Educational Sessions Descriptions

MONDAY, January 24, 2011
Concurrent Educational Sessions (100 series)
10:45 to 12:15 pm

101 How Management Must Evolve to Reach and Surpass Key Revenue Milestones

To reach and surpass each revenue milestone, management initiatives regarding operating capital, infrastructure, marketing, branding, human resource development, organization, oversight and span of control, technology, corporate culture, and more must evolve.  Hear about the key management initiatives that were necessary to reach and surpass each revenue milestone, as well as the subtle – and not so subtle – changes in strategy and implementation that were necessary to succeed.

Objectives:

• Discuss how marketing initiatives must evolve to get from $2M in revenues to $10M or more;
• Explain how infrastructure initiatives must evolve to get from $2M in revenues to $10M or more; and
• Describe how human resource initiatives must evolve to get from $2M in revenues to $10M or more.

Faculty: Andrea Cohen, BA, MSW, President, HouseWorks, Boston, MA; Dexter W. Braff, MBA, MS, BS, President, The Braff Group, Pittsburgh, PA; Gary Oppedahl, President/CEO, TBAB Homecare Services, Alburquerque, NM and principle of OneonOne Homecare Solutions

Course level: Intermediate: Nursing 1.5 CEs; Accounting CPEs 1.0 (NASBA/MKT); Social Workers 1.5 CEs

102: An Interactive Marketing Primer: Social Media to Websites

Marketing in this highly competitive home care environment takes focused strategy and knowledge on the best ways to target potential customers, whether an adult child, a referral source or a senior. Using the Internet interactively while marrying the traditional with the non-traditional is key.

Objectives:

• Describe the characteristics, various platforms and overall process of social media marketing as an integrated component of an ongoing marketing strategy;
• Demonstrate the importance of integrating effective social media marketing strategies to enhance agency growth; and 
• Identify the best methods for implementing ongoing social media marketing efforts married with the traditional.

Faculty: Merrily Orsini, MSSW, Managing Director, corecubed, Louisville, KY

Course level: Intermediate Nursing CEs 1.5; Accounting CPEs 1.0 (NASBA/MKT); Social Workers 1.5 CEs

103: Developing an Orientation Program that Sets You Apart

One of the biggest barriers to the success of any agency is the ability to hire qualified competent loyal caregivers.  Hear how one agency’s experience and success in the development of a comprehensive orientation program has catapulted the agency to being recognized as one of the best in the service area and doubled revenues from the private duty program. Learn how to hire the best, orient and train for excellence; invest in the development of skills and attitudes so your employees can serve clients in an excellent manner.

Objectives:

• Identify five key components of a comprehensive orientation program;
• Describe the key elements of an effective orientation presentation; and 
• Discuss the three key elements of the preceptor program. 

Faculty: Ginny Kenyon, RN, MN, Principal, Kenyon HomeCare Consulting, LLC, Seattle, WA; Mary Lynn Pannen, RN, BSN, CCM, President/CEO, Sound Options, Inc.,
Tacoma, WA

Course level: Intermediate: Nursing CEs 1.5; Accounting CPE 1.0 (NASBA/PHR); Social Workers 1.5 CEs

MONDAY, January 24, 2011
Concurrent Educational Sessions (200 series)
2 to 3 pm

201: The Telemonitoring Advantage for Private Duty Agencies

Learn how to use telemonitoring to gain a competitive edge in your private duty business.  This “cutting edge” technology provides a marketing message that sets your agency apart from other agencies.  Ongoing monitoring brings in additional revenues and clients as well as providing a tool to alert the client/family and agency nurse of changing vital signs and data that can indicate a change in health status and affect the client’s ability to stay in his/her home.

Objectives:

• Identify marketing strategies that highlight the use of telemonitoring;
• Develop pricing for the telemonitoring program; and
• Implement a telemonitoring program in your agency.

Faculty: Judith Bellome, RN, BSNEd, MSEd, CEO, Douglas County Visiting Nurses Association, Inc., Lawrence, KS; Janet Cairns, RN, BSN, Home Health Clinical Manager, Douglas County Visiting Nurses Association, Inc., Lawrence, KS

Course level: Intermediate: Nursing CEs 1.0; Accounting CPE 1.0 (NASBA/SKA); Social Workers 1.0 CEs

202: Converting Inquiries to Intake Calls: Selling from the First Phone Contact

You may be the best solution to your prospects needs, but how do you communicate that to them during the initial inquiry call?  How do you show every potential client that you CARE ©?   Learn to set your agency apart from others through a simple four-step process that you can share with your entire team to increase your revenue.  Note: this presentation will be based on ‘real’ mystery shops of participants!

Objectives:

• Assess your prospects thoroughly on the first inquiry call;
• Develop an action plan to resolve the prospects needs; and
• Engage the prospect in the sales process.

Faculty: Barbara Akst, MA, President/CEO Training Unlimited of Virginia, LLC, Alexandria, VA

Course level: Intermediate; Nursing CEs1.0; Accounting CPEs 1.0 (NASBA/MKT); Social Workers 1.0 CEs

203: Role of Private Duty in Chronic Care Management

The current system based on reimbursed healthcare was designed to meet the acute care needs of patients, not to provide chronic care. Private Duty care providers are ideally positioned to work collaboratively with chronic care patients in the most cost effective environment – the home. This presentation provides the rationale for a strategic focus area for the field of Private Duty Nursing in chronic care, as well as show how enhanced education in chronic care management will position private duty practitioners as valued healthcare team members in future reform models.

Objectives:

• Review the incidence and prevalence of chronic disease nationally, and define specific challenges to meet chronic care needs in the current reimbursed healthcare delivery system;
• Review best practice chronic care models; and
• Describe a method to prepare providers and organizations for future success.

Faculty: Beth Hennessey, RN, MSN, Executive Director, Baptist Home Health Network, Little Rock, AR

Course level: Intermediate: Nursing CES 1.0; Accounting CPEs 1.0 (NASBA/SKA); Social Workers 1.0 CEs

MONDAY, January 24, 2011
Concurrent Educational Sessions (300 series)
3:15 to 4:15 pm

301: Transitional Care: Role of Private Duty in Reducing Re-admissions

Care Transition Projects are being conducted all over the country to improve post-acute outcomes. Largely missed in these projects is the pivotal role private duty care can play. Learn how we can play a key role in assisting Medicare-certified agencies, hospitals and physicians in preventing and reducing re-admissions to the acute care setting. This session discusses best practices for private duty agencies interested in this emerging market, ideas for negotiating payment and who pays, plans, and much more.

Objectives:

• Relate the history and basic overview of how the health care system has “missed” the private duty industry;
• Discuss critical components necessary to improve care and prevent re-admissions to the acute care setting through private duty collaborating with medical providers; and
• Introduce specific marketing initiatives and discuss opportunities for developing creative partnerships.

Faculty: Debbie Savage, RN, BSN, President, Responsive Home Health, Inc., Fort Lauderdale, FL

Course Level: Intermediate session; Nursing 1.0 Accounting CPEs 1.0 NASBA/BMO; Social Workers 1.0 CEs

302: Building and Sustaining Relationships with Senior Communities

Senior Living Communities are full of residents who at some point will need supportive home care services.   Private Duty agencies can position themselves to partner with these communities to provide an “aging in place” continuum.  Learn how one agency has successfully developed a model of care that provides a win-win for both.

Objectives:

• Identify housing solutions for Seniors and their associated costs;
• Provide a strategy for developing a supportive care program for senior communities; and
• Identify pros and cons of these relationships — cost of operation, financial pro-forma for the operation of this service line.

Faculty: Sandi Massey, RN, MPH, Vice President/Clinical Services; Gary Massey, BA, Owner/Director/Outsourcing Services, both from Good Health Services, Inc., Raleigh, NC

Course level: Intermediate: Nursing 1.0 CEs; Accounting CPEs 1.0 (NASBA/ MKT); Social Workers 1.0 CEs

303: I Just Crashed the Car….Real Life Home Care Nightmares and What You Can Do To Protect Your Agency

Presenters will discuss and explore risk factors every agency will deal with at some point including accusations of theft by an agency caregiver; abuse of staff and clients; drinking and drugs on the job; car crashes, etc. All examples can leave your agency and you at risk for claims, malpractice and lawsuits. Learn strategies for how to handle real life nightmares in your agency.

Objectives:

• Identify three immediate risks you have today in your agency;
• Identify three potential risks for your agency going forward; and
• Determine the top three actions your agency will take to decrease risk of liability now and in the future.

Faculty: Lucy Andrews, RN, MS, CEO, At Your Service Home Care, Santa Rosa, CA; and Brittnei Salerno, BS, Administrator and President, La Jolla Nurses Home Care, La Jolla, CA

Course level: Intermediate; Nursing CEs 1.0; Accounting; CPEs 1.0 (NASBA/SKA); Social Workers 1.0 CEs

TUESDAY, January 25, 2011
Concurrent Educational Sessions (400 series)
8:45 to 10:15 am

401: Using Geriatric Care Management as an Integral Component to In-Home Care

Geriatric care management can offer home care providers the means to better serve their clients while enhancing revenues and reducing risks. Improvements in chronic care management, transitions of care, and long-distance family caregiving are some of the outcomes that can be achieved through the use of care management services. This session provides an overview of what geriatric care management involves and the benefits it yields. The who, how, and whys of offering geriatric care management will be discussed.

Objectives:

• Learn to differentiate what geriatric care management is, and is not;
• Learn how to identify clients for whom care management services would be appropriate; and
• Identify three models of how care management can be offered by home care providers.

Faculty: Deborah Newquist, PhD, CMC, MSW, MPA, Associate Principal, Author/Consultant, Aging Service Consulting, Irving, CA

Course level: Intermediate; Nursing 1.5 CEs; Accounting 1.0 CPEs. (NASBA/MAS); Social Workers 1.5 CEs

402: Nuts and Bolts of Private Duty Business for Every Manager’s Success

What are the essential operations for private duty organizations and how do we orchestrate peak performance for each of these operations?  What are the key business tracking tools that measure performance at every stage of the company’s growth?  What are the best solutions to keeping staff focused and motivated to achieve key outcomes? Learn the start up and retooling formula used by more than 400 successful private duty agencies. 

Objectives:

• List the seven key operations of every private duty company;
• Describe five Business Tracking Tools that measure success (tools provided);
• Discuss ten strategies to achieve Launch, Power and Balance; and
• Explain four strategies to keep staff focused and engaged to achieve goals.

Faculty: Patricia Drea, MPA, BSN, COO, Visiting Angels – Living Assistance, Tega Cay, SC

Course level: Intermediate; Nursing CEs 1.5; Accounting CPEs 1.0 (NASBA/MKT); Social Workers 1.5 CEs

403: Creating Value, Avoiding Risks: What Every Seller Should Know

A fair price for an agency is what someone will pay. Learn how potential buyers of agencies determine what price they are willing to pay. Important for an owner to know is how to use this information and increase the value to the buyer. In addition to determining value for sale, the presenters will highlight mistakes to avoid losses. Learn what EBITDA (earnings before interest, taxes, depreciation and amortization) is, and how to arrive at EBITA for valuing agencies.

Objectives:

• Describe the formulas buyers utilize to calculate the price they are willing to pay to purchase an agency;
• Cite various structures and financing that buyers utilize to purchase home care agencies; and
• Discuss how to increase the value of an agency by understanding the risk factors.

Faculty: Donald Cummins, BP, Merger & Acquisition Master Intermediary (M&AMI), President, Stoneridge Partners, Fort Myers, FL

Course Level: Intermediate; 1.5 Nursing CEs; Accounting 1.0 CPEs (NASBA/MAS); Social Workers 1.5 CEs

TUESDAY, January 25, 2011
Concurrent Educational Sessions (500 series)
10:30 to Noon

501: It’s All About the Customer

Hear about tools essential to design and implement a successful customer service training program. By creating a customer service-focused culture, your organization can enhance customer loyalty and improve key performance indicators.

Objectives:

• Identify the steps to develop and implement a customer service training program;
• Identify at least 4 customer service training topics for your organization; and
• Understand the long-term benefits of enhanced customer service.

Faculty: Karen Alston, RN, MSN, MBA, Senior VP for Home Health and Mimi Schaible, RN, MSN, MBA, Senior VP for Business, both from VNA of Greater Philadelphia, Philadelphia, PA

Course level: Intermediate, Nursing CEs 1.5; Accounting CPEs 1.0 (NASBA/ MKT; Social Workers 1.5 CEs

502: Establishing a Culture of Continuous Performance Improvement

To thrive in today’s economy takes an entire workforce of top performers and this program will provide you with a roadmap on how to give everyone on your team the opportunity to reach for and get to the next level of performance. It starts with clear objectives tied to organizational goals and it continues with regular feedback that is specific, meaningful and motivating.  Underlying it all is a foundation of clear, concise and open communication.  

Objectives:

• Define the elements that drive a culture of continuous performance improvement;
• Provide tools and techniques on how to motivate, engage and retain top performers; and
• Set the stage for a foundation of enhanced organizational communication. 

Faculty: Sandra A. Smith , SPHR, CHC, HR Pathways +, Troy, VA

Course level: Intermediate; Nursing CEs 1.5; Accounting CPEs 1.0 (NASBA/PHR); Social Workers 1.5 CEs

503: Legal Issues Facing Homecare Agencies: Protecting Your Business, Intellectual Property and Bottom Line

This presentation provides an in-depth review of agency service agreements and employee contracts to help minimize liability and enhance business operations and efficiency.

Objectives:

• Analyze employee agreements to improve problematic language and improve contracts with sample revisions;
• Identify gaps in employee agreements to learn how to draft effective policies; and
• Discuss pressing legal issues facing home care agencies.

Faculty: Robert King, Esq., Attorney and Founder, Legally Nanny, Irvine, CA

Course level: Intermediate: Nursing CEs 1.5; Accounting CPEs 1.0 (NASBA/RE); Social Workers 1.5 CEs