When I have a provider that tells me that it's too expensive to outsource I tell him he can't afford not to! Actually I usually tell them that their receivables will increase more than the cost of my service so it actually won't cost him anything. I then go into the expenses of having an employee, taxes, wc/disability, vacation, sick time, lunches, space etc. I also remind of the savings on postage, forms, software, updates, clearinghouse fees, etc. Then I start explaining how much they lose by having someone either not fully qualified, or someone without enough time to effectively handle the billing. I explain that 42% of denied claims go unpaid because most offices do not handle denials, do not file appeals, do not read electronic reports, etc. I ask how much they have out over 30 days, how much they bill out vs how much they are collecting. I also ask how the patient billing works. I explain that I'm an expert, I get claims paid, and paid timely. I ask them what areas of their billing are problem areas then I explain why it wouldn't be a problem for me. I try to find one issue they are having, explain how I would handle it and then explain how that alone would cover my fee. I also explain that if they have an employee in house that they don't want to let go that they would be working with me to ensure that their receivables were being handled and that they would then have more time to concentrate on the problems and other things in the office that need doing. I also ask what they do if the billing person leaves unexpectadly (<- spelling??) what will they do, how will they find someone and who will train them. AND if they are willing to put their livelihood in the hands of a new person that they really don't know what their background is.
That's pretty much what I tell 'em!