The employer partnership playbook for DPC practices

Signing an employer takes more than a good pitch. You need to pick the right employers, price the contract on your costs, set up billing and reporting before the first invoice, and walk into renewal with real numbers. This page lists each step in order and links to a guide for each one.

Before you pitch

1. Decide whether employer contracts fit your practice at all. Start with capacity and price.
2. Pick the employers worth your time. Here's what makes a good fit.
3. Learn the words employers and brokers use. The glossary covers the common ones.
4. Know your cost per member and your lowest acceptable price. Set your floor price first.

Winning the first one

1. Find a first employer you can reach. Start close to home.
2. Ask good questions in the first meeting. Use this list.
3. Show the employer the numbers that matter to them. Here's how to frame it.
4. Send a short proposal. Copy this outline.

Pricing and the contract

1. Choose how you'll charge. Compare the pricing models.
2. Read every term before you sign. Use the contract checklist.
3. Agree on what happens when employees join or leave. Settle it in writing.

Running it

1. Get a clean census. These are the columns you need.
2. Onboard the group. Use the onboarding checklist.
3. Bill on the same day every month. Follow a monthly workflow.
4. Match payments to the census. Reconcile every invoice.
5. Track each contract on its own. Give it its own revenue line.

Keeping it

1. Send the employer a short report each quarter. Here's a template.
2. Know whether the contract makes money. Track profit by contract.
3. Prepare for renewal 90 days out. Here's how.

What I'd do this week

• Read the first four guides above, in order.
• Write down your cost per member and your floor price.
• List five employers you could reach through someone you know.

Common questions

How long does it take to sign a first employer?
It varies with the employer. Ask each employer when its plan year starts and when it decides on benefits.

Do I need a broker to sign employers?
No. You can approach small employers directly, or work with a broker. This guide covers working with them.

What should I set up in my books before the first contract?
An employer revenue line, a contract list and a way to track what each employer owes you.