This member-exclusive webinar — recorded on May 20, 2026 — is eligible for ACMPE and CEU credit.

As hospitals, health systems, and physician groups face mounting financial and regulatory pressure, understanding the intersection of negotiation strategy and Fair Market Value (FMV) is essential. This session demystifies FMV concepts and equips participants with practical tools to negotiate compensation and service agreements that remain compliant and competitive. Using real-world examples, benchmarking insights, and case scenarios drawn from MGMA consulting engagements, attendees will learn how to apply data effectively, identify value beyond pure wRVUs, and navigate the financial, operational, and legal considerations that shape high-stakes negotiations. Whether you are negotiating a medical directorship, PSA, or provider compensation redesign, this session will help you approach the table with clarity, confidence, and a grounded, evidence-based framework.

This 60-minute webinar will provide you with the knowledge to:

• Apply FMV principles to provider compensation, administrative agreements, and service arrangements
• Analyze how regulators and valuators assess commercial reasonableness, as well as benchmark data to inform negotiation strategy
• Implement practical negotiation techniques to develop sustainable, data-driven agreements that align organizational strategy, provider incentives, and financial stewardship

Delivery method: Internet Live Course | Group Internet Based
Learning level: Intermediate - Education that builds on a basic curriculum, designed to improve your ability to analyze and apply skills learned to a topic or knowledge area.
Learning format: Traditional
Prerequisites: A basic understanding of the topic or knowledge area.
Advance preparation: None
Duration: 60 minutes

Claiming Credit: If you wish to claim continuing education credit, you must watch the recording and complete the session evaluation in order to meet the requirements of the accrediting organizations.

• ACMPE, medical practice administrators in certification and Fellowship through ACMPE
• CEU, generic continuing education credit

For detailed continuing education credit information, click here.

This member-exclusive webinar consisted of a 60-minute presentation and question-and-answer session.

You will receive informational emails with instructions to access the recording and related resources, as well as steps to claim continuing education credits.