracting Series is a seven-part, on-demand learning experience designed to help private practice PTs evaluate and negotiate payer contracts with confidence. The full series is free to APTA Private Practice and AOPT members.

Register today to access Part 1 of Module 5—and stay tuned for Part 2!

 

Direct-to-Employer Services Designation Program

Grow your practice through employer partnerships.

This flexible, on-demand program helps physical therapists build and deliver high-impact Direct-to-Employer (D2E) services that reduce injuries, improve productivity, and lower healthcare costs. Open to all PTs, with a special discount for APTA Private Practice members.

What You’ll Get:

  • Up to 5.0 contact hours/CEUs

  • Listing in the Designated Providers Directory

  • A customizable Leave-Behind Flyer, co-branded with APTA Private Practice—perfect for employer meetings

What You’ll Learn:

The three-module series covers:

  1. Building and pricing your D2E services

  2. Communicating your value and securing contracts

  3. Navigating legal essentials like HIPAA, OSHA, and employment law

Complete all three modules and evaluations to unlock access to the exclusive live review session on August 12!

Register today