Talk, Terms, Tactics: How to Win Payor Contracts in Behavioral Health with David Ricupero,  Director of Business Development at Affect Therapeutics and Creator of the Out-of-Pocket Course: How to Contract with Payors

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A key takeaway from this interview is that the most effective path to value-based care starts with building trust, proving outcomes, and aligning your pitch with what payers already prioritize.

In this episode, David Ricupero,  Director of Business Development at Affect Therapeutics and Creator of the Out-of-Pocket Course: How to Contract with Payors, explains the full journey of payer contracting, from initial applications to advanced value-based agreements. He covers how to join payer networks, manage closed systems, and prepare key documents and timelines. David explores various value-based care models, illustrating how risk and complexity grow from pay-for-performance to full capitation, and highlights the importance of combining traditional applications with strategic conversations. He also offers practical tips for avoiding “payer purgatory,” identifying payer goals, and asking the right questions during shared savings negotiations.

Tune in and learn how to navigate the nuances of payer-provider relationships and set up sustainable, rewarding contracts that truly expand access to care!

Resources:

• Connect with and follow David Ricupero on LinkedIn.
• Follow Affect Therapeutics on LinkedIn and explore their website. 
• Register for the “How to Contract with Payors” course here.