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Register now for Knowledge Institute 201: March 5-9, 2018 in Phoenix

January 8, 2018

Knowledge Institute 201 is tailored around understanding the strategy, importance and evolution of the overall health care landscape. Each year this course is tailored to fit the needs of what you’re telling UnitedHealthcare you’d like to know more about. The overwhelming response this year was surrounding more self-funding training and soft skill development; therefore, we’re bringing together a Negotiations Course, along with the Advanced Self-Funded Strategy training.  Below is an overview of each, and what the three-day agenda looks like.

March 5:  Travel day reserved for attendee arrivals

March 6:  Negotiation for Mutual Gain

Participants learn a customer-focused, four-step process to conduct a mutual gain negotiation, ensuring all parties’ needs are met. Aligning with UPC Selling concepts, learners role-play and apply skills using a personal and business example, focusing on successful negotiations with customers, brokers and underwriters.

Participants also practice with new tools they can use to prepare for a successful negotiation and address negotiation tactics.

March 7-8: Advanced Self-Funded Strategy Course

By attending this training, you will gain a deeper knowledge of the below topics, while focusing on having more productive conversations with your customers and providing guidance around funding methodologies

Learn how to develop strategic solutions for your self-funded clients: this training targets seasoned brokers and account managers whose objective is to learn more complex and technical elements of self-funded underwriting as well as strategies for pharmacy, network and population health.

Using actual case studies, participants analyze and interpret claims and utilization reports to uncover insights and develop solutions to meet client needs. The course outline is noted below and shows what will be covered during the training.


8:30 a.m. – 5 p.m.

  • Welcome and case study Introduction
  • Underwriting
    In-depth look at the underwriting process for self-funded quotes.

    Topics include:
    • Claims Experience
    • Trend
    • Adjustment
    • Credibility and Manual Rates
    • Fixed Costs
      • Financial Commentary and ASA
  • Pharmacy strategies
    Examination of pricing levers and rebates and how they impact clients.

    Topics include:
    • Pricing
    • Rebates
    • Managing Rx Plans
    • Network Strategies & Plan  Design


8:30 a.m. – 4:30 p.m.

  • Network Strategies & Plan Design (cont…)
    Review of network and benefit design and how they impact clients.

    Topics include:
    • Network Strategy
    • Consumer Access
    • Network Utilization
  • Population Health
    Review of overall population health, including clinical and wellness resources, and how they impact clients.

    Topics include:
    • Clinical Programs and Services
    • Wellness Strategies
    • Client Experience and Solutions
  • Putting it all Together
    Using solutions developed throughout the workshop, participants formulate specific recommendations and long-term strategies for their clients.

March 9: Travel day reserved for attendee departures

Who Should Attend:

Available on a first come, first served basis. Attendees who get the most out of the program:

  • Minimum of 3-5 years of self-funded experience,
  • Strong knowledge of basic Self-Funded concepts, and/or
  • Recently completely the Self-Funded Introduction Concepts course and have a year between courses.


Travel plus hotel expense for the day and a half course are the agency’s responsibility.


Registration deadline is Feb. 8, 2018. To register or for more program details, visit and choose Knowledge Institute 201.

Need your United Advantage agency ID number?  Email us at

January 1, 2018 PDL Updates

The following updates will take effect for the OptumRx direct Prescription Drug Lists (PDLs) on January 1, 2018. Learn more

New Sales Automation Management Tool

Check out our new Sales Automation Management (SAM). Learn more

UnitedHealth Group News

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