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

Thanks for tuning into the expanding access podcast. Ready to take your knowledge, network, and experience to the next level? Then join us at the BHT Conference in San Diego on November 11-13. Join thought leaders, practitioners, policymakers, and payers focused on expanding access and improving outcomes in mental health, behavioral health, substance abuse, and IDD.Save $100 on your registration ⁠here ⁠by using your podcast promo code “Podcast100” 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.