Financial Educational Sessions

Financial, Leadership

How to Secure Financing for Working Capital Requirements

Banks don't understand the healthcare industry! Growing providers need access to capital for M&A and to fund working capital requirements. Many growing home care agencies need access to capital for acquisitions and to fund working capital requirements. This presentation is a plain talking, nuts & bolts description of what types of financing are available to home care providers and what is needed to qualify.

Objectives:

• Identify three major types of financing available to home care providers.
• Decide which financing options are best suited to various operating environments.
• Prepare for the application process and underwriting criteria expected by lenders.

Faculty: Jack Eskenazi, Senior Vice President , American HealthCare Capital, Los Angeles, CA;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Marketing & Business Development, Financial, Leadership

Managing the Transitions from Hospital Affiliation to Independence to Growth

This program focuses on the current climate and rationale for hospital disaffiliation of home health agencies. The presentation includes a nuts and bolts approach to orchestrating these transitions and discussion of the human resource elements involved to maintain staff morale during a tumultuous time.

Objectives:

• Identify the most critical factors to determine viability of an agency assuming independence.
• Select appropriate processes to successfully establish and independent agency from a hospital based system.
• Identify human resource issues that will impact retention and recruitment of staff.

Faculty: Anne Rich, RN, M.Ed., CHCE, Executive Director, Visiting Nurse and Hospice Care of Southwestern CT, Stamford, CT; Robert Grestini, BA, Director of Finance and Reimbursement, Visiting Nurse and Hospice Care of Southwestern CT, Stamford, CT;

Course Level: Advanced; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Marketing & Business Development, Financial

Models of Long Term Home Care: A Critical Analysis

Medicaid is the largest payor of long term home health care in the country and New York City has the largest personal care program in the country. To assist in controling Medicaid costs and delivering required services, three programs are compared; the Task Based Assessment Program, the Nursing Home Without Walls Program, and the Managed Long Term Home Health Care Program. This presentation, aimed toward home care administrators, financial managers and policy makers compares these three programs and makes conclusions and recommendations.

Objectives:

• Differentiate between three long term home health care programs.
• Discuss the three models of long term care in terms of their degree of success in meeting patient and cost goals.
• Discuss conclusion and recommendations.

Faculty: Warren Balinsky, PhD, Chairman, Health Services Management and Policy, The New School University, Setauket, NY; Robert Shick, PhD, Assistant Professor, Long Island University, Brooklyn, NY;

Course Level: Advanced; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Hospice, Financial

Be Proactive in Containing Drug Costs: Preferred Drug Lists and Capitation Fees

In light of rising pharmacy drug costs, a program was developed to allow close management of drug costs and keep drug costs in check. Hospice, pharmacy, and the medical director developed a comprehensive list of drug categories used by the presenter's hospice patients. Average patient drug costs were calculated based on current charges. Patient drug capitation rates were developed after comparing the existing drug rates to the rates based on using the new preferred drug list. A benchmark dollar figure was calculated to cover all of the patient drug expenses. Cost sharing was put in place so that both pharmacy and hospice would cost share the gains and/or the losses if the benchmark was not met. Collaborative efforts between hospice staff and pharmacy resulted in improved patient care and drug cost containment.

Objectives:

• Develop a tool for preparing a preferred drug list for hospice patients.
• Explain how pharmacies can interact with hospice providers to apply a preferred drug list to their hospice setting.

Faculty: Karen Truesdell, Pharmacist, Fellow American Consultant Pharmacists, Manager, Pharmacy, Genesis First Med Pharmacy, Davenport, IA;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Management & Human Resources, Financial, Leadership

Thriving Agency: Combining Staff Recruitment/Retention with Strategic Planning to Build Success

By allowing clinicians to use their clinical skills and judgment in providing individualistic, progressive care, staff satisfaction will increase and clinician visits per episode will decrease by as much as 25% as the presenters will report. With consumers expecting comprehensive, holistic care, the challenge exists for agencies to find the delicate balance between reimbursement options and generalist versus specialist care delivery models. Tailored marketing strategies will also assist in promoting overall agency success with the new, innovative programs and progressive practice patterns.

Objectives:

• Discuss successful strategies for recruitment and retention of staff and the opportunities this provides an agency.
• Identify the therapy related financial components that can increase operating margin.
• Describe how to prepare your agency for the future with new and creative therapy focused programs and approaches.

Faculty: Lisa Anderson, PT, Director of Rehabilitation, Trinity Home Health Services, Novi, MI; Barbara Samson, RN, BSN, MS, CRRN, Professional Services Manager, Mercy Homecare/Trinity Health, Bloomfield Hills, MI;

Course Level: Advanced; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Private Pay, Financial

27 Techniques to Boost Your Private Pay Revenues Overnight

This interactive program will deliver to attendees 27 high growth strategies that have been proven to deliver results at agencies across the country. The presenters will offer the participants an interactive program designed only for those agencies that are serious about growing their business dramatically. The 27 strategies encompass real world sales and marketing tactics that include: advertising, direct mail, collateral materials, sales strategies, closing techniques, intake processes, leveraging the investment in sales and marketing, tracking systems, and much more!

Objectives:

• Identify the best strategies to grow hours and census.
• Cite marketing techniques to make the phone ring.
• Utilize sales training for all agency staff.

Faculty: Michael Ferris, Managing Principal, Home Care Marketing Solutions, Chapel Hill, NC; Heather Rooney, President, H2 Marketing, Seattle, WA;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending);

Clinical & Disease Management, Financial

ICD-9-CM Basics: Coding for Compliance

Correct ICD-9-CM coding is critical for accurate outcome measurement and payment. This program will provide a basic overview of diagnosis coding purposes and principles for home health agencies. Guidance will be given on how to develop and maintain a coding compliance/reference manual to ensure up-to-date and accurate primary and secondary diagnosis coding including manifestation codes and V-codes. Advice on how to code accurately for PPS case-mix will be provided. New information on ICD-9-CM coding changes effective 10/1/06 that impact home health will be presented.

Objectives:

• Discuss coding principles and OASIS coding guidance that are the basis for primary and secondary diagnosis codes.
• Describe components of a coding compliance manual.
• Identify appropriate case mix diagnoses and their impact on case mix weight calculation.

Faculty: Ida Kay Blevins, RHIA, Supervisor, Reimbursement and Information Management, St. John's Hospital Home Health Services, Springfield, IL;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Managed Care, Financial

A Primer on Medicare Advantage

With the onset of the new Medicare drug benefit and the increase in financial support from Congress, the Medicare Advantage program is taking on a new role in the life and times of home care. Increasing enrollment in Medicare Advantage (MA) has home care rethinking how to do business with the various types of plans. This program provides a primer on the MA program: the variety of MA plan types, the scope of the home health benefit, provider qualifications, provider payment rate requirements, provider contracting requirements, beneficiary cost-sharing standards, notice and appeal rights, MA marketing limitations, enrollment/disenrollment standards, and more.

Objectives:

• Identify the types of Medicare Advantage plans available.
• Describe the responsibilities of MA plans with respect to the scope of the home health benefits.
• Explain the nature of the discretion that MA plans have on establishing provider payment rates and beneficiary cost-sharing.

Faculty: Christine C. Rinn, Esq., Partner, Crowell & Moring LLP, Washington, DC;

Course Level: Novice; 1.8 nursing CEs (MNA Approval Pending);

Emergency & Pandemic Preparedness, Financial, Management & Human Resources, Hospice

Business Resiliency: The Key to Surviving a Disaster

This seminar will focus on effective business continuity and resiliency planning skills. Agencies need to be prepared for any and all types of disasters. This means having the ability to resume business as usual, as quickly as possible. Statistics show that 80 percent of businesses that are not up and running within one to two weeks after a disaster will most likely go out of business. Topics to be discussed in this session are communications, notification systems, financial reserves, insurance, and much more.

Objectives:

• Identify the key variables in business resiliency.
• Develop an agency specific recovery plan.
• Discuss management's role in business resiliency.

Faculty: Barbara Citarella, RN, BSN, MS, CHCE, CHS-III, President, RBC Limited, Staatsburg, NY; Patricia W. Tulloch, RN, MSN, Senior Consultant, RBC Limited, Staatsburg, NY;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Financial

Cost Report 101A: How to Complete a Medicare HHA Cost Report

Cost reports provide critical information for rebasing PPS payments. Yet more than 20% of home health cost reports are improperly prepared, with unusable cost data. This program is designed to demonstrate the basic structure of the Medicare cost report. The program will explore in depth the various worksheets that make up the cost report, along with the CMS 339 questionnaire and other required attachments. This session will also help participants understand what information can be developed from an accurate and completed cost report.

Objectives:

• Explain the basic structure and understanding of the Medicare cost report.
• Describe the worksheets that make up the cost report along with the 339 questionnaire and other required attachments.
• Assess what information can be developed from an accurate and completed cost report.

Faculty: Thomas Boyd, BA, MBA, Principal, Boyd & Nicholas, Inc., Rohnert Park, CA; Vern Peterschmidt, BS, President, Reimbursement Specialist, Peterschmidt & Associates, Albuquerque, NM;

Course Level: Novice; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Quality & Outcomes, Financial, Clinical & Disease Management, Hospice

Outcome Management: Achieving Financial and Clinical Accountability

In this fast paced workshop, participants will learn why Outcome Management is an ideal management system for home care, hospice, private pay, and other health sectors, how it works and why it has such a positive effect on staff morale and retention. More importantly, attendees will learn first hand how one home care agency leader opted to move from traditional management to the highly accountable Outcome Management System and the impact it had on her agency's operation and outcomes.

Objectives:

• Discuss the major challenges and limitations to traditional management systems.
• Identify the fundamental components of an Outcome Management type of management system.
• Describe implementation of a new management system and the impact on quality and financial outcomes.

Faculty: Robert Fazzi, BA, M. Ed. and Ed.D., President/CEO, Fazzi Associates, Northampton, MA; Carla Braveman, RN, MEd and CHCE, President and CEO, VNA and Hospice Care of Cooley Dickinson, Northampton, MA;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Managed Care, Financial, Leadership

Maximizing Opportunities in a Managed Care Environment

In order to position their agencies to the greatest advantage, key home care staff must have a firm grasp of the growing trends that will affect their standing in the market. Among the trends of greatest concern is the movement of Medicare patients from fee-for-service to the managed care sector. This workshop will provide a broad view of the changes taking place in the Medicare marketplace, the potential impact these changes can have on the provision of home health services, and guidance on ways to position your business to best take advantage of the emerging coverage and payment trends.

Objectives:

• Identify legislative and regulatory changes that encourage a shift from fee-for-service to managed care under Medicare.
• Describe the impact this shift could have on the traditional delivery of home health services.
• Outline ways that agencies can best position themselves for success in the changing financial environment.

Faculty: Jim Hamilton, CPA, Managing Director, David-James LLC, Baltimore, MD; Gary Bowers, CPA, Owner, John Gary Bowers, CPA, Long Green, MD;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Marketing & Business Development, Financial

Expanding Business Models Based on Predictive Data

The VNA of Greater Cincinnati took specific steps in developing business models for CHF, diabetes and staffing/utilization. A key factor in success of this agency was the introduction and implementation of a culture change of utilizing data for planning and monitoring purposes. Predictive type data will be presented through a variety of reports from Outcome Concept Systems that led the agency in making decisions. The presentation includes how to evaluate your business , steps to the decision-making process, implementation and monitoring.

Objectives:

• Identify how to evaluate current business patterns and trends to determine priorities.
• Describe the plan of action.
• Describe the steps for implementation.

Faculty: Sue Blockberger-Miller, RN, BSN, Strategy and Planning Executive, Outcome Concept Systems, Seattle, WA; Angi Johnson, RN, Executive VP of Clinical Service, Visiting Nurse Association of Greater Cincinnati, Cincinnati, OH;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Private Pay, Financial

Private Pay Start Up: Easy as 1, 2, 3

This in-depth program will walk through evaluating entry into this business line, feasibility studies and implementation of starting a private pay business including: evaluation process, feasibility projections, implementation process, patients, and clients. At the end of the program the participants will have an understanding of determining the viability of starting a private pay agency and an implementation plan.

Objectives:

• Discuss the viability of starting a private pay agency and an implementation plan.
• Formulate feasibility projections for your agency.
• Describe the implementation process for opening a private pay agency.

Faculty: Lucy Andrews, RN MS CHCA, CEO, AT YOUR SERVICE HOME CARE, SANTA ROSA, CA; David Berman, CPA, Principal, Simione Consultants, LLC, Hamden, CT;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Financial, Clinical & Disease Management

Dancing With Your Data: All the Right Moves

The intersection of art and science is here. Learn how to waltz into the pay for performance (P4P) and disease management environment with data as your partner. Thriving under P4P and disease management will require high -level performance. You must focus on the right data and outcomes that relate to ICD-9s, risk-adjusted outcomes, adverse events, cash and patient satisfaction. Know the right steps, stay in rhythm, know your competition, and make sure that the finance and clinical field staffs can do a mean tango instead of just a tap dance!

Objectives:

• Define the key clinical, operational, and financial data necessary to thrive in a pay-for-performance environment.
• Describe the best methods for timely data collection, analysis, and reporting.
• Identify steps to take to ensure that clinical and financial staff are effective partners and, together, win the top 10% competition.

Faculty: Pat Laff, CPA, Principal, Laff Associates, Hilton Head Island, SC; Barbara Rosenblum, BSN, Founder, Strategic HealthCare Programs, Santa Barbara, CA;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Managed Care, Financial, Leadership

Look Before You Leap: Best Practices in Managed Care Contracting

Many home health agencies are finding that increasing numbers of their patients have enrolled in managed care plans, while others are watching the enrollment growth trends and putting forth efforts to contract with managed care organizations to provide vital home health services. As was learned during the managed care boom of the 1990s, it's important to look before you leap. This session will provide important guidance on contracting with managed care entities from a seasoned professional.

Objectives:

• Identify steps an agency should take prior to beginning discussions with a managed care organization.
• Describe key considerations for agencies in managed care negotiations.
• Explain different methods for pricing services for managed care contracts.

Faculty: Sherl Brand, Executive Director, The Home Care Association of New Jersey, Princeton Junction, NJ;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Leadership, Financial

Outcomes: No where to run, no where to hide

It is inescapable. Outcomes are here, they are public, and they will be the driving economic force in home care for the foreseeable future. In this session we remove the fear and confusion surrounding Outcomes, as we show you how agencies across America are responding to the challenge. The speaker will present data, much of it seen for the first time in public, that is based on thousands of episodes. This real-world Outcomes data will give you insight into your agencys position in the marketplace. Additionally, youll learn simple, concrete, strategies that insure success. The speaker will demonstrate how to set goals and monitor your agency progress against your market, your region, and the nation. Participants will gain enhanced understanding of why the individual performance of clinicians is fundamental to success, demonstrated by the techniques and tools that will turn your clinicians into outcomes superstars.

Objectives:

• Discuss how successful home care agencies manage using outcomes-centered decision support tools.
• Explain how to use data from outcomes-centered decision support tools to drive major agency decisions and direction.
• Relate the primary concepts: Outcomes-centered decision support, Circle of Refinement, Agency Effectiveness Assessment.

Faculty: Jeff Lewis, President/CEO, Lewis, Inc, Baton Rouge, LA;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Financial, Legal, Regulatory & Risk Management, Hospice

Fraud Detection, Deterrence, and Prevention: Are You Really Doing Enough?

Post-Sarbanes/Oxley, most financial executives are keenly aware of the risks of fraud. But are they doing enough to actually prevent it? Learn how to mitigate the likelihood of fraud in your organization to prevent loss of shareholder value, reduce reputation risks, and personal liability.

Objectives:

• Discuss fraud control strategies that mirror the COSO framework and create a culture of fraud awareness.
• Identify fraud risk assessments that encompass activities at the entity and process levels.
• Describe methods for mitigating fraud risk, including tools and processes for monitoring and responding to potential occurrences of fraud, and effective use of internal audit.

Faculty: Jeffrey G Blumengold, FHFMA, CPA, Partner and Leader, Health Care Forensic & Dispute Services, Deloitte Financial Advisory Services, LLP, New York, NY; Bruce J. Gavioli, Jr., Partner, Deloitte Financial Advisory Services LLP, New York, NY; Stephen G. Curry, Jr., Partner, Deloitte & Touche LLP, New York, NY;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Managed Care, Financial

Lessons Learned: Agencies' Experiences with Managed Care

Implementation of the new Medicare prescription drug benefit has granted new opportunities for health maintenance organizations to expand and market their Advantage plans. As enrollment goes up, an increasing number of home health agencies are facing numerous financial, operational, and clinical challenges that accompany contracting with managed care organizations (MCOs). This panel of home care leaders will share their agencies' experiences and challenges, and the insights and perspectives they have gained from their recent dealings with MCOs.

Objectives:

• Identify financial challenges that accompany contracting with MCOs.
• Describe operational changes to better manage managed care patients.
• Discuss adaptations to clinical practice for managing patient care under managed care plans.

Faculty: Kristy A. Wright, BSN, RN, MBA, FAAN, President/CEO, VNA of Western Pennsylvania, Butler, PA;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Financial

Identifying Opportunities for Medicare Home Health Revenue Recovery

This session will provide participants with a practical examination of the primary causes for Medicare home health payment errors, tactics for identifying past billing errors and potential revenues available for recovery, strategies for initiating the recovery process and practical approaches to preventing future billing errors. Participants will be shown actual examples of billing errors, highlighting both the clinical and technical issues that can result in payment errors. Additionally, benchmarking data will be examined along with instruction on how to apply the information to agency-specific data.

Objectives:

• Identify the top three factors resulting in Medicare home health payment errors.
• Implement tactics to identify payment errors.
• Articulate strategies for initiating a recovery process.

Faculty: M. Aaron Little, CPA, Managing Consultant, BKD Health Care Group, Springfield, MO; Ruth Castellano, RN, BSN, MPH, Vice President/Administrator, BJC Home Care Services, St. Louis, MO;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Hospice, Financial

Creative and Innovative Approaches to Hospice Operations and Finances

This session will assist hospice organizations' senior management teams in developing the tools necessary to operate cost effectively while still providing quality care. It will cover such issues as shorter lengths of stay, staffing shortages, cost of medical supplies, pharmaceuticals and DME, per diem reimbursement, internal cost and breakeven analysis and the need for fund raising. The program will address how hospices need to address increasing competition; measure market share, and open access.

Objectives:

• Cite the key financial performance indicators necessary to operate both a quality and financially viable hospice program.
• Describe key clinical performance indicators to operate a quality hospice program efficiently.
• Develop a process by which to analyze their competition and market share and the need to develop a marketing plan.

Faculty: Robert Simione, BS, Principal, Simione Consultants LLC, Hamden, CT; Carla Braveman, BSN, RN, MEd, CHCE, Executive Director, VNA & Hospice of Cooley Dickinson, Northampton, MA;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Financial, Managed Care

Magic Bullets: Saving Costs without Sacrificing Patient Care

Cost efficiencies in the delivery of home care and hospice can be achieved without compromising health care services and the quality of care. With pressures increasing for providers to cut costs coming from Medicare, Medicaid, and managed care, a comprehensive cost control plan is essential. This program offers proven techniques for analyzing existing costs, exploring alternatives, implementing changes in spending, and evaluating the outcomes of a cost control plan in financial and patient service terms. Attendees will gain the insights gleaned from successful efforts to secure real cost savings without sacrificing patient care.

Objectives:

• Identify methods for evaluating existing costs for new efficiencies.
• Identify typical areas of cost that warrant control.
• Recognize the processes needed to assess whether cost controls affect care outcomes.

Faculty: Kristy Wright, BSN, RN, MBA, FAAN, President/CEO, Visiting Nurse Association of Western Pennsylvania, Butler, PA; Robert Simione, BS, Principal, Simione Consultants, Hamden, CT;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Quality & Outcomes, Financial

Get Ready for Performance-Based Pay

Although Pay for Performance (P4P) will only begin to be implemented in 2007, it is essential that agencies start reviewing and addressing key outcome measures now. By reviewing the key outcome measures today, as well as communicating and achieving buy-in from clinical staff, the agency can implement process and achieve outcome improvement before P4P implementation occurs. This will position your agency for success.

Objectives:

• Discuss the P4P concept, its impact on agency financial performance, public perception, clinical staff, and patients .
• Identify key reporting needs for P4P as well as demonstrate example reports and processes which would aide home care agencies in becoming prepared.
• Employ a buy-in from agency clinical staff for ultimate success.

Faculty: Raymond Helms, MPH, Agency Administrator, ComfortCare Home Health & Hospice, Chesapeake, VA; Imelda Agnat, RN, Director of Patient Services, ComfortCare Home Health & Hospice, Chesapeake, VA; Sarah D'Orvilliers, Senior Solutions Designer, Cerner BeyondNow, Centennial, CO;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Leadership, Financial

The Balanced Scorecard as a Means to Pay-for-Performance Success

This interactive workshop will help the home care and hospice leader learn how to overcome the barriers to measurement and begin to understand what financial and non-financial performance measures to select in order to help their agency achieve its unique competitive advantage, drive strategic change throughout all levels of the organization and better position the agency for Pay-for-Performance. The workshop will also highlight how one home care and hospice agency used such an approach and the results that were achieved.

Objectives:

• Discuss the barriers to measurement inherent in the leadership and management processes.
• Introduce an approach to overcoming these measurement challenges and position the agency for pay-for-performance.
• Highlight how one home care and hospice agency adopted such an approach.

Faculty: Paul Breaux, Managing Director , SBS Partners , Desthrehan, LA; Donna DeBlois, MSB, RN, Executive Director, Kno-Wal-Lin Homecare & Hospice, Rockland, ME; John Houllahan, President, Houllahan & Associates, Winthrop , ME;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Hospice, Financial

Build an In-Patient Facility or Hospice & Palliative Care Residence: Two Successful Perspectives

Two hospice & palliative care agencies will share how they built their respective sites and successfully operate in their communities. The pros and cons of new construction vs. remodeling will be reviewed. The new in-patient facility will discuss their process from architectural design, to ever-changing costs of materials and construction, site limitations, certification/accreditation hoops and Life and Safety Code requirements. The established hospice residence will share their construction issues, why they chose a residence rather than an inpatient facility and steps taken to ensure financial viability. Presenters will give an account of how to find the middle ground on disagreements through compromise and negotiation to make their dreams a reality.

Objectives:

• Describe the unknown obstacles involved in building a facility in relation and changes in the original plan.
• Discuss the pros and cons of new construction vs. remodeling.
• Describe strategies for ongoing financial viability.

Faculty: Raymond Clark, RN, BSN, MA, Vice President, Universal Health Services, Fort Worth, TX; Kathy Walls, RN, BSN, CHPN, CEO/President, Universal Health Services, Fort Worth, TX; Merry Beth Rucker, Chief Executive Officer, Visiting Nurse Association of Middlesex-East & VN Hospice, Wakefield, MA;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Managed Care, Leadership, Financial

What a Plan Wants: Medicare Advantage Plans' Perspectives on Home Health

Home care providers express frustration that managed care organizations fail to recognize that home care is highly valuable - it saves money by keeping patients out of costly institutions and provides care management, as well. So, what's the resistance to paying adequately for these important services? In this session a panel of managed care organization (MCO) representatives will provide their views on the role of home care in managed care, and what they look for when contracting with home care agencies.

Objectives:

• Explain the value of home care from a MCO's point of view.
• Identify characteristics that increase a home care agency's attractiveness to a managed care plan.
• Describe management issues MCOs must deal with in contracting for and overseeing home care services.

Faculty: Panel of Medicare Advantage Plan Representatives ;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Financial, Marketing & Business Development

Startup, Acquisition, or New Programs and Services: A Framework for Choosing the Best Business Expansion Strategies

In crafting an aggressive expansion strategy, a home care business will typically consider three basic development strategies; (1) start-up, (2) acquisition, or (3) new programs and services. While the options are relatively simple, choosing among them can be extremely difficult. In this program, we will discuss a decision framework for choosing the most appropriate development strategies.

Objectives:

• Describe and expand upon the basic fundamentals of return on investment.
• Identify the financial and non-financial resources that may be required to support a development strategy.
• Identify the financial and non-financial returns that can be realized from a development strategy.

Faculty: Dexter Braff, President, The Braff Group, Pittsburgh, PA; Steven Braff, Managing Director, The Braff Group, Pittsburgh, PA;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Marketing & Business Development, Financial

An Innovative Approach to Building Serious Equity In Your Agency

Presenters will discuss proven methods used to build equity in their agency and ensure fiscal soundness, the process for developing successful capital campaigns and innovative ways to move your agency forward with telemedicine and technology.

Objectives:

• Describe reliable methods for building equity and maintaining fiscal soundness.
• Describe the planning process and key components necessary when conducting a professional capital campaign.
• Discuss telemedicine grants and other innovative ideas to advance your agency forward with technology.
• Cite specific examples on how diversified, community-based agencies can compete with anyone in home care.

Faculty: Donna L. Grimm, RN, BA, MS, CHCE, President/CEO , Community Health Professionals, Inc., Van Wert, OH; Brent Tow, Vice President of Operations, Community Health Professionals, Inc., Van Wert, OH;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Emergency & Pandemic Preparedness, Financial, Hospice

How to Cope with a Disaster and Recovery - Learning From Experience

If you think a disaster will never happen to you or your organization, why do you buy insurance? Learn from the successes and mistakes of someone who has recently experienced a near catastrophe.

Objectives:

• Describe the possibility of an internal disaster and the impact and initial response to a sudden catastrophe.
• Describe clinical issues arising as a result of disaster; areas affected, and one agency's problems and responses.
• Describe the necessary aspects of financial and administrative preparedness for an agency disaster.

Faculty: Robert Carpenter, MBA, CPA, MCSE, CHCE, President and CEO, The VNA of Texas, Dallas, TX;

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Private Pay, Marketing & Business Development, Financial

Develop & Market Live-In Aide Services to Grow Your Private Pay Business

Saint Francis Home Care Services, Inc., made a conscious effort to develop a new private pay service line of live-in aide & respite services in order to meet the increasing needs of the aging population. A business plan was developed that included policy development, program design, recruitment strategies, marketing plans and day to day operational management insuring compliance with labor laws. Within three years of initiating live-in services the agency has increased private pay lines from 10% to over 75% of current business (60% of which is live-in). Effective marketing, financial and employee management and ability to deliver quality care and services (with a patient satisfaction rate of over 99%), set us apart from the competition in the private pay arena.

Objectives:

• Demonstrate how to develop live-in aide program budget.
• Describe how to develop marketing and recruitment plans that will result in business growth.
• Identify key clinical components and RN roles that assure exceptional patient care and satisfaction in addition to providing support to live-in aides.

Faculty: Dana Pavelock, BA, Director / Home Care Operations, Saint Francis Home Care Services, Inc., Poughkeepsie, NY; Maya Jackson, RN, CHPN, RN Supervisor, Saint Francis Home Care Services, Inc., Poughkeepsie, NY;

Course Level: Novice; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA);

Financial, Hospice

Financial Managers Open Forum

Back by popular demand after a one-year hiatus, the Financial Managers Open Forum is a no-holds barred discussion of the crucial issues facing home care and hospice financial managers. The Home Care and Hospice Financial Managers Association (HHFMA) hosts this session where the attendees are active participants along with HHFMA Advisory Board and Workgroup members. It is the perfect opportunity for attendees to share their insights, gain the advice of the nation's best consultants, and find out how their colleagues in home care and hospice are addressing concerns. Plan on being there and plan on standing up to participate.

Objectives:

• Identify the most pressing issues facing home care and hospice financial managers.
• Explain how peers and colleagues are addressing their concerns.
• Recognize where the leaders in home care and hospice financial management see the industry moving.

Faculty: Moderator: William A. Dombi, Esq., Director, Center for Health Care Law, National Association for Home Care & Hospice, Washington, DC;

Course Level: Not Applicable;