Speakers & Programs
Special Feature - A Full Day Workshop!
Private Duty Sales and Marketing Program
Sign up today for a powerful full day sales and marketing presentation on May 31st 2012 presented by Eric Crump of TAG Home Care Marketing.
During this presentation, you'll discover how to:
- Recognize the differences between Empathy, Sympathy, and Benefit private duty sale closes;
- Create a unique private duty sales process for your agency;
- Create sales call productivity models that maximize your contacts with private duty referral sources and save thousands in unwarranted sales expenses;
- Crack the code of your local community hospitals and residential care facilities based on how you can affect their reimbursements;
- Unlock the secrets to converting telephone inquiries into clients on service; and
- Create packaged service models and disease-specific private duty programs for your agency.
Imagine if your agency were able to double the conversion of telephone inquiries.
Imagine if your agency represented substantial cost savings to your area hospitals facing cutbacks and a new payment structure.
Imagine if you could discover how to increase clients referred by clinical service providers consistently month after month.
Are you ready for your agency to hit a new plateau in census and revenue? ...Then don't miss this powerful one day Private Duty sales and marketing program!
Your Home Care Sales Coach
Eric Crump has served as sales director and head sales coach for TAG Home Care Marketing since March of 2009. He is the author of the current HealthMatters Education Series. He is the contributing editor of the online coaching site www.MyHomeCareSalesCoach.com. Eric's monthly "In the Trenches" columns and PowerPlays are widely received by the online home care community. He is the director of the marketing product development team and lends his insight as a consultant to numerous home care agencies.
Please Note: Registrants will be receiving their handouts on the day of the full day workshop.
Keynotes and General Sessions Speakers
Thursday, May 31
9:15 – 10:15 AM
Opening Keynote
The Freak Factory: Making Employees Better by Helping Them Get Worse
Are you frustrated by disengaged and unproductive employees? Are you looking for better strategies for improving employee performance?
Research shows that most people are not committed to their jobs and the way we currently manage employees does even more to harm, instead of help, their performance. We think our employees are broken, treat them like they are broken, and then wonder why they don't work. Instead of attacking people's weaknesses, we need to find the strength that is hidden inside their apparently negative characteristics.
It's time to stop trying to create well-rounded and balanced employees. We need people that are unbalanced. We need Freaks. This session will explore eight strategies for improving employee engagement by turning our teams, departments and organizations into freak factories.
David Rendell is a speaker, leadership professor, stand-up comedian and endurance athlete and has more than 15 years of experience leading people and organizations. He has spoken to audiences all around the world including high powered corporations and universities such as AT&T, GlaxoSmithKline, Tyco International and Duke University. David has authored two books, the first was The Four Factors of Effective Leadership and his latest, The Freak Factor: Discovering Uniqueness by Flaunting Weakness.
12:15 am – 1:00 pm
Lunch Keynote
A CMS Update of Federal Health Care Reform
What has and hasn't yet been done to enact coverage and delivery system reform? What can home care agencies expect as providers, employers and citizens as reform continues to move forward? Dr. Kassler presents some of the major initiatives that CMS and the Innovation Center are implementing.
Dr William Kassler, MD, MPH, joined the Centers for Medicare & Medicaid Services (CMS) as Chief Medical Officer for the New England Region, after serving 17 years at the Centers for Disease Control and Prevention (CDC). At CDC, he served as Senior Advisor for health policy in the CDC/Washington Office, working on Pandemic Influenza planning, medical informatics, and fostering collaboration between the public health and health care systems. Dr Kassler served for seven years as State Medical Director for the New Hampshire Department of Health and Human Services and is the immediate Past-President of the New Hampshire Medical Society.
3:30 pm – 4:30 pm
Closing Keynote
The Next Generation of Hospital and Home Care Partnerships
What do hospitals need and expect from their home care partners? With new readmission reduction pressures on hospitals and the evolution of discharges into care transitions, roles and relationships are changing. Ms Barr will share with you what hospitals and other parts of the continuum are thinking about and planning for as we move to ACO models and heightened awareness about the total cost of care. In addition she will discuss what you will need to do to partner with hospitals, health care systems and/or health plans. Focus of the session will not only be on readmissions but lengths of stay and ED visits.
Catharine Barr, Chief Executive Officer, Bethesda Hospital, has more than 30 years of health care leadership experience including hospital, clinic, home health care and community based health care services. At Bethesda Hospital, Ms. Barr is responsible for the clinical, operation and financial results of a 110-bed specialty hospital. She also oversees a home health agency serving the Twin Cities metro area, a medical alert monitoring company and a community case management division.
Friday, June 1
8:45 am – 9:45 am
Opening Keynote
Home Care: Possible Risks and Rewards in the Affordable Care Act
In this rapidly evolving environment, every agency needs to assess which emerging delivery system reforms offer the greatest opportunities for home care. Bringing the latest directly from Washington Dc, Jim Pyles will review the major Affordable Care Act reforms likely to impact how home care is delivered and compensated.
Jim Pyles, JD, is a co-founder and Principal of Powers, Pyle, Sutter and Verville in Washington, DC and has more than thirty-five years of experience in litigation, counseling, and lobbying in the field of health law. He is nationally known for his expertise with respect to the legal issues related to health information technology and health information privacy, chronic care coordination, home health, hospice, and ambulatory care services. In addition, he is a registered lobbyist for several health care associations and participates intensively in health reform at the federal and state levels. He has crafted major pieces of health care legislation in many areas covered by the Medicare Act. Mr. Pyles was a principal designer and author of the Independence at Home program enacted with bipartisan support as part of the Patient Protection and Affordable Care Act of 2010.
12:15 pm – 1:00 pm
Lunch Presentation
Riding Out the Storm: Home Care During and After a Natural Disaster
This moderated discussion will share several panelists' experiences with last summer's flooding disaster on the role of home health as emergency responders and care givers in post-flooded Vermont towns.
Peter Cobb, Executive Director, Vermont Assembly of Homecare and Hospice, Moderator
Panel: Darcy Brown, PTA, VNA & Hospice of Vermont and New Hampshire, White River Junction, VT; Jamie Belchak, Rehabilitation Manager, Rutland Area Visiting Nurse and Hospice, Rutland, VT.
2:40 pm – 3:25 pm
Closing Session
Home Care 2012 – Beyond Business As Usual
Based on workshops over the course of the conference, home care is left to wonder: is this the best of times, or the worst? In this closing presentation Arnie Cisneros will pull the pieces together for agencies struggling to withstand the regulatory onslaught while meeting new challenges across the continuum to serve a growing demand with new and different service models.
Arnie Cisneros, P.T., President of Home Health Strategic Management, is the most progressive speaker in Home Health today. His legacy as a rehab provider across the care continuum allows for insight into contemporary healthcare delivery, and he is renowned for his adaptation of traditional care philosophies to address current and future healthcare initiatives. His refinement of clinical delivery mechanisms, integration of new protocols at the staff level, and adaptation of traditional care philosophies has helped providers of all sizes rewire care to achieve Medicare compliance.
