The Case Manager’s Playbook: Strategies for Driving Change

Case managers play a critical role in advocating for patients, securing resources, and influencing key decision-makers. However, many case managers struggle to navigate resistance from leadership, payers, and care teams. This virtual session will provide coaching strategies, negotiation techniques, and real-world case studies to help case managers become stronger advocates and more persuasive communicators in high-stakes healthcare environments.

The session begins with an exploration of the psychology behind persuasion, identifying what makes people say "yes" and the common barriers case managers face when advocating for change.

A key highlight of this session is a real-world case study focused on Angela, a case manager struggling to convince leadership to approve additional staffing for high-risk patients. Through a structured analysis, attendees will learn strategies for reframing advocacy requests, aligning proposals with organizational goals, and overcoming leadership resistance.

The presentation will also introduce key negotiation frameworks, including interest-based vs. positional negotiation, and provide techniques for handling difficult conversations with confidence.

By the end of this session, participants will leave with actionable strategies to influence decision-makers, secure essential resources, and elevate their impact as case management leaders—all within the realities of today’s complex healthcare environment.