Educational
Sessions Descriptions
MONDAY, January 28, 2008
Concurrent Educational Sessions (100 series)
10:30 am to Noon
Track 1: HUMAN RESOURCES
Program 101
Everything You Always Wanted to Know About Home Care Law, but Were Afraid
to Ask
This session provides a unique opportunity to ask questions and receive straight
answers from one of the most knowledgeable employment law specialists in the
home care industry. John Gilliland will address your most pressing issues in
the world of private duty with its myriad of service arrangements, consumer
requests, caregiver reimbursement and laws that require compliance for business
success.
Objectives:
- Discuss the most common legal issues related to caregiver pay for travel,
visits, live-in, and in-services;
- Cite implications of Patients Right to Freedom of Choice of Providers;
and
- Discuss implications of Stark Laws and Regulations.
Faculty: John Gilliland, Esq. Principal, Gilliland, Markette and Milligan,
LLP, Indianapolis, Ind.
Course level: Intermediate; Nursing CEs 1.5; CPEs 1.0 (NASBA/PHR).
Track 2: MARKETING & BUSINESS DEVELOPMENT
Program 102
New Business Opportunities – Knowing the Good, the Bad and the Ugly
A primary role of management is to identify, evaluate and execute new business
opportunities. This program will discuss specific strategies, using a decision
tree that management can employ to accomplish these objectives. Discussion
will include creating a culture of innovation, strategies to uncover opportunities,
financial and managerial approaches to evaluate business ventures and fundamentals
of execution.
Objectives:
- Describe strategies to create a culture of innovation;
- Relate ways to identify new opportunities; and
- Discuss how to evaluate new business opportunities.
Faculty: Dexter Braff, The Braff Group, Pittsburgh, Penn.
Course level: Advanced; Nursing CEs 1.5; CPEs 1.0 (NASBA/MKT).
Track 3: OPERATIONS
Program 103
Private Duty and Continuity of Operations: Is Your COOP Plan Ready?
As a thriving private duty business, you know only too well how important
it is to continue your operations no matter what. A COOP (Continuity of Operations
Plan) is a plan designed to handle all emergencies. The purpose of a COOP plan
is to develop policies and procedures that are necessary for the essential
business functions of your private duty agency and to develop these, pre-event.
The scope of a continuity of operations plan is multi-faceted to include planning
for leadership succession, personnel issues, management of resources and interoperable
communications. This educational session will provide attendees with a basic
understanding of the core elements of a COOP plan, and most importantly, understand
how a COOP plan is a necessary part of the private duty industry.
Objectives:
- Name the core components of a COOP plan;
- Identify the essential functions of your business; and
- Discuss the framework to develop your own agency COOP plan.
Faculty: Barbara B. Citarella, RN, MS, CHCE, CHS-III (certified in homeland
security) President, RBC Limited, Staatsburg, N.Y.
MONDAY, January 28, 2008
Concurrent Educational Sessions (200 series)
1:30 pm to 3 pm
Track 1: HUMAN RESOURCES
Program 201
Training Best Practices and ResourcesBest Practices and Resources for Training
Home Care Personnel
In private duty home care, it’s important that the different levels
of care providers receive training appropriate for the level of care they provide.
In this stimulating session, a leader in the development of training materials
will discuss training criteria and methods of delivery for care providers within
the private duty home care sector.
Objectives:
- Identify the appropriate types of training needed for the different
levels of care providers;
- Review effective customized ways to deliver training;
- Relate the importance of accessible home care worker training that is
based on adult learning theory and 5th grade literacy level; and
- Describe how your business can benefit by using training materials for
community outreach.
Faculty: Marian Karpinski, RN, MSN, President, Medifecta Health Care Training
(formerly Healing Arts), Medford, Ore.
Course level: Intermediate; Nursing CEs 1.5; CPEs 1.0 (NASBA/PHR).
Track 2: MARKETING & BUSINESS DEVELOPMENT
Program 202
How to Turn Inquiries into Revenue: The Service Visit Revisited!
The old model for handling inquiries by quoting a price and sending a brochure,
just doesn’t work anymore. In order to be successful in an increasingly
competitive industry, private duty providers need to sit down with callers
and help them access home care services. This session will give you successful
strategies and practical tips for handling the inquiry, managing the visit
and building a provider network.
Objectives:
- Implement effective inquiry management skills;
- Develop a service model to respond to callers; and
- Build a resource network of home care providers.
Faculty: Polly Rehnwall, BA, MA, Senior Consultant, Polly Rehnwall, Inc.,
Salt Lake City, Utah.
Course level: Basic; Nursing CEs 1.5; CPEs 1.0 (NASBA/MKT).
Track 3: OPERATIONS
Program 203
Best Practices to Successfully Grow Your Private Duty Business
This highly informative session will explore how to use data and the value
of using comparative analytics to build a data-driven organization that optimizes
productivity, quality and revenue.
The session also explores how various competitive threats are changing the
industry and reveals key strategies to build a successful and sustainable private
duty organization in this current environment, taking those threats into account.
Current and emerging strategies for growing your business will be discussed.
Best practices for operations, pricing strategy, service lines and marketing
will be evaluated.
Objectives:
- Identify industry-wide competitive challenges;
- Implement successful strategies for building and sustaining a Private
Duty business based on data; and
- Evaluate best practices and new ideas on operations, service lines, pricing
and marketing.
Faculty: William Bassett, Senior Director, Marketing Strategy; Outcome Systems,
Inc., Seattle, WA.
Course Level: Intermediate; Nursing CEs 1.5 CPE 1.0 (NASBA/SKA).
MONDAY, January 28, 2008
Concurrent Educational Sessions (300 series)
3:15 pm to 4:45 pm
Track 1: HUMAN RESOURCES
Program 301
Hiring Practices: Safely Navigating the Immigration Laws
Workforce strategies in health care have lead to increased use of foreign
staff. Due to staffing shortages and the need to serve clients, some service
providers may be tempted to hire low cost caregivers. This program provides
the essential knowledge for private duty agencies to safely navigate the complex
rules when hiring immigrants.
Objectives:
- Identify federal laws applicable to immigrant workers;
- Explain standards to follow when hiring a foreign worker with a green
card or proper visa; and
- Discuss the consequences of hiring an illegal immigrant.
Faculty: Lee Webster, Esq., Vice President, Human Resources; Professional
Healthcare Resources, Inc. Annandale, Va.
Course level: Intermediate; Nursing CEs 1.5; CPEs 1.0 (NASBA/PHR).
Track 2: MARKETING & BUSINESS DEVELOPMENT
Program 302
Achieve Growth! Practical Techniques to Increase your Private Duty Business
As a home care owner/executive, you need to know marketing tactics to grow
your business that are unique to private duty.
Learn how to use marketing strategy as a valuable tool to increase referrals
and enhance recruitment initiatives. Designed to empower the private duty executives
at all levels, this seminar delves into “real-world” marketing
by demystifying the strategic process and offering actual examples of winning
tactics.
Every agency is different – this session will help you understand how
to create your own unique brand identity and differentiate yourself from the
competition.
Objectives:
- Relate strategies to identify the unique qualities of your agency;
- Discuss winning tactics and tools to help tailor “real world” marketing
efforts; and
- Discuss how unique brand identity creates a competitive edge.
Faculty: Michael Ferris, Principal, Home Care & Hospice Marketing Solutions, Chapel Hill, NC
Course level: Basic; Nursing CEs 1.5; CPEs (NASBA/MKT).
Track 3: OPERATIONS
Program 303
Quality Issues Woven into the Fabric of Your Private Duty/Private Pay Business
What does it take to run a “quality private duty business? This presentation
will explain why attention to quality issues is one of the most important things
you can do for your business. From recruitment and hiring to client satisfaction
it is essential to weave quality into every aspect of the organization, whether
small, medium or large.
Learn from a quality expert who will take the mystery out of “quality
assurance/improvement” and present real world scenarios you can identify
with in your own business.
Objectives:
- Identify quality issues within your own private duty business;
- Explain the basic concept of ongoing quality improvement; and
- Describe a simple, workable approach (plan) to a quality issue in your
agency.
Faculty: Sue Niewenhous, PhD, RN, CNA, CHCE, National Director of Quality,
Personal Touch, Inc. Bayside, New York
Course Level: Basic;
TUESDAY, January 29, 2008
Concurrent Educational Sessions (400 series)
10:15 am to Noon
Track 1: HUMAN RESOURCES
Program 401
Stop the Revolving Door: Get a Retention Rate You Can be Proud of!
Chronic staffing shortages have encouraged steady research on job satisfaction,
retention and recruiting in home care over the years. The challenge for the
private duty agency is to integrate these studies with the working environment
to produce the desired end results. Essential concepts to improve worker satisfaction
will be discussed and more than 30 concrete examples will be shared.
Objectives:
- Identify major factors contributing to the staffing shortage in home
care;
- Discuss results of research studies on recruitment and job satisfaction;
and
- Describe ways to improve job satisfaction and retention.
Faculty: Ken Wessel, Executive Director, HomeCare Options, Inc. , Paterson,
N.J.
Course level: Basic; Nursing CEs 1.5; CPEs 1.0 (NASBA/PHR).
Track 2: MARKETING & BUSINESS DEVELOPMENT
Program 402
How to Get the M.O.S.T from Your Sales and Marketing Efforts
Private duty providers will learn from an expert with a proven track record
in sales and marketing for businesses focused on the senior market. The presentation
will include ideas on how to position sales as a positive component of a job
description; techniques and practices to increase the effectiveness of getting
in front of referral sources; identify and eliminate activities that are non-productive/non-profitable;
communicate more effectively and get more results with inquiries; identify
opportunities for increased revenue without trying to always find new clients;
increase revenues with less effort and cost and improve customer relationships.
The presenter will share his sales and marketing expertise on how private duty
providers can develop and integrate a sales or business development process
and create a clear plan of action to move forward.
Objectives:
- Identify agency marketing activities that are non-productive or non-profitable;
- Describe the sales/buying process unique to private duty home care; and
- Relate opportunities for client maximization with less effort and cost.
Faculty: Henry Pellerin, President, VantaEDGE, Inc., Greenville, S.C.
Course level: Advanced; Nursing CEs 1.5; CPEs 1.0 (NASBA/MKT).
Track 3: OPERATIONS
Program 403
The Little Agency That Could: A Private Duty Start-up & Turbo-charge Success
Story
Diversification and growth in home care requires that certified agencies embrace
the private duty, long term care home care market. Most certified agencies
are good at providing insurance-subsidized care, but are NOT good at private
pay. In this session, the speakers will share a success story of a small, rural
agency that recently founded a long term home care company. The new nonprofit
company is building revenue from private pay, long term care insurance, reverse
mortgages, employee assistance and state subsidized care. Attendees will learn
how the success of the private duty start up was achieved and what the exciting
next steps will be.
Objectives:
- Discuss the strategies used to effect change and buy in from agency
staff;
- Identify key milestones achieved in the private duty start up and improvement
process; and
- Describe how a continuum of care partnership is maintained between the
new non-profit and the parent agency.
Faculty: Joe Jackson, MSW, President, ElderCare Advisors, Inc. Lenox, Mass.;
Bonnie Eichron, RN, Director, Berkshire Home Care, Inc., Lee, Mass.
Course level: Intermediate; Nursing CEs 1.5; CPEs 1.0 (NASBA/SKA).
TUESDAY, January 29, 2008
Concurrent Educational Sessions (500 series)
2:30 pm to 4 pm
Track 1: HUMAN RESOURCES
Program 501
Private Pay Client-Caregiver-Agency Relationships: Structured for Success
Caregivers working outside of care plans … clients privately hiring
caregivers … family member conflicts … just who IS paying the
bill? Sound familiar? Learn how to structure the agency to ad value while minimizing
caregiver and client issues in the private pay world. This session covers policy,
procedures and best practices for avoiding problem situations.
Objectives:
- Create an agency-caregiver-client relationship model for success;
- Identify the best practices for the agency client relationship; and
- Develop policies and procedures to better handle a variety of agency-caregiver-family
dynamics.
Faculty: Pat Drea, Vice President, Visiting Angels, Havertown, Penn.; Suzanne
McNeely, MSW, RG, CCF, President Senior Planning Services, Santa Barbara, Calif.;
Linda Kadan, CEO, Kadan Homecare, Atlanta, Ga.
Course level: Intermediate; Nursing CEs 1.5; CPEs 1.0 (NASBA/PHR).
Track 2: MARKETING & BUSINESS DEVELOPMENT
Program 502
Building the Value of a Private Duty Home Care Agency
This presenter will explain how buyers determine the price they are willing
to pay for an agency; then using this information to show how the price can
be increased and most important, mistakes to avoid. Attendees will learn how
adjusted EBITDA is arrived at for valuing agencies with examples of several
completed transactions. Examples of transactions that went poorly will be discussed
with various reasons. Risk factors relative to pricing will also be explained.
Objectives:
- Discuss the various definitions of “value;”
- Discuss adjusted EBITDA as a foundation for valuing an agency; and
- Explain how changes in risk, growth and profitability effect the price
buyers are willing to pay.
Faculty: Donald Cummins, President, Stoneridge Partners, Ft. Myers, Fla.
Course
level: Advanced; Nursing CEs 1.5; CPEs 1.0 (NASBA/MKT).
Track 3: OPERATIONS
Program 503
Help Your Clients Fund Your Own Home Care Services: Understand and Offer
Options for Payment
This presentation will teach private duty home care providers about financial
planning options that can help clients obtain the money to pay for their care.
Many people are not aware of, or do not understand, the programs that are available
to them. Participants will learn about these programs and how their clients
can get access to them. In addition to providing funding for service, possessing
this knowledge will elevate the private duty home care provider in the eyes
of his/her client.
Objectives:
- Discuss the basics of the VA benefit that provides cash for home care
for Veterans and their widows over age 65;
- Relate how seniors can tap their homes for cash and never have to make
a payment; and
- Describe how estate planning helps seniors avoid financial pitfalls.
Faculty: Barbara Steinberg, President, BLS Advisors, LLC, Riverdale, N.J.
Course level: Advanced; Nursing CEs 1.5; CPEs 1.0 (NASBA/SKA)
|
