How Health Systems Are Winning Employer Partnerships (And How to Start Your Own)

Health systems are navigating a rapidly evolving landscape shaped by reimbursement pressure, rising costs, and changing employer expectations. As organizations look for new ways to strengthen financial sustainability while improving patient access and experience, many are turning to direct-to-employer (D2E) partnerships.

In our recent webinar, How Health Systems Are Winning Employer Partnerships (And How to Start Your Own), Rezilient Health Founder & CEO Danish Nagda and Head of Strategic Partnerships & Network Development Zeev Neuwirth shared insights on why this shift is accelerating and how health systems can position themselves for success.

The Shift to Direct-to-Employer Is Already Underway

According to Neuwirth, the move toward direct employer partnerships is not a future trend. It is already happening. 

“The change isn’t coming, the change is already here. It’s quite massive, and health systems either have to be ready for this and take the opportunity, or potentially miss out on the opportunity as their competitors jump in.” 

Several forces are accelerating this shift. Health systems continue to face margin pressure, while employers are becoming more proactive in managing healthcare costs and improving access for employees. 

“Currently, about 40% of employers… are already actively partnering with healthcare systems through direct contracting,” says Neuwirth. 

At the same time, advances in virtual care and care navigation technology are enabling more coordinated and accessible healthcare experiences. 

“Employees and employers are not satisfied with the status quo… they are looking for new models of care, much more convenience, much more timely access.”

Together, these changes are creating a significant opportunity for health systems to strengthen relationships with employers while improving care delivery.

‍Why Direct Partnerships Benefit Health Systems

D2E partnerships allow health systems to play a more active role in guiding patients through the care continuum while improving alignment between access, quality, and cost. 

As Neuwirth explains, “Healthcare systems can partner with employers, brokers, TPAs, and stop-loss carriers… connecting the healthcare system with employees and their dependents to deliver the right care at the right time in the right setting.” 

Those partnerships can help reduce fragmentation by moving away from disconnected point solutions toward more integrated care experiences.

Health systems that develop strong employer partnerships can:

• Strengthen commercial market share
• Improve patient retention and care continuity 
• Create more predictable revenue streams
• Deliver a more coordinated patient experience

‍Where Health Systems Should Start

For organizations exploring direct-to-employer strategies, Nagda emphasizes that success begins with internal alignment. 

“Before it’s a strategic priority, it really is hard to get buy-in… this is step number one every single time.” 

Health systems must first determine whether D2E aligns with broader organizational goals such as commercial growth, network expansion, or improved care coordination.

From there, conducting a thorough market and competitive analysis is critical. 

“Commercial market share is a number that every health system should know on a weekly basis… you’re speaking a financial language… to convince your CFO that this is something worth pursuing.” 

Understanding employer demand, regional market dynamics, and potential growth opportunities helps organizations evaluate whether a D2E strategy is viable and where partnerships may create the most impact.

‍Understanding Employer Expectations

One of the most important shifts highlighted in the webinar is the changing mindset among employers. 

Neuwirth described employers as a “sleeping giant” that is now taking a more active role in shaping healthcare purchasing decisions. 

“The sleeping giant has woken up… employers are saying enough is enough.” 

Employers are increasingly focused on three core priorities: 

1. Better access to care

Employers want solutions that make it easier for employees to receive timely care, navigate the system, and avoid unnecessary delays.

2. Measurable quality outcomes 

While reputation remains important, employers are looking for objective data demonstrating improved outcomes and performance.

3. Lower total cost of care beginning year one

Employers are under pressure to manage rising healthcare costs and are prioritizing solutions that demonstrate financial impact quickly.

“They want to see real price savings,” says Neuwirth. “They’re looking at prices, which is a real sea change.” 

Nagda noted that many employers are facing sustained increases in healthcare spending.

“We’re going to have a tough year again… that would be four years in a row where the trend is nearly 10% or higher.”

Health systems that acknowledge these pressures align solutions accordingly are more likely to build strong employer relationships.

‍What Success Looks Like in Practice

Across the country, health systems are already implementing direct contracting strategies to better align incentives across access, quality, and cost.

One example highlighted in the webinar is the partnership between Northwell Health and the 32BJ Health Fund, which focused on delivering meaningful cost savings while strengthening care coordination. These partnerships demonstrate how health systems can create value for employers while strengthening their role within the broader care ecosystem. 

As Nagda explained: “Price plus value together is just a winning combination.” 

‍The Opportunity Ahead

Looking forward, Nagda emphasized that direct-to-employer partnerships are likely to become an increasingly important component of healthcare strategy.

“In the next two to three years, everyone’s going to be having this conversation. You might as well begin right now.” 

Health systems have a unique opportunity to leverage their community relationships and clinical expertise to build stronger partnerships with employers.

“People trust their local health system a lot more than they trust some national payer… you need to use that to build relationships and help employers save money.” 

Organizations that begin developing these partnerships today will be better positioned to adapt to evolving market dynamics and deliver more coordinated, accessible care.

‍Watch the Full Webinar

To explore insights in more detail, watch the full webinar: https://knowledge.rezilienthealth.com/webinar-on-winning-employer-partnerships 

You can also contact the Rezilient team to learn more about readiness assessments and partnership strategies. 

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