executive war college 18th annual · 2017. 4. 2. · powerful sales closing secrets of...
TRANSCRIPT
April 30-May 1, 2013 | New Orleans, LA | Sheraton New Orleans
For details and to register, go to www.executivewarcollege.com • 512-264-7103
18TH ANNUAL
On Lab and Pathology ManagementExecutive War College
2013 Is A Particularly High-Stakes YearFor Your Lab and Pathology Group!Learn What’s Ahead at the World’s Largest Summit Meeting on Laboratory and Pathology Management!
3 Full-Day Workshops to Take Your ExecutiveWar College Experience to the Next Level
Option 1LDT Boot Camp: Mastering the Essentials
to Achieve Success with your Molecular and Genetic Assays
Option 2Powerful Sales Closing Secrets
of Top-Performing Lab Sales Reps
Option 3Lean Bootcamp: Achieving Mastery
with Concepts, Implementation, and Outcomes Workshop
k Customize your learning experience with more than 50 advanced sessions to choose from
Hear keynoters:k Richard Atkin, President of Sunquest Information
Systems on “How LIS and AP Informatics are ComingTogether To Support Integrated Care”
k Ran Whitehead, CEO of PeaceHealth Laboratories on“PeaceHealth Labs’ Evolution in Support of ACOs,Integrated Care, and Regionwide Services”
k Ernest Franklin, M.D., of Baylor Health System on“Baylor Health’s Strategy for Advancing Healthcare andLeveraging the Value of Laboratory Testing”
k Plus a special 4 hour session on Lab/Pathology Mergers& Acquisitions, Lab CIO/CFO Roundtables, AcademicPathology Chairs & Pathology AdministratorsRoundtable, Lab Sales and Marketing VPs Roundtable,and three optional full-day add-on workshops!
Thanks to Our Corporate Benefactors
SPECIAL THIS YEAR!Thursday, May 2
CIO Roundtable
CFO Roundtable
Lab & M
& A
Tuesday, April 30, 2013
Continental Breakfast
Management Master Classes (4)
Management Master Classes (4)
General Session
General Session
General Session
LunchBreakout Sessions (4)
Breakout Sessions (4)
Breakout Sessions (4)
Breakout Sessions (4)
General Session – Panel Discussion
5:45 - 7:30 PM Formal Reception
Management Master Classes ese sessions have oneprimary goal: to help lab administrators, managers, andpathologists advance their career skills and personal abilities.Each class is led by an expert and addresses a key area of labmanagement and operations. You and your executive team willfind them invaluable and packed with information you won’t findanywhere else!
Lab Executive Roundtables ree different roundtablesessions—one each for Lab CFOs, CIOs, and Sales & MarketingDirectors— all designed to provide a peer network, high-level, andcandid knowledge exchange targeting the issues and challengesfacing you and your organization right now!
Lab & Pathology Mergers and Acquisitions Workshopere is upheaval in the marketplace! Should smaller groups sell,merge, or buy? Hear from our panel of major players in laboratoryM&A about up-to-the-minute intelligence on M&A activity, whichbuyers are kicking lab tires, and how your clinical lab or pathologygroup can tap sources of capital on favorable terms.
Academic Pathology Chairs Workshop During these times of shrinking budgets and less fee-for-service pricing, this extendedworkshop couldn’t be more timely! Topics include ACOs, the shi to integrated clinical care, and how academic pathology groups canleverage their expertise to add value with molecular and genetic testing.
Plus 3 Post-Conference Workshops To Choose From!
For details and to register, go to www.executivewarcollege.com • 512-264-7103
Time
6:30 AM
7:00 AM
8:00 AM
9:00 AM
10:00 AM
11:00 AM
12 NOON
1:00 PM
2:00 PM
3:00 PM
4:00 PM
5:00 PM
6:00 PM
Monday, April 29, 2013
5:30 – 7:30 PMEarly Registration
& Welcome Reception
Two full days of powerfullearning and networking opportunities, with three exciting post-eventseminars.
The experts, the topics, and theresources you need for yourlaboratory to not only survive, but thrive in this challengingenvironment!
Just Some of What’s in Store for youat the 2013 Executive War College
Join our Executive War CollegeGroup and be part of the discussion!
I wouldn’t miss the Executive War College ifyou want to network with other lab leaders andstay on top of the perpetually changing laboratorymarketplace. EWC is the event that specificallytargets the business of running and optimizing thefinancial success of your laboratory. e sessionsdeliver high value information and speakers areeither nationally recognized authorities in ourindustry or laboratory executives who demonstrateinnovative processes or best in class performance.
– Bill Taylor, Chief Marketing Officer, XIFIN Inc.
“
& Pathology Mergers
cquisitions
Lab Sales & Marketing
VPs Roundtable
Academic PathologyChair Roundtable
Lean for Lab Leaders
LDT Bootcamp for Molecular & Genetic Tests
Sales ClosingSecrets
Lean for Lab Leaders
LDT Bootcamp for Molecular & Genetic Tests
Sales ClosingSecrets
Wednesday, May 1, 2013
Continental Breakfast
Management Master Classes (4)
Management Master Classes (4)
General Session
General Session
General Session
LunchBreakout Sessions (4)
Breakout Sessions (4)
Closing – General Session
Thursday, May 2, 2013
Continental Breakfast
Lunch
David Herold, MD, PhDof The University of California San Diego
Mass Spec’s Growing Role in ClinicalDiagnostics: Why Your Lab Should be Ahead of the CurveMass Spectrometry is an analytical method to
be used in clinical labs in coming years with greater frequency.In this session, you’ll gain an understanding of how the scienceis moving to support clinical use of Mass Spec for certain typesof lab testing. Also to be discussed: the benefits/disadvantagesof having a lab set up and offer tests based on Mass Spec,including strategic considerations such as cost to acquire theequipment, how to train med techs to run the instruments,and how to use the technology to give physicians ordering thetests more accuracy and precision in making diagnoses.
Michael Snyderof Clinical Lab Business Solutions
Payer Access: Why Your Lab is “Out”!Can Your Lab Get “In”?It’s an unfortunate truth that payers are
interfering with your lab’s money and your lab’s financialstability. is session brings you solid information about howand why payers want to include new terms in their contractswith labs and pathology groups, the scoop on why insurers arepaying less for lab tests, and a whole lot more!
Charles Hawker, PhDof ARUP Laboratories
Using Automation to Enable Six SigmaQuality in Laboratory Work Processese definition of Six Sigma is handling onemillion events with only 2.4 defects. At ARUP, the
lab automation set-up is achieving this level of perfection incertain work processes within the lab’s pre-analytical, analytical,post-analytical activities. Listen and learn from ARUP’s successstory, and discover ways in which automation can make apositive contribution to you laboratory’s quality, turnaroundtime, efficiency, and profitability.
Adam Slone and Tara Kochisof Slone Partners
Grow, Sell, or Become Extinct:Win the Recruiting War for the MolecularTalent Your Lab Needs to Succeedere is great demand for those who haveexperience in molecular diagnostics and genetictesting, including executives who can handle theinformatics of DNA data, and who can sell andmarket genetic tests, not to mention scientists whocan perform the tests and supervise the lab’s
operation and performance to meet federal requirements and hitproductivity targets. Find out how you can win this recruiting war!
For details and to register, go to www.executivewarcollege.com • 512-264-7103
Get Up Close and Personal with Some of theNation’s Most Influential Pathologists, LaboratoryAdministrators and Executives
Use this overview and schedule summary to plan your time at the Executive War College.
MONDAY, APRIL 29, 20134:00 PM-5:30 PMBENEFACTOR SESSION
Lifepoint Benefactor Session–Raising the Bar:A Sneak Peek into New Product Offerings 5:30PM-7:30 PM
Early RegistrationGet Acquainted Receptionwith Refreshments
BENEFACTOR SESSION
Sunquest Benefactor Session - Sunquest AfterEight
7:30 PM-10:00 PMBENEFACTOR SESSION
Xifin Benefactor Session - XIFIN Wine Tasting
TUESDAY, APRIL 30, 2013
6:30 AM-9:00 AM
Registration and Continental Breakfast 7:00AM-7:50 AM
Atlas Benefactor Session - Sales SuccessUsing Technology and Tactics to Win Over ACOsand Physician Practices 7:00 AM–7:50 AMCONCURRENT MASTER CLASS SESSIONS
How Advances in Molecular Diagnostics WillFurther Drive Consolidation of All Lab TestingPatrick Maul, MT (ASCP), Lean Sigma BlackBelt, Becton Dickinson, St. Cloud, Florida
Meaningful Use Stage 2: Winning Ways YourLab Can Succeed with Physicians, ReduceYour EHR Interface Backlog, and Grow YourBusinessJohn Giddings, EHR Product Manager,NCG Medical, Altamonte Springs, FloridaEric Reynolds, XO - Sales and Strategy, Emdeon,Nashville, Tennessee
Leveraging Enhanced Specimen Managementto Achieve Strategic Goals and Boost FinancialPerformanceMegan Schmidt, Product Manager,Sunquest Information Systems, Tucson, ArizonaPawan Singh, Sr. Product Manager, SunquestInformation Systems, Tucson, Arizona
How We Changed Our Lab’s QC to ImproveAnalytical Accuracy, Reduce Costs, and BoostPerformanceJoseph Litten, Technical and DevelopmentalManager, Valley Health, Winchester, Virginia8:00 AM-8:50 AMBENEFACTOR SESSIONEmdeon Benefactor Session - Connect withEmdeon8:00 AM–8:50 AMCONCURRENT MASTER CLASS SESSIONSBecome a Patient-Centric Lab or Die... KeyStrategies to Position Your Lab for Success inthe Age of ACOs and Integrated HealthcareRob Atlas, President & CEO, Atlas Medical,Calabasas, California
Understanding How Payers’ Changing Needsfor Lab Data Creates New Ways for Your Lab toAdd ValueCharles Halfpenny, CTO, HalfpennyTechnologies, Inc., Blue Bell, Pennsylvania
Grow, Sell, or Become Extinct: Win theRecruiting War for the Molecular Talent YourLab Needs to SucceedAdam Slone, CEO, Slone Partners, Miami Beach,FloridaTara Kochis, President, Slone Partners, MiamiBeach, Florida
Mastering the Best Practices in Lab SupplyManagement to Boost Your Lab’s MarginsChris Dillinger, Director, Supply Solutions - LeanSix Sigma Master Black Belt, Cardinal Health,Dublin, Ohio
9:00 AM–9:40 AMGENERAL SESSIONEssential Insights into Healthcare’s Evolutionand Revolution: Positioning Your Lab forClinical and Financial Success
Robert L. Michel, Editor-in-Chief, THE DARK
REPORT, Spicewood, Texas
9:40 AM–10:20 AMGENERAL SESSIONPeaceHealth Laboratories’ Evolution in Supportof ACOs, Integrated Care, and RegionwideServicesRan Whitehead, Chief Executive Officer andChief Mission Officer, PeaceHealth Laboratories,Springfield, Oregon
10:20 AM-10:40 AMMORNING BREAK
10:40 AM–11:20 AMGENERAL SESSIONBaylor Health’s Strategy for AdvancingHealthcare and Leveraging the Value ofLaboratory TestingErnest Franklin, M.D., VP Surgical andAncillary Services, Baylor Health Care System,Dallas, Texas
11:20 AM–12:00 PMGENERAL SESSIONPreparing for Precision Medicine: HowAnatomic Pathology Is Transforming at HenryFord HealthRichard Zarbo, M.D.,Senior Vice President andChair, Henry Ford Health System, Detroit,Michigan
12:00 PM-1:00 PM
Networking Lunch Mergers andAcquisitions of Pathology andClinical Laboratories (ExtendedProgram)
1:00 PM–4:50 PM GRAND BALLROOM A–C
Overview of 2012-2013 LaboratoryTransactions, Deal Values and Multiples, andForecasting of Anticipated TrendsChristopher Jahnle, Managing Director,Haverford Healthcare Advisors, Paoli,Pennsylvania
Upheaval in the Anatomic PathologyMarketplace: Should Smaller Groups Sell,Merge, or Buy?Moderator: Richard Cooper,Esq., Attorney, McDonald Hopkins LLC, Cleveland,OhioPanelists: Don Howard, M.D., Ph.D.,Chairman and CEO, CellNetix Pathology andLaboratories, Seattle, WashingtonVivek Khare, M.D., Business Manager, The DeltaPathology Group, LLC, Shreveport, LouisianaRobert H. Tessier, Principal, HBP FinancialServices Group, Ltd., Woodbridge, Connecticut
Establishing a Value and a Business Strategyfor TC Laboratories Going ForwardMODERATOR: Kemp Dolliver, CFA, ManagingDirector, Cherrystone Hill Capital, Cambridge,MassachusettsPANELISTS: Richard Cooper, Esq., Attorney,McDonald Hopkins LLC, Cleveland, OhioWilliam Curtis, Chief Executive Officer,MedVentures LLC, Cleveland, OhioBen W. Davis, M.D., Chairman, President &CEO, PathGroup, Brentwood, TennesseeChristopher Jahnle, Managing Director,Haverford Healthcare Advisors, Paoli,Pennsylvania
What’s Hot and What’s Not inMergers/Acquisitions of LaboratoriesMODERATOR: Richard Cooper, Esq., Attorney,McDonald Hopkins LLC, Cleveland, OHPANELISTS: Anil Asnani, Vice President,Strategic Planning and Corporate Development,LabCorp, Burlington, North CarolinaRichard Bayman, Principal, Hammond HanlonCamp LLC, Atlanta, GeorgiaKathy Murphy, Ph.D., Chief Executive Officer,Chi Solutions, Inc., Ann Arbor, MichiganBud Thompson, Roanoke, Virginia
Tapping Capital to Build Molecular and GeneticLab Companies: Success in Essentials ForToday’s Tough Lab Market Environment
Jon Vance, CFA, CPA, Managing Director,MedDxCapital Advisors, La Jolla, California
Agenda
1:00 PM–1:50 PMCONCURRENT BREAKOUT SESSIONS
How Hospitals In-Common Laboratory UsesReal Time Management and BI Dashboards toImprove Patient Service and OptimizeProductivityKris Bailey, CEO, In Common Laboratories,Toronto, Ontario, Canada
Mass Spec’s Growing Role in ClinicalDiagnostics: Why Your Lab Should be Ahead ofthe CurveDavid Herold, M.D., Ph.D., Professor ofPathology, UCSD; President, MSACL, VAMC - SanDiego & University of California, San Diego, SanDiego, California
Developments in Payer Contracting, How LabsGet Paid, Compliance and MoreJane Pine Wood, Esq., Member, McDonaldHopkins LLC, Dennis, Massachusetts
1:00 PM–2:50 PMCONCURRENT BREAKOUT SESSIONS
Big Changes Ahead in Federal, State, andPrivate Payer Policies Affecting LaboratoryTesting Reimbursement and RegulationMODERATOR: Jack Shaw, Executive Director,Homecare of Michigan, Allen Park, MichiganPANELISTS: Michael Arnold, ExecutiveDirector, California Clinical LaboratoryAssociation, Sacramento, CaliforniaMark Birenbaum, Ph.D., Administrator,National Independent Laboratory Association, St.Louis, MissouriAndy Fish, Executive Director, AdvaMedDx,Washington, D.C.Alan Mertz, President, American ClinicalLaboratory Association, Washington, D.C. Howard Coleman, Chief Executive Officer,Genelex Corporation, Seattle, Washington
2:00 PM–3:50 PMSPECIAL SESSION
Lab CIO RoundtablePeggy McKee,CEO/Recruiter, PHC Consulting, Celina, TexasJ. Mark Tuthill, M.D., Division Head, PathologyInformatics, Henry Ford Health System, Detroit,Michigan
2:00 PM–2:50 PMCONCURRENT BREAKOUT SESSIONS
Big Changes in Pathologist Recruiting, Hiring,and Retention: What Your Pathology Lab Needsto Know to Stay CompetitiveRich Cornell, President, Sante Consulting, LLC,Chesterfield, Missouri
The Lab Hitchhiker’s Guide to the Pitfalls andOpportunities in How EHRs Handle Lab TestDataTeresa Darcy, M.D., MMM, Medical Director ofClinical Laboratories, University of WisconsinHospital and Clinics, Madison, Wisconsin
2:00 PM–2:50 PM
Envisioning the Coming Integration of ClinicalLab, Anatomic Pathology, and Radiology: UsingDigital Imaging and Work Flow Redesign toServe ACOs and Deliver Added ValueJon Copeland, CEO, Nuvodia, Spokane,
WashingtonRyland (Skip) Davis, Principal, AC2T, Spokane,WashingtonAjit Singh, Ph.D., Managing Director, ArtimanVentures, Palo Alto, CaliforniaThomas Tiffany, Ph.D., CEO, AC2T LLC,Spokane, Washington
3:00 PM–4:50 PMSPECIAL SESSION
Lab CFO RoundtableDouglas Wussow, V.P.Financial Services, Rhodes Group Inc, Vernon,ConnecticutRenee Ennis, Chief Financial Officer, TriCoreReference Laboratories, Albuquerque, NewMexico
3:00 PM–3:50 PMCONCURRENT BREAKOUT SESSIONS
Combining Lean, Middleware, and TargetedAutomated Systems to Unlock LabAutomation’s Full PotentialConnie Bishop, Assistant AdministrativeDirector, University of North Carolina HealthcareSystem, Chapel Hill, North Carolina
Integrated Pathology Informatics: What Weneed for both Internal and External SuccessFred Ferrara, Sr. Vice President and C.I.O.,Aurora Diagnostics, Palm Beach Gardens, Florida
Payer Access: Why Your Lab is ‘Out’! Can YourLab Get ‘In’?Michael Snyder, Principal, Clinical LabBusiness Solutions, LLC, Flemington, New Jersey
4:00 PM–4:50 PMCONCURRENT BREAKOUT SESSIONS
How Automation Enables Six Sigma Quality inLaboratory Work ProcessesCharles D. Hawker, Ph.D., MBA, ScientificDirector, Automation & Special Projects, ARUPLaboratories, Salt Lake City, Utah
How ACA, ACOs, and Healthcare’sTransformation Will Change Roles of Payers,Hospitals, Physicians, and Labs
MODERATOR: Michael Snyder, Principal,Clinical Lab Business Solutions, LLC, Flemington,New Jersey PANELISTS: Trisha Brown, Founder, ShamaConsulting, Clayton, CaliforniaCharles Halfpenny, CTO, HalfpennyTechnologies, Inc., Blue Bell, PennsylvaniaLinda Stewart, Vice-President, NationalLaboratory Program, UnitedHealthcare,Minnetonka, Minnesota
Collaborating with Physicians and Nurses toAttack Misidentified Tissue SpecimensOriginating in Surgery and the Operating RoomRita D’Angelo, Manager, Quality SystemsDivision, Henry Ford Health System, Detroit,Michigan
Molecular Codes and More: What Your LabShould Know to Get Speedy and AccuratePayment from Different PayersCharles Root, C.E.O., CodeMap LLC,Schaumburg, Illinois
5:00 PM–5:30 PMGENERAL SESSION
ACOs, Medical Homes, and Other Models ofIntegrated Clinical Care: Understanding Today’sReality and the Ramifications for the FutureMODERATOR: Rick Panning, Vice President,Business Development, Shared Clinical Services,Fairview Health Services, Minneapolis, MinnesotaPANELISTS: David Dexter, President & CEO,Sonora Quest Laboratories, LLC, and LaboratorySciences of Arizona, LLC, Tempe, ArizonaErnest Franklin, M.D., VP Surgical andAncillary Services, Baylor Health Care System,Dallas, TexasRan Whitehead, Chief Executive Officer andChief Mission Officer, PeaceHealth Laboratories,Springfield, Oregon
5:45 PM–7:30 PM
Grand Reception
WEDNESDAY, MAY 1, 2013
6:30 AM-9:00 AM
Continental Breakfast 7:00 AM-7:50 AMBENEFACTOR SESSION
Ortho Benefactor Session - Breakfast withOrtho Clinical Diagnostics 7:00 AM–7:50 AMCONCURRENT MASTER CLASS SESSIONS
Dealing the 2013’s Gamechangers in AnatomicPathology Billing/CollectionsBrian Kemp, Executive Director, McKesson,Midlothian, VirginiaLisa Quirk,VP Laboratory & PathologyOperations, McKesson, North Charleston, SouthCarolina
Keeping Your Lab’s Best-of-Breed LIS when C-Suite Likes Epic’s EMR/LIS BundleDennisWinsten, President, Dennis Winsten & Associates,Inc. Healthcare Systems Consultants, Tucson,Arizona
Building the Specialty Testing Lab Company:Sales and Business Development StrategiesThat WorkMichael Ero, President and Founder, MachaonDiagnostics, Oakland, California
How to Cut Your Lab’s Cost of Reference LabTesting using Flattened Connectivity andReference Lab NetworksJohn David Nolen, M.D., Ph.D., MSPH,Managing Director, Laboratory Business Unit,Cerner Corporation, Kansas City, Missouri
8:00 PM-8:50 AMBENEFACTOR SESSIONRoche Benefactor Session - Roche Diagnostics- Leading the Way in Personalized Healthcare 8:00 AM–8:50 AM
Agenda
CONCURRENT MASTER CLASS SESSIONS
Serving the New Paradigm of Integrated Care:Convert Your Lab’s Data into High-ValueClinical IntelligenceMichael Glant, M.D.,Medical Director, Orchard Software Corporation,Carmel, IndianaCurt Johnson, Chief Operating Officer, OrchardSoftware Corporation, Carmel, Indiana
Proven Steps to Control Your Lab’s RisingReference Test Costs
Anne Daley, Senior Consultant, Chi Solutions,Ann Arbor, Michigan
How We Learned to Make Money From OurLab Outreach Client BillingDonna Beasley, Healthcare Executive,Independent, Gulf Breeze, FloridaCharlene Harris, System Director, LaboratoryServices, Sarasota Memorial Health Care System,Sarasota, Florida
Best Practices in Core Lab Design, UtilizingAutomation, Workflow, and InformaticsSteve Friedland, Director, ValuMetrix Services,Ortho-Clinical Diagnostics, Inc., Columbia, SouthCarolina9:00 AM–9:40 AMGENERAL SESSION
How LIS and AP Informatics Are ComingTogether to Support Integrated CareRichard Atkin, President, Sunquest InformationSystems, Tucson, Arizona
9:40 AM–10:20 AMGENERAL SESSION
med fusion Creates New Lab Testing Paradigmto Deliver Added Value to CliniciansKeith Laughman, President & CEO, med fusion,Lewisville, Texas10:20 AM-10:40 AMMorning Break
10:40 AM–11:20 AMGENERAL SESSION
How HEDIS and Related Data Sets Will AnchorIntegrated Care and Value-BasedReimbursementCynthia Ottone, MHA, Director, Policy -Measures, NCQA, Washington, D.C.
11:20 AM–12:00 PMGENERAL SESSION
Contracting with ACOs & HIEs: Early Lessons inEstablishing Lab Test Value and PriceDavid Dexter, President & CEO, Sonora QuestLaboratories, LLC, and Laboratory Sciences ofArizona, LLC, Tempe, Arizona
12:00 PM-1:00 PM
Networking Lunch 1:10 PM–3:00 PM
PECIAL SESSION
Lab Sales and Marketing VPs’ RoundtableFACILITATOR: Peter Francis, President, ClinicalLab Sales Training, LLC, Woodstock, MarylandMODERATOR: Kevin Jaglinski, Director of Salesand Outreach, Cleveland Clinic Laboratories,Cleveland, Ohio
1:10 PM–3:15 PMSPECIAL SESSION
Academic Pathology Chairs & PathologyAdministrators RoundtableModerator: Cynthia Bevis, Assistant VicePresident, Laboratories, North Shore-LIJ HealthSystem, Lake Success, New YorkChair: James Crawford, Senior Vice President,Laboratory Services, North Shore-LIJ HealthSystem, Lake Success, New York
1:10 PM–2:00 PMCONCURRENT BREAKOUT SESSIONS
Unleashing the Power of QMS and CAP 15189at ProMedica LaboratoriesF. Michael Walsh,Chairman Dept of Pathology and Medical DirectorPromedica Labs, Consultants in LaboratoryMedicine, Toledo, Ohio
Driving Clinical Excellence in Microbiologywith Consolidation, Real-Time Dashboards andConcierge Physician ServicesDavid Vinson, VP of Laboratory Operations, medfusion, Lewisville, Texas
Payer’s Goals for Pre-Authorization, MedicalNecessity, and Pricing for Molecular andGenetic Tests Trisha Brown, Founder, Shama Consulting,Clayton, California
Leveraging Informatics to Boost LocalPathology: How We Interface with Epic’s EMRand Psyche to Monitor Client Service in RealTime
Julie Williams, Director of IT, PathologistsDiagnostic Laboratory, PA, Winston-Salem, NorthCarolina
2:10 PM–3:00 PMCONCURRENT BREAKOUT SESSIONS
Moving Your Lab into a New Facility: Achievethe Flawless Relocation and Support OngoingProductivity GainsThomas Goob, Vice President, DiagnosticLaboratory Services, Inc., Aiea, Hawaii
Anticipating Medicare’s Alphabet Soup of AuditContractors, Ranging from ZPICs and RACs toCERTs and MACsChristopher Young, President, LMSS, Phoenix,Arizona
Blending Lab Automation, Lean, andInformatics to help the ED Meet Patient TATGoals Theresa Ohrmund, Director of LaboratoryServices, Lakeland Regional Medical Center,Lakeland, Florida
Payer Data Requirements and Payers’ Effortsto Narrow Lab Networks: What's New and HowIt’s DifferentMark Erwin, Senior Director, Reimbursement &Government Affairs, Prometheus Laboratories,San Diego, California3:10 PM–3:30 PMGENERAL SESSION
Extracting the Important Lessons from theExecutive War College 2013Robert L. Michel, Editor-in-Chief, The DarkReport, Spicewood, Texas
THURSDAY, MAY 2, 2013
7:30 AM-8:00 AM
Continental Breakfast and Registration
OPTION 18:00 AM-4:30 PM
Lean Bootcamp: Achieving Mastery withConcepts, Implementation, and OutcomesWorkshopMaureen Harte, President, HartePro Consulting,Midvale, Utah
12:00 PM-1:00 PM
Networking Lunch
OPTION 28:00 AM-4:40 PM
Powerful Sales Closing Secrets of Top-Performing Lab Sales Reps
8:00 AM-8:15 AMWelcome and Opening Remarks R. Scott Liff, President, Business Development,Kellison, Cleveland, Ohio
8:15 AM-9:15 AMKey Benchmarks: Building Your Game Plan toMeet and Exceed Production TargetsPaul Knoll, President/Lead Guide, Ascent GuidedSales & Marketing Expeditions, Park City, Utah
9:15 AM-10:00 AMPreparing Your Sales Plan: What to Do BeforeMaking Your First Sales CallPaul Knoll, President/Lead Guide, Ascent GuidedSales & Marketing Expeditions, Park City, Utah
10:00 AM-10:20 AM
Break
10:20 AM-12:00 PM
Organization and the Right Productivity Toolsto Ensure Daily Sales EffectivenessPaul Knoll, President/Lead Guide, Ascent GuidedSales & Marketing Expeditions, Park City, Utah
12:00 PM-1:00 PM
Agenda
Networking Lunch
1:00 PM-2:00 PMEssential Skills to Win New Business:Presenting Benefits, Handling Objections, Howto Close Peter Francis, President, Clinical Lab SalesTraining, LLC, Woodstock, Maryland
2:00 PM-2:45 PMMust-do Steps to Protect Your Lab Clients andGrow Your BusinessPeter Francis, President, Clinical Lab SalesTraining, LLC, Woodstock, Maryland
2:45 PM-3:00 PM
Afternoon Break
3:00 PM-4:00 PMGood Shepherd Medical Center's Successesand Lessons Learned in Building its LabOutreach Sales Program Diane Honey, Laboratory Director, AcuityDiagnostics - Good Shepherd Medical Center,Longview, TexasRick Parks, Sales Executive, Acuity Diagnostics -Good Shepherd Medical Center, Longview, Texas
4:00 PM-4:30 PMPanel Discussion and Audience Q&A R. Scott Liff, President, Business Development,Kellison, Cleveland, OH Paul Knoll, President/Lead Guide, Ascent GuidedSales & Marketing Expeditions, Park City, UtahPeter Francis, President, Clinical Lab SalesTraining, LLC, Woodstock, Maryland
4:30 PM-4:40 PMClosing Remarks R. Scott Liff, President, Business Development,Kellison, Cleveland, Ohio
OPTION 38:00 AM-4:00 PM
LDT Boot Camp: Achieving Success withMolecular and Genetic Tests
8:00 AM-8:15 AMOverview of LDT and IntroductionsBruce Quinn, Senior Health Policy Specialist,Foley Hoag LLP, Boston, Massachusetts
8:15 AM-9:05 AMMastering Legal, Regulatory, and ComplianceIssues Associated with LDTsBrian Carey, Partner, Foley Hoag LLP, Boston,Massachusetts
9:05 AM-9:55 AMBest Approaches to Validate LDTs and DevelopClinical EvidenceBruce Quinn, Senior Health Policy Specialist,Foley Hoag LLP, Boston, Massachusetts
9:55 AM-10:20 AM
Morning Break
10:20 AM-11:10 AMNegotiating the Payer’s Maze: Essential Stepsto Achieve Coverage and Reimbursement foryour LDTRobert McDonald, President, Aledo Consutling,Inc., Indianapolis, Indiana
11:10 AM-11:45 AMExpert Panel on Validation, Managed CareIssues, Legal/Compliance EssentialsBruce Quinn, Senior Health Policy Specialist,Foley Hoag LLP, Boston, Massachusetts Robert McDonald, President, Aledo Consutling,Inc., Indianapolis, Indiana Mark Boguski, Founder & Chief Medical Officer,Genome Health Solutions, Inc., Concord,Massachusetts
11:45 AM-1:00 PMNetworking Lunch
1:00 PM-1:50 PMHow to Recruit, Hire, and Retain Executive,Sales, and Scientific TalentCraig Scheiblauer, Principal, Executive SearchConsultant, Carpinteria, California
1:50 PM-2:40 PMGoing to Market: Profitable Ways to BuildSales, Educate Physicians, and RaiseAwarenessSusan Garfield, DrPH, Vice President, GfKBridgehead, Wayalnd, Massachusetts
2:40 PM-3:00 PMAfternoon Break
3:00 PM-3:45 PMEssential Ways to Leverage Lab Informatics toAdd Clinical Value to Your Lab-Developed TestsMark Boguski, Founder & Chief Medical Officer,Genome Health Solutions, Inc., Concord,Massachusetts
3:45 PM-4:00 PMDeveloping Your Lab’s Roadmap to LDTSuccessBruce Quinn, Senior Health Policy Specialist,Foley Hoag LLP, Boston, Massachusetts
Agenda
When is it? Where is it?Executive War College 2013 takes place on Tuesday and Wednesday, april 30 – May 1, 2013 at the Sheraton New orleans.
Where can I stay?The Sheraton New orleans, located at 500 Canal Street, in theheart of one of our favorite cities, New orleans. Close to theFrench Quarter, aquarium and riverfront, the Sheraton iswithin walking distance to fabulous restaurants and Neworleans Jazz clubs. as an Executive War College attendee, your special discounted room rate is $199 for single or doubleoccupancy. rooms are on space availability basis until april 9.please visit the conference’s group rate website at:www.starwoodmeeting.com/Book/ewc2013 or call the hoteldirectly at (504) 525-2500 and be sure to ask for the ExecutiveWar College rooms to get the best rate available. our roomblock typically sells out, so don’t delay in making yourreservations.
How much does it cost?Tuition is $1045 for Executive War College 2013. attendanceis optional at the one-day post-event seminar ($445 tuition) onThursday, May 2, 2013.
How can I save money on registration?You have TWo ways to save money on tuition fees. If you reg-ister by March 15, your tuition is reduced to $925. We’d alsolike to give your colleagues the opportunity to share the tech-niques and new information you’ll gain there, so we’re offeringa $50 discount per registration for 2 or more colleagues register-ing from your company or organization. ($50 discount appliesonly for april 30 – May 1 Executive War College tuition.)
What happens if I need to cancel?Substitutions may be made at any time at no charge.Cancellations through March 29 are subject to a $50processing fee. Cancellations after 5:00 p.M. on March 29are subject to a $275 cancellation fee. Cancellations afterapril 26 are non-refundable.
Can I guarantee my investment?If you aren’t completely satisfied with the scope and contentof Executive War College 2013—if you don’t leave withdozens of new techniques to improve the way you dobusiness—we’ll refund your tuition in full, promptly andcourteously. We’re confident you’ll find Executive War
College 2013 to be time and money very well spent.
Can I earn continuing education credits?application has been made to make continuing educationunits (CeUs) available through the american association ofClinical Chemistry.
How do I register?1. Register online at: www.executivewarcollege.com2. Call 707-829-9484. Our friendly staff can register you
as well as answer any questions you may have.3. Fax this completed form to 707-829-9483.4. Mail the form with payment to: THE DARK REPORT,
21806 Briarcliff Dr., Spicewood, TX 78669.
Can I sponsor at this event?A limited number of sponsorship and advertisingopportunities remain for this event. Please contactJill Pierce at 415-454-7262.
Frequently Asked Questions 2013 Registration FormPlease provide information as you would like it to appear on your badge.
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Groups of 2 or more save $50 per registration.
TUITION DETAILS: Seminar tuition is payable to The Dark reporT. Tuition includes all meeting
materials, lunches and refreshments, as well as the evening receptions on Monday and Tuesday.
TUITION CALCULATORExecutive War College (April 30 – May 1) # people x
Register on or before March 15 ____x $925 = $___________Register after March 15 ____x $1045 = $___________Less discounts (if applicable, 2 or more) ____x $50 = $___________
Post-Conference Workshops (May 2) choose one topic
Topic 1: LDT Boot Camp: Achieving Success with Molecular and Genetic Tests # people x
Register on or before March 15 ____x $395 = $___________Register after March 15 ____x $445 = $___________
Topic 2: Powerful Sales Closing Secrets of Top-Performing Lab Sales Reps # people x
Register on or before March 15 ____x $395 = $___________Register after March 15 ____x $445 = $___________
Topic 3: Lean for Lab Leaders: Mastering Concepts in Implementation to Achieve Significant Outcomes # people x
Register on or before March 15 ____x $395 = $___________Register after March 15 ____x $445 = $___________
TOTAL TUITION: $___________Method of Payment:___ Check made payable to: THE DARK REPORT
Mail to: THE DARK REPORT, 218 06 Briarcliff Dr, Spicewood, TX 78669___ Please Charge My:
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PHONE: 707-829-9484 • FAX: 707-829-9483 • or go to: www.executivewarcollege.com01-10-13
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Executive War College 2013 is produced by THE DARK REPORT
21806 Briarcliff Dr., Spicewood, TX 78669 • 512-264-7103
21806 Briarcliff DriveSpicewood, TX 78669
Please Route To:□ Administrative Director, Laboratory Services□ Medical Director, Department of Pathology□ Project Leader, Laboratory Operations□ Laboratory Manager□ Pathologist□ General Manager□ Vice President, Operations□ Director, Molecular Testing
Register today...and put yourself in this picture!
18TH ANNUAL
On Lab and Pathology ManagementExecutive War College
Our opening general session at Executive War CollegeTuesday, April 30, 2013 will feature an unprecedentedanalysis of the existing business model that has sustained independent clinical laboratories over the past three decades.
Prepare for a shock… because BIG changes are ahead.
e next day, Wednesday, May 1, our attention will shi to how genetic testing and molecular diagnosticsare poised to transform clinical practice—and create new opportunities for clinical labs and pathology groupsto add value. Yes! Even as the financial foundations of the traditional lab business model erode, nimble labs will transition into value-added providers ofinformation-rich diagnostic tests.
Your Attendance at Executive War College is YearWill Arm You with Powerful Knowledge, and is theVital Investment that Prepares You to Succeed in theMost Challenging Healthcare Environment in History!