Insights & perspectives features MCRA Member contributions, organizational updates, and informed viewpoints on the issues influencing healthcare today. It’s where MCRA Members share expertise, progress, and perspective.
On May 6, 2021, six companies gathered for what we called a "monthly meeting." There was no polished agenda, no established playbook. There was a shared frustration and belief that the managed care community deserved something better than the isolation and opacity they had been navigating alone.
That was five years ago. And looking back, I find myself both humbled and energized by how far we have traveled together.
Selling into a health plan is never simple. Even when your solution meets a real need, the internal decision process can be slow and complex. This piece looks inside the health plan’s decision-making structure—why it’s so difficult to get a “yes,” and what you can do to improve your odds.
