The IDN Summit & Expo Fall 2009 Agenda
Gaylord Texan Hotel and Convention Center
September 23rd-25th, 2009
Our Fall Preview Guide is now available! Click here to view it!
The IDN Summit is excited to announce the Fall 2009 IDN Summit & Expo Educational Tracks. The tracks below were developed in conjunction with the IDN Summit’s Education Advisory Board to provide innovative solutions and models to advance the healthcare supply chain. Each track below will be comprised of multiple sessions allowing senior healthcare executives and their GPO and supplier partners the option to tailor their educational experience to best fit their individual needs.
Please check this page for updates or follow us on Twitter, LinkedIn and Facebook for instant updates.The Fall IDN Summit will offer Continuing Education (CE) contact hours for healthcare professionals through Inquisit. Click here for more information.
Strategic Management Track
: Learn best strategic business practices and innovative approaches in leading your healthcare organization. Discover if your organization is prepared to meet the current and future challenges of healthcare delivery. Participants will learn from industry thought-leaders on the effectiveness and sustainability of existing models and the potential for success of new, disruptive models.
This track is best suited for CEOs, CFOs, COOs, CNOs, CMOs, Chief Purchasing Officers, Chief Supply Chain Officers, Vice Presidents of Operations, Vice Presidents of Support Services, Vice Presidents of Supply Chain, Directors of Supply Chain, Administrative Directors and Corporate Supply Chain Officers.
Financial/Operations Management Track: Discover proven financial and operational models that produce sustainable fiscal health and superior patient outcomes. This track will take a closer look at how to streamline your operational functions to achieve greater financial gains. Participants will examine managerial strategies to maximize revenue generation and organizational efficiency.
This track is best suited for CEOs, CFOs, COOs, Chief Resource Officers, Chief Purchasing Officers, Chief Supply Chain Officers, Vice Presidents of Operations, Vice Presidents of Support Services, Vice Presidents of Supply Chains, Directors of Finance and Directors of Supply Chains.
Clinical Integration Track: Explore the latest strategies for aligning clinical products and services with clinical protocols and reimbursement guidelines to achieve optimal efficacy. Learn how to enhance internal capabilities and elevate leadership acumen to improve health system performance in the areas such as product quality, disaster preparedness, clinical systems and Hospital Acquired Infections (HAIs) among other topics.
This track is best suited for CMOs, CNOs, Chief Quality Officers, Chief Purchasing Officers, Chief Supply Chain Officers, Vice President of Support Services, Vice Presidents of Operations, Directors of Clinical Services, Vice Presidents of Supply Chain, Directors of Supply Chain, Administrative Directors, Corporate Supply Chain Officers, Clinical Materials Resource Coordinators, Clinical Operations Managers, Clinical Product Coordinators and Value Analysis Professionals.
Contracting Strategies Track: Identify contracting strategies, solutions and strategic sourcing initiatives that deliver high compliance and cost reduction opportunities for product, capital and purchase services acquisitions. Participants will review best practices for effective supplier partnerships and explore emerging models for seizing and controlling cost in ever increasing supply chain expenditures. Learn how to adapt contracting protocol to the constantly changing healthcare landscape.
This track is best suited for Chief Compliance Officers, Chief Purchasing Officers, Chief Supply Chain Officers, Vice Presidents of Operations, Vice Presidents of Support Services, Directors of Corporate Contracting, Contracts Administrators, Vice Presidents of Supply Chain, Directors of Supply Chain and Strategic Sourcing Executives.
Pharmacy Track: With hospital based pharmacy accounting for nearly 18% of most system budgets, cost management and revenue capture are more than just buzz phrases, they are the reality driving decisions. Because so many of the variables that effect cost and revenue are outside of the control of pharmacy leadership, it is imperative that those opportunities to manage wisely are available that they are maximized. Learn about the latest industry updates and trends that impact the pharmaceutical supply chain, patient outcomes, and revenue opportunities. Participants will have the opportunity to hear from industry leaders about proven models and strategies to handle current solutions to pharmacy issues.
This track is best suited for Directors of Pharmacy, Pharmacy Business Manager, Directors of Pharmaceutical Contracting, CFOs and supply chain executives of all levels.
IDN Sales & Marketing Education Track: Learn valuable insights into selling product, capital equipment and services to health systems. Participants will gain an understanding of current industry dynamics, strategies for positioning and selling specified product and service classes, proven methods for qualifying IDNs and health systems and best practices for building long term relationships.
This track is best suited for National Account Executives, Vice Presidents of National Accounts, Vice Presidents of Sales and Marketing and Corporate Account Managers.
Tuesday, September 22, 2009
10:00 a.m. – 7:00 p.m. Registration Open: Hotel Lobby
1:00 p.m. – 5:30 p.m. IDN Summit Golf Tournament Sponsored by ArjoHuntleigh
6:30 p.m. - 8:30 p.m.
Opening Reception: Grapevine A
Please join us as we welcome you to the 2009 Fall IDN Summit & Expo. Light snacks will be provided from 6:30 p.m. - 8:30 p.m.
Wednesday, September 23, 2009
8:00 a.m. – 7:00 p.m. Registration Open: Grapevine Registration A
8:00 a.m. - 9:00 a.m. First Time Attendee Breakfast: Grapevine 5
9:00 a.m. – 10:15 a.m.
Strategic Management Track: Grapevine D
Enfranchising Physicians: Successful Models for Physician Relations
It is imperative for a strong health system supply chain to effectively partner with their physicians on savings, patient safety, and quality. But how? Engaging physicians in hospital initiatives can be challenging at best. Hear some of the success stories that other hospital system executives have experienced and how they structured physician partnerships to benefit both the health system and the physician. Learn not only why physician engagement is a necessity in your organization but what you can do to effectively communicate with physicians and garner their support in various efforts to improve patient care, cut costs and increase efficiency.
Panelists: Henry Tomasuolo, Vice President of Operations, Children's Hospital Boston; Calvin Wright, Vice President Supply Chain Management, Catholic Healthcare Partners
Moderator: Ed Hisscock, CEO, Appleseed Healthcare Resources
Learning Objectives:
1. List proven, practical ways to work with physicians.
2. Prepare innovative models for physician engagement.
3. Analyze how your organization can benefit from applying innovative methods for physician relationship improvement.
4. Evaluate methods to partner with physicians to meet and/or exceed clinical quality expectations.
9:00 a.m. – 10:15 a.m.
Financial/Operations Management Track: Grapevine B
Optimizing your Reimbursement Portfolio
Reimbursement is a challenge for every health system. All hospitals and health systems struggle with shrinking payments for services, whether from CMS, private insurance or directly from patients. As less money is available, providers will continue to experience increasing challenges for maximizing reimbursement. The need to think creatively is more important than ever and this session will discuss the importance of aligning Revenue Cycle Performance and Supply Chain Economics. The disciplines of Revenue Cycle Performance and Supply Chain Economics have often been seen as independent strategies of pursuit in a health system’s operating plan. This presentation will discuss how to build a well coordinated strategic initiative that aligns these disciplines to enhance your organization’s ability to maximize revenue cycle expectations while lowering the expenses associated in procuring supplies and technologies.
Speakers: Allen Caudle, Partner, Appleseed Healthcare Resources; Nick Gaich, Partner, Appleseed Healthcare Resources
Moderator: Dave Hesson, Vice President, Texas Purchasing Coalition
Learning Objectives:
1. Identify and highlight the association between Revenue Cycle Performance and Supply Chain Economics.
2. Identify current pitfalls preventing alignment, synchronization and harmonization of efforts.
3. Identify strategies to align Revenue Cycle Performance and Supply Chain Economics.
*NASBA
Program Level: Intermediate
Prerequisite: A minimum of 2 years work experience in accounting/finance
Delivery Method: Group Live
9:00 a.m. – 10:15 a.m.
Clinical Integration Track: Grapevine A
Best Practice Models for Clinical System Selection
On February 17, 2009, the American Recovery and Reinvestment Act of 2009 - a $787 billion spending act, aka “the Stimulus Bill,” was signed into law by the federal government. Included in this law was $19.2 billion to be used to increase the use of Electronic Health Records (EHR) by physicians and hospitals, called the Health Information Technology for Economic and Clinical Health Act, or HITECH Act. As a health system evaluates its clinical system selection process, a critical success factor is to establish the appropriate business processes and protocols prior to selecting a new clinical system or upgrading an existing system. Listen to an industry expert present and discuss mission critical decision methodologies and factors for implementation and utilization success.
Speaker: Mark Wagner, Senior Research Director, KLAS
Moderator: Doug Bruce, Partner, Covenant Development
Learning Objectives:
1. Identify best practices for selecting a clinical system that aligns with a health system’s individual needs.
2. Outline how to integrate your organizational processes for a successful implementation.
3. Define key factors that will impact a system implementation, integration and utilization.
4. Analyze supply chain needs and incorporate them into the definition phase.
5. Define how supply chain leadership can support the vendor selection & implementation process.
9:00 a.m. – 10:15 a.m.
IDN Sales & Marketing Education Track: Grapevine C
IDN and Health System Segmentation Strategies for Appropriate Alignment: Medical – Surgical Products
As IDNs and health systems continue to evolve, it is increasingly important to understand their level of contracting sophistication and stage of supply chain integration to develop sustainable relationships. Nick Toscano, Principal at Appleseed Healthcare Resources and a senior healthcare system purchasing executive will team up to present and discuss the variables and diversifications among IDNs and health systems and the suggested positioning strategies for each.
Speakers: Eddie Sharp, Vice President Supply Chain Management & Contracting Services, Regional Supply Chain Officer, Texas/West Reigion Ministries Markets; Nick Toscano, Partner, Appleseed Healthcare Resources
Moderator: John Kelly, CEO, Bluegrass Business Media
Learning Objectives:
1. Gain an understanding of the similarities and differences of contracting among IDNs and health systems.
2. Learn how physician and clinician influence impact buying decisions.
3. Understand how to best align and segment your messaging to IDNs and health systems.
10:15 a.m. - 10:30 a.m. Break
10:30 a.m. – 11:30 a.m.
Strategic Management Track: Grapevine D
Leadership Challenges with TQM Deployment
Today it seems that many healthcare systems are introducing manufacturing principles such as Lean, Toyota Production System (TPS), Six Sigma, Lean Six Sigma among other widely adopted production methods. However, adopting these types of principles can be a long and challenging journey. Healthcare systems invest a lot of financial and human resources into this process and many times get frustrated when the process does not move as fast or as smooth as originally thought. Frustration and doubt build up leading to the derailment the implementation. Learn from senior healthcare leadership who are in various stages in their TQM transformation who will discuss their insights on successful implementation of these programs. System executives will delve into topics such as; transforming behaviors and culture, setting realistic expectations, developing the patience to complete the process, outside consultants you should (shouldn’t) hire and real world lessons they’ve learned during this process.
Panelists: Francine Crockett, Vice President Supply Chain Management, University Health System; John Donnelly, Administrative Director of Supply Chain, Virginia Mason Medical Center; Dennis Robb, Senior Vice President, Supply Chain Management, Health Alliance of Greater Cincinnati
Moderator: Greg Firestone, Principal, Firestone-Callahan & Associates
Learning Objectives:
1. Analyze real-world deployments of leading manufacturing techniques from healthcare system executives.
2. Outline how to set realistic goals and outcomes during the transformation of your organization’s culture.
3. Identify potential pitfalls can happen and how to avoid them.
10:30 a.m. – 11:30 a.m.
Financial/Operations Management Track: Grapevine B
Asset Management Strategies
Hospitals and health systems are seeking innovative ways to cut capital outlays, reduce operating expense, and generate revenue. Two emerging initiatives have come to the forefront of asset management that had been overlooked in the traditional model. These emerging initiatives focus on equipment utilization rates, redeployment opportunities, and revenue generating opportunities. This session will take a deep look into three different models utilizing asset management strategies to improve asset utilization. Panelists will feature an excutive from an organization that implemented the Asset Investment Recovery Program, a health system who provided and managed all infusion systems across its network of hospitals and an organization that had deployed RFID for mobile medical devices. This session will allow you to discover if an efficient asset management strategy fits your health systems’ needs can increase patient safety; reduce equipment shortages, increase productivity and decrease operating costs.
Panelists: Alan Gresch, Corporate Manager, Clinical Engineering, Aurora Health Care; Helen Huffman, Senior Project Manager, Memorial Hermann Healthcare System; Steve Meredith, Agiletrac Commercial Leader, GE Healthcare; Matt Smith, National Director of AMPP Sales, Universal Hospital Services (UHS)
Moderator: Darren Vianueva, President, CRG Solutions, Inc.
Learning Objectives:
1. Evaluate various asset management strategies.
2. Define which potential asset management strategy may be implemented at your organization.
3. Outline how to construct an asset management strategy for your organization.
*NASBA
Program Level: Intermediate
Prerequisite: A minimum of 2 years work experience in accounting/finance
Delivery Method: Group Live
10:30 a.m. – 11:30 a.m.
Clinical Integration Track: Grapevine A
The Integration of UDI – When the Real Benefits Start
A Unique Device Identifier (UDI) is intended to provide the foundation for a host of benefits, including more efficient and effective device recalls, improved postmarket surveillance, and better adverse event reporting. However, there are a number of other improvements that UDI can facilitate, including better device identification in registries, the ability to document specific device use in patient’s Electronic Health Records, and the collection of device information in population-based data sets. In addition, UDI can facilitate the integration of data across various disparate systems – including supply chain, clinical, and reimbursement. With this integration comes insight and visibility that previously had been very difficult tot obtain – such as assessing the cost and clinical effectiveness of devices in certain patient populations, of similar technologies, and of particular environments and users. Though there is concern in the device industry that this visibility will lead to the commoditization of all devices and less reimbursement – in fact, this insight could lead to better (higher) utilization and reimbursement for those devices with a proven track record of better patient outcomes and lower overall healthcare costs.
Speaker: Jay Crowley, Senior Advisor for Patient Safety, Center for Devices and Radiological Health, Food and Drug Adminstration
Moderator: Michael Langlois, Senior Vice President, Daudlin DeBeaupre & Company
Learning Objectives:
1. List the benefits of the clinical integration UDI.
2. Identify how UDI can assist in assessing the clinical and cost effectiveness of devices.
3. Analyze how devices with proven records of quality patient outcomes can result in higher utilization and reimbursement as well as lower costs.
10:30 a.m. – 11:30 a.m.
IDN Sales & Marketing Education Track: Grapevine C
Understanding the Unique Aspects of Capital Equipment Contracting with IDNs and Health Systems
Contracting for capital equipment has unique challenges. To be successful suppliers must understand the influence that both clinical and financial stakeholders have on the process. Understanding the strategic goals of the IDN or health system is critical to formulating a plan to approach the provider with a comprehensive capital equipment product, finance and service proposal. Provider and supplier panelists will discuss tips on how to be successful with the multi level IDN customer base.
Speakers: Deborah Rey, Senior Contract Manager for Capital Equipment and Construction, Christiana Care Health System; John Sdanowich, Capital Administrator, John Hopkins Health System
Moderator: Irwin Baker, President, RPM Healthcare Strategies
Learning Objectives:
1. Understand the "multi level" capital equipment customer base
2. Understand how to best align and segment your message to capital equipment clinical and financial stakeholders
3. Understand how to position your product or service to address the strategic vs. the transactional
11:30 a.m. – 12:30 p.m.
Peer-to-Peer Learning Exchange Lunch
Attendees will engage in roundtable facilitated brainstorming sessions that will address several pre-determined topic areas that are driving healthcare today. Session table topics will include: 1) Disaster Preparedness, 2) EHR selections, 3) Hospital Acquired Infections (HAI’s) and 4) KPIs and Balanced Scorecards. Results of industry surveys will be discussed, participants will discuss their models and the results from these peer-to-peer exchanges will be documented for post-event analysis.
Hosts:
Grapevine 1: Disaster Preparedness: Rick McFee, Chief Supply Chain Officer, University of Texas Medical Branch
Grapevine 2: EHR Selection: Reynold Bryan, Managing Principal, Healthcare Margins, Inc.
Grapevine 3: Hospital Acquired Infections (HAIs): Sharon Simmons, CNO, Baptist Health
Grapevine 4: KPIs and Balanced Scorecards: David McCombs, VP, ERP / Supply Chain Operations, Bon Secours Health System
11:30 a.m. - 12:30 p.m.
NCI-CG/ANAE Lunch
NCI Consulting Group and The Association of National Account Executives (ANAE) will co-host this networking lunch. Luncheon attendees will have an opportunity to discuss IDN local market conditions with four key IDN executives in a casual environment.
11:30 a.m. - 12:30 a.m.
Attendee Lunch - Center Prefuction
Lunch is open to all attendees of the IDN Summit & Expo
12:30 p.m. – 1:30 p.m.
Strategic Management Track: Grapevine D
US Healthcare Delivery Networks: Where are we in the World?
Learning from other healthcare delivery models is essential to improving the healthcare supply chain. This session will review and compare various European healthcare supply chain models to current U.S. methods. Explore what aspects of these models have the potential to improve your supply chain.
Speakers: Cynthia Chesler, CEO, PROcure Healthcare, Chatham Kent Health Alliance; Ralph Ehmann, Partner A+I Healthcare Solutions & Managing Director IWL AG
Moderator: Ed Hisscock, CEO, Appleseed Healthcare Resources
Learning Objectives:
1. Explore international healthcare delivery models.
2. Compare other healthcare delivery models to the current US model.
3. Examine what model shifts the US can adapt for success.
12:30 p.m. – 1:30 p.m.
Financial/Operations Management Track: Grapevine B
The Imminent Adoption of Unique Device Identification
The requirement that individual medical devices be followed throughout the product lifecycle is attracting attention from both the U.S. Food and Drug Administration (FDA) and device industry stakeholders. As part of the FDA Amendments Act of 2007 (FDAAA), the FDA was granted authority to implement regulations requiring medical devices to display a unique identifier. The FDAAA’s Unique Device Identification (UDI) requirements came in response to pressure from Congress and other stakeholders. Currently, the FDA is working to devise a Unique Identifier System for devices and intends to issue a proposed rule on the UDI system by the end of 2009. The FDA believes a unique device identifier would reduce medical errors by identifying the right device for the right patient, improving identification of specific devices in adverse event reports and facilitating more effective and timely device recalls. This panel discussion, moderated by the FDA’s Senior Advisor for Patient Safety at the Center for Devices and Radiological Health, Jay Crowley, will feature a GS1 executive, a leading supplier executive and a health system executive. These seasoned industry stakeholders will discuss the history of UDI, the new FDA requirements and standards, and who will absorb the associated costs of UDI requirements.
Panelists: Dennis Black, Director e-Business, BD; Curtis Dudley, Executive, Sisters of Mercy/ROi; Dennis Harrison, Senior Vice President, GS1 Healthcare
Moderator: Jay Crowley, Senior Advisor for Patient Safety, Center for Devices and Radiological Health, Food and Drug Administration
Learning Objectives:
1. Explain the impact of UDI requirements for your organization.
2. Identify key elements in making a UDI implementation successful.
3. Analyze the FDAAA UDI requirements.
*NASBA
Program Level: Intermediate
Prerequisite: A minimum of 2 years work experience in accounting/finance
Delivery Method: Group Live
12:30 p.m. – 1:30 p.m.
Clinical Integration Track: Grapevine A
Value Analysis ROI: Best Practices and Case Studies
Value Analysis has the potential to enhance the quality of care, improve patient safety and drive down costs. But many hospitals and healthcare systems find that the value analysis teams and processes they implement are often inefficient, experience significant pushback, are difficult to sustain, and fail to realize the gains anticipated. The panel of experts assembled for this presentation will discuss best practices, key infrastructure requirements, staffing, training, helpful tools and resources, and factors that may either facilitate or create barriers to a succesful value analysis program. Case studies will illustrate important principles and outcomes. Time for audience questions and participation will be included.
Panelists: Cindy Christofanelli, Director, Value Analysis and Supply Chain, Memorial Health System, Past President AHVAP; Judi Proctor, Director of Supply Chain, Munroe Regional Medical Center
Moderator: Dr. Winifred S. Hayes, CEO, Hayes Inc.
Learning Objectives:
1. Prepare various value analysis models.
2. Identify what value analysis will best fit with your organization’s needs.
3. Outline how to build your value analysis team.
12:30 p.m. - 1:30 p.m.
Pharmacy Track: Grapevine 6
Prescription Drug Abuse & Drug Seekers
Prescription drug abuse is a major problem affecting health systems and all areas of healthcare. As we also know, healthcare professionals are certainly not immune to drug abuse problems and addiction. According to the Centers for Disease Control and the National Center on Addiction and Substance Abuse, just under 12% of healthcare workers have used prescription drugs for non-therapeutic reasons in the last year. This compares to 8.3% of the general population. The risk to patients, hospitals and healthcare systems is dramatic. Learn about the rampant illicit use of the painkillers, internet drug trafficking, doctor/shopper cons and what we can do about it.
Speaker: Brian Fingerson, RPh, President, Kentucky Professionals Recovery Network
Moderator: Karen Engle, CEO, Operation UNITE
Learning Objectives:
1. Explain how drug abuse can lead to addiction and drug seeking behavior.
2. Outline the clinical problems associated with narcotic abuse.
3. Describe how drug seekers attempt to obtain and divert prescription drugs.
12:30 p.m.-1:30 p.m.
IDN Sales & Marketing Education Track: Grapevine C
Relationship Building with the GPO's - A Key Ingredient in Contracting Success
Winning to a supplier in healthcare means growth and profitability. It is obvious in today's market that you can't have either without any planned or sustained regularity without contracts. GPO contracting is very important for successul contracting with health systems. Building relationships with the GPO's is a key strategy in the contracting process.
This presentation will give you an in-depth look at building the right relationships which include the principles of successful networking. We will discuss what successful relationship building/networking really is, why it is necessary are the tools you need to pull it off. The presentation will cover in detail how to make your own plan and how and where to work that plan. Actual examples will be given by proven National Account Managers to substantiate a networking plan for success.
Co-sponsored by NCI-CG and ANAE. Gary Gustafson, President, ANAE, will present the plan for successful "GPO Relationship Building/Networking". ANAE (Association of National Account Executives) is a membership organization with "Networking for Success" as a common theme.
Speaker: Gary Gustafson, President, ANAE
1:30 p.m. - 1:45 p.m. Break
1:45 p.m. – 2:45 p.m.
Strategic Management Track: Grapevine D
Future Trends in Healthcare: Navigating Through the Storm
Measured against worldwide GDP, expenditures for healthcare in the U.S. at $2.3 trillion would rank the U.S. healthcare system among the top ten of industrialized nations. Does the vast size of this system portend a collapse? Are we at the crisis point or can the current method of delivering healthcare in the U.S. sustain above inflationary growth for the foreseeable future? Washington is once again proposing significant reform measures. How and when will these measures be implemented? What opportunities for positive change will be presented to healthcare providers? What will healthcare delivery look like in 2020? Is your system ready to take on the exciting challenges that lie ahead? Hear research from an industry expert on the current data and future trends impacting healthcare and understand what you need to be doing to be ready for the future.
Speaker: Kyle Rose, Head of Supply Chain Research, The Advisory Board
Moderator: Gene Kirtser, COO, ROi
Learning Objectives:
1. Analyze current data directly that could impact your organization.
2. Identify future trends and how they will impact your organization.
3. Plan what your organization can do to be prepared for the future of healthcare.
1:45 pm - 2:45 pm
Financial/Operations Management Track: Grapevine B
Cost-Cutting Strategies That Work: Best Practices from a $8b IDN
The University of Pittsburgh Medical Center (UPMC) is one of the largest integrated delivery networks (IDNs) in the healthcare field operating 20 hospitals with over 50,000 employees delivering state-of-the-art patient care. Recently, this innovative health system won IDN Summit’s coveted Summit of Excellence Award In Healthcare Collaboration. Join UPMC supply chain leaders as they provide real-world examples of how this large system went from "worst to first" in supply chain efficiency. Participants will be able to dig deeper into the UPMC success story to gain insights on what the senior leadership team of this $8B healthcare system have done and are planning to do not only to reduce their bottom line costs but to offer outstanding quality.
Panelists: Michael DeLuca, Director, Supply Chain Sys. & Consulting Svcs., UPMC; Nora Frank, Commodity Manager, UPMC; Robert Pavlik, Director of Strategic Sourcing, UPMC; Jim Silzagy, Chief Supply Chain Officer, UPMC
Moderator: Ed Hisscock, CEO, Appleseed Healthcare Resources
Learning Objectives:
1. List the 5 key elements of a successful e-procurement program.
2. Prepare best-practices on improving contract compliance, automation and overall user experience.
3. Explain proven methods for organizational improvement and increased supply chain efficiency.
*NASBA
Program Level: Intermediate
Prerequisite: A minimum of 2 years work experience in accounting/finance
Delivery Method: Group Live
1:45 p.m. – 2:45 p.m.
Contracting Strategies Track: Grapevine A
Contracting Strategies for Building Effective Supply Chain Partnerships
Effective engagement of your supply chain partners is essential to your health system supply chain’s productivity. Hear from senior level health system purchasing executives about the contracting strategies that were most effective for their organization. Uncover the key factors necessary for collaborative supply chain relationships. Learn how to work with supply chain partners to customize contracting while driving compliance, improving patient safety and lowering costs.
Panelists: John McGuire, President & CEO, Surgical Implant Services; Steve Pitzer, System Director, Supply Chain Management, CHRISTUS Health; Henry Tomasuolo, VP, Support Service, Children's Hospital Boston
Moderator: William Mosser, VP, Materials Management, Franciscan Missionaires of Our Lady Health System
Learning Objectives:
1. Outline key success factors needed for a mutually beneficial contracting relationship.
2. Analyze various approaches to effective supply chain partnership development.
3. Define potential conflicts that could adversely impact your supply chain’s performance.
1:45 p.m. – 2:45 p.m.
Pharmacy Track: Grapevine 6
Implementing a System-wide 340B Program
The intent of the 340B Program is to make pharmaco-therapy more readily available to those patients who can least afford it. CHRISTUS Health found a way to live in the spirit of 340B pricing, and leverage it into a program that pays a huge community dividend. In fact, they found a way to reduce costs on outpatient drugs to better utilize the 30 percent of its revenue it returns back to the system for indigent care.
If your system is seeking to serve more patients, expand the pharmacy formulary for underfunded patients you can learn more about the 340B program and how to successfully implement it in your health system.
Speakers: Sam Colletti, Director, Broadlane Pharmacy Services, CHRISTUS Health; Steve Pitzer, System Director, Supply Chain Management CHRISTUS Health
Moderator: Doug Bruce, Partner, Covenant Development
Learning Objectives:
1. Plan how to educate the correct people, departments and groups.
2. Prepare a system-wide implementations of the 340B program.
3. Identify challenges and prohibitions you might encounter when implementing the program.
4. Define a baseline and track results after 340B implementation.
1:45 p.m. - 2:45 p.m.
IDN Sales & Marketing Education Track: Grapevine C
Patient Safety Initiatives in Healthcare and Understanding Their Importance to the Supplier
The healthcare industry focuses on an overall goal to provide each patient with the optimal outcome. In pursuit of this, patient safety takes on many initiatives and areas of focus. Patient safety is a key driver in the decision making process around many aspects of patient care and healthcare delivery. Consequently, when suppliers differentiate their products and services by way of patient safety, they will conssitently place themselves in a competitive advantage.
This discussion will engage the variables and diverse nature of patient safety initiatives. It will also provide an outline to help find key areas where product and services offer support and facilitation to meet patient safety goals. In addition, it will provide strategies for determining the areas where suppliers should focus and position their offerings to align and impact particular initiatives.
Speaker: Dan Maloy, Founder, The Maloy Group
Moderator: Chris Fashek, Executive Chairman, Systagenix Wound Management, Ltd.
Learning Objectives:
1. Gain an appreciation of the breadth of patient safety intiatives presently underway.
2. Learn how to identify those ares important to your product or service.
3. Understand how to best position your product and service to allign with your market segment
2:45 p.m. - 3:00 p.m. Break
3:00 p.m. – 4:00 p.m.
Strategic Management Track: Grapevine D
Healthcare Reform and Its Impact
Perhaps no group in America will be impacted more by healthcare reform efforts than healthcare systems CEOs. Significant operational changes will need to be implemented that will impact entire healthcare networks. Two leading CEOs will join Chuck Lauer to discuss their thoughts on healthcare reform and its impact on healthcare delivery. Every American and certainly each healthcare organization will be impacted by the decisions of US policy makers this fall as they debate and finalize the US policies on healthcare. Disruption to your organization will only be heightened during this crucial period with decisions on key operational issues being delayed as you try to make sense of ‘what will Washington do?’ This panel will offer insights learned from participating in past healthcare reform efforts to provide guidance to assist you in making key decisions impacting your organization.
Panelists: Joel T. Allison, CEO, Baylor Healthcare System; Donald Wegmiller, Chairman Emeritus, Integrated Healthcare Strategies
Moderator: Chuck Lauer, Former Publisher, Modern Healthcare
Learning Objectives
1) Review current healthcare reform efforts.
2) Review previous healthcare reform measures and lessons learned from those efforts.
3) Identify measures your organization should implement to better prepare for healthcare reform.
4) Outline potential pitfalls that could negatively impact your organization.
*NASBA
Program Level: Intermediate
Prerequisite: A minimum of 2 years work experience in accounting/finance
Delivery Method: Group Live
3:00 p.m. – 4:00 p.m.
Financial/Operations Management Track: Grapevine B
How to Negotiate and Finance Major Medical Equipment and Clinical Systems
In the American Hospital Association’s recent, ‘Report on the Economic Crisis: Initial Impact on Hospitals’ survey, found that 33% of hospitals reported increased interest rates on variable-rate bonds; 11% were unable to issue new bonds; and 4% were unable to access cash reserves held by their financial institutions. As a result, some 45% of hospitals in the survey were delaying planned clinical technology and equipment purchases. It is becoming more apparent that hospitals and health systems will need to improve their sourcing and contracting for major medical equipment and clinical systems as well as secure non-traditional financing options. Each stage of the acquisition and financing process provides opportunities for your health system - from ensuring that your operations are driving your equipment decisions to getting the best deal through negotiating.
Speakers: Darren Vianueva, President, CRG Solutions, Inc; Phil Linder, Principal, Premier Inc.
Moderator: Bruce Carlson, Corporate Director, Materials Management, Valley Health System
Learning Objectives:
1. Identify the key components in a successful major equipment and clinical system negotiation.
2. Outline creative methods of uncovering financing options for major medical equipment and clinical system purchases.
3. Outline how to develop strategic partnerships to maximize contracts for major medical and clinical systems as well as financing options.
*NASBA
Program Level: Intermediate
Prerequisite: A minimum of 2 years work experience in accounting/finance
Delivery Method: Group Live
3:00 p.m. – 4:00 p.m.
Contracting Strategies Track: Grapevine A
How Clinical Advancements Change the Business of Healthcare
Over the past decade, we have witnessed medical device innovations fundamentally change healthcare delivery. During the next decade, the speed of this transformation will only increase, providing new solutions with medical devices that will challenge existing healthcare business models and revolutionize the way treatments are administered. During this session we will review the latest solutions, pricing trends, and innovations offered by medical device manufacturers.
Speaker: William McIlhargey, Principal, WPM Enterprise; John Murray, Strategic Accounts Director, American Medical System
Moderator: Michael Langlois, Senior Vice President, Daudlin DeBeaupre & Company
Learning Objectives:
1. Identify the latest trends for medical devices and their impact on healthcare delivery.
2. Analyze how innovations in medical device development will change business in the healthcare supply chain.
3. Review emerging solutions that will enhance healthcare delivery.
3:00 p.m. – 4:00 p.m.
Pharmacy Track: Grapevine 6
Hazardous Drug Compounding: Practical compliance strategies – a USP <797> approach
Although the potential therapeutic benefits of compounded sterile hazardous drug preparations generally outweigh the risks of their adverse effects in ill patients. The risks to healthcare workers providing these essential therapies are similar and adverse effects have no therapeutic benefit.
Hazardous drugs as compounded sterile preparations (CSPs) must be prepared only under conditions that protect healthcare workers. This session will attempt to describe practical strategies to reach compliance with USP General Chapter <797>, OSHA, and NIOSH regulations, so that these compounds are available to the patients who need them, while minimize the risks to those who provide them..
Speaker: Lou Diorio, RPh, Principal, LDT Health Solutions, Inc.
Moderator: Doug Bruce, Partner, Covenant Development
Learning Objectives:
1. Outline products and services which can assist a compounding operation in compliance with the current chapter requirements and other applicable regulation.
2. State USP <797> Chapter requirements for hazardous drug compounding, highlight key requirements in non-pharmacy applications.
3. Describe the steps involved in developing an action plan to assist in the operations overall compliance plan for hazardous drug compounding.
3:00 p.m. – 4:00 p.m.
IDN Sales & Marketing Education Track: Grapevine C
Creating, Presenting and Delivering High Impact Group Presentations
The landscape of buying decisions continues to be an evolving process that now includes a broader spectrum of stakeholders from various disciplines across IDNs and health systems. Creating, presenting and delivering a high-impact, multi customer centric message has become a necessity for success. Knowing what to present, how to present, when to present various items and understanding why each stakeholder is looking for a different message is critical to be effective. Greg Firestone, Principal, Firestone-Callahan & Associates, will guide session participants on the do’s and don’ts of creating, presenting and delivering a customer centric message that will earn creditability, build trust and increase the odds of securing a prospective customer.
Speaker: Greg Firestone, Principal, Firestone-Callahan & Associates
Learning Objectives:
1. Gain knowledge of proven methods for creating high impact presentations.
2. Learn the do’s and don’ts of delivering groups presentations.
3. Understand the keys to building a multidisciplinary, customer-centric message.
4:00 p.m. - 4:15 p.m. Break
4:15 p.m. – 5:30 p.m.
Strategic Management Track: Grapevine D
Finding Value From Health Care IT Investments
To become more competitive and deliver improved patient care in today’s market, it is clear that health systems will need to invest more in technology. In light of the HITECH act and the increased attention IT is receiving in the healthcare supply chain, it is imperative to develop a model to measure and evaluate a health systems’ IT investment. Many health systems make large dollar IT purchases and many times do not have an ROI model in place to measure true cost. In making an informed decision on your IT investments, in addition to the actual cost of the systems, other factors such as operational improvements, increased customer satisfaction, patient safety, shorter cycle-time and better information should also be considered. This session will engage participants on how to best prioritize and evaluate IT investments planned for their organization.
Speaker: Reynold Bryan, Managing Principal, Healthcare Margins, Inc.
Moderator: John Kelly, CEO, Bluegrass Business Media
Learning Objectives:
1. Identify the challenges of investing in IT purchases without an ROI model.
2. Outline how to develop an ROI model for IT investments for your organization.
3. List key factors in applying this model to your organization’s IT investments.
4. Learn why ROI is elusive in health care IT investments.
4:15 p.m. – 5:30 p.m.
Financial/Operations Management Track: Grapevine B
Value Based Purchasing and How it is Going to Change Your Life
As all are well aware, one of the top priorities of the Obama administration is healthcare reform. As part of this reform, there will be a greater push towards transparency. Currently there is a huge variability across the country between clinical outcomes and cost. For example, what costs $500 in a facility in Nevada, may cost $100 in a facility in New York with the same, measurable clinical outcome. The concept of value-based health care purchasing is that buyers should hold healthcare providers accountable for both cost and quality of care. Value Based Purchasing and global fees offer an opportunity to deliver higher quality, more efficient, affordable care. What you may not know is that global fees are probably coming to all hospital organizations in the United States, regardless of the hospital’s level of preparation. Learn how to prepare your organization for the upcoming revolution.
Speaker: Joane Goodroe, Senior Vice President, VHA Inc.
Moderator: Dr. Winifred S. Hayes, CEO, Hayes Inc.
Learning Objectives:
1. Explain what Value Based Purchasing and global fees are.
2. Identify how to prepare your organization for the upcoming changes.
3. Plan for preparation and what your organizations’ current status is.
*NASBA
Program Level: Intermediate
Prerequisite: A minimum of 2 years work experience in accounting/finance
Delivery Method: Group Live
4:15 p.m. – 5:30 p.m.
Contracting Strategies Track: Grapevine A
Purchased Services Contracting Standards
There is an increasing need for hospitals and health systems to examine their purchased services contracts for increased savings. Despite a growing need for contracting protocol, very few standards have been developed to overcome contracting pitfalls. Important service-related solutions include nurse staffing, information technology and clerical agency contracting strategies. This session will examine one health system’s success in procuring ancillary services with their GPO partner, the implementation process and their results.
Speakers: Frank Cirillo, COO, New York Health & Hospitals Corporation; Jeff Ondeck, Senior Vice President Broadlane Workforce Management; Joseph Quinones, Assistant Vice President of Contract Administration and Controls, New York City Health and Hospitals Corporation
Learning Objectives:
1. Outline benchmarking guidelines for purchased services contracting.
2. Explain how to partner with your GPO on procuring purchased services.
3. Organize existing purchased services contracts.
4. Identify key areas of improvement in purchased services contracting.
4:15 p.m. – 5:30 p.m.
Pharmacy Track: Grapevine 6
Antibiotic Stewardship - How to Improve Utilization and Save Costs
A study at Mercy revealed that the number one or number two cost center within their organizations is currently the pharmacy with only the operating room generally demonstrating higher product costs. Further study in 2008 illustrated specifically that antibiotics represented approximately 20% of the total pharmaceutical spend. The utilization of broad spectrum agents made up approximately 60% of their spend with wide variability across the system.
In the Summer of 2008, Mercy started development of a strategy to reduce antibiotic spend through utilization, appropriate use, and clinical features which involved pharmacist, physicians, clinicians and supply chain leaders. The strategy that followed focused on providing savings for facilities by monitoring and adjusting antibiotic therapies, providing education to physicians and pharmacists regarding antibiotic stewardship and slowing the progression of antimicrobial resistance.
Speakers: John Kleiss, Director of Pharmacy, Sisters of Mercy Health System; Marita Parks, Vice President Performance Consulting, Sisters of Mercy Health System (ROi)
Moderator: Doug Bruce, Partner, Covenant Development
Learning Objectives:
1. Explain how to reduce antibiotic spend though utilization, use and clinical features.
2. Outline how to uncover additional savings by monitoring antibiotic therapies.
3. Evaluate antibiotic stewardship within your organization.
4:15 p.m. – 5:30 p.m.
IDN Sales & Marketing Education Track: Grapevine C
Qualifying, Targeting and Building Winning Relationships with IDN Exhibitors
Planting seeds, building relationships, forging new partnerships, expanding market growth and connecting with prospective customers are just a few key reasons why suppliers attend the IDN Summit & Expo. The promise of achieving significant Return on Investment (ROI) is likely a key reason why one’s organization supports attendance. Having an effective strategy and a thought-out purpose and message virtually guarantees success. A panel of experienced attendees will share proven methods that have delivered measurable results for their organizations over the past years.
Panelists: Terry Cox, Director, Supply Chain Services, Texas Children's Hospital; Jim Dausch, Principal, NCI Consulting Group, LLC; Maria Hames, Partner, Healthcare Links
Moderator: Ed Kuklenski, CEO , Suture Express
Learning Objectives:
1. Understand the best methods for qualifying potential targets.
2. Gain insights into the do’s and don’ts of approaching the IDN & health system exhibit booths.
3. Learn messaging strategies and tactics for engaging IDN & health system exhibiting personnel.
5:30 p.m. –7:00 p.m. It's Fall Football Time! GPO Receptions
7:00 p.m. – 9:00 p.m. Hosted Parties
Thursday, September 24, 2009
7:00 a.m. – 3:00 p.m. Registration Open: Grapevine Registration A
7:00 a.m. - 8:00 a.m. Breakfast: Grapevine Prefunction/Center Prefunction
8:00 a.m. – 10:30 a.m. Welcome and Opening Keynote Address: Grapevine A, B 1 -6
Innovation Keynote Series: These thought-provoking general session are designed to provide you with a strategic overview of innovative ideas happening in healthcare delivery. Each session will provide
ample opportunity for your questions to be answered.
8:00 a.m. – 9:15 a.m.
The Innovator's Prescription
Speaker: Jason Hwang, M.D., M.B.A., Co-Founder and Executive Director of Healthcare, Innosight Institute
A groundbreaking prescription for health care reform—from a legendary leader in innovation . . .
Our health care system is in critical condition. Each year, fewer Americans can afford it, fewer businesses can provide it, and fewer government programs can promise it for future generations.
We need a cure, and we need it now.
Dr. Hwang is the co-author of The Innovator’s Prescription, a comprehensive analysis of the strategies that will improve health care and make it affordable. Along with Clayton Christensen, professor at the Harvard Business School, and Jerome Grossman, former director of the Harvard/Kennedy School Health Care Delivery Policy Program, they examine a range of symptoms and offer proven solutions.
Dr. Hwang will describe disruptive innovation and explain how to apply the lessons of innovation from other industries to health care. He will delve into the role of precision (aka “personalized”) medicine as the technological enabler of disruption in health care and look at different types of business models and how they apply to health care. Join Dr. Hwang as he analyzes the unsustainable business model of today’s hospitals, physician’s practices and the rise of retail clinics. Learn how establishing a new value network in health care will disrupt the existing one, and who can lead the charge.
9:30 a.m. – 10:30 a.m.
Healthcare 2009 and Beyond: The Wal-Mart Way
Speaker: Marcus Osborne, Senior Director of Business Development – Healthcare, Wal-Mart Stores, Inc.
Marcus Osborne is charged with furthering Wal-Mart’s stated goal of improving the healthcare industry in the U.S. and globally by increasing access, quality and affordability in the system for consumers. Prior to joining Wal-Mart Stores, Inc, Marcus served as CFO of the Clinton Foundation HIV/AIDS Initiative and as a Senior Consultant at Alliance Consulting Firm advising Fortune 100 companies in the healthcare, financial services, retail, consumer products and telecommunications industries, as well as governments around the world. This Keynote presentation will focus on Wal-Mart's efforts to improve healthcare delivery in the United States through innovative supplier partnerships, such as the recent product offering with Dell and eClinicalWorks to provide an electronic medical records solution; the transformation of the pharmaceutical supply chain by offering $4 prescriptions; and how Wal-Mart can impact the healthcare supply chain by working with providers and suppliers to more efficiently deliver goods and services. This intriguing presentation will also address how Wal-Mart is working with providers such as the Mayo Clinic for specialized services for its employees; the introduction of wellness programs like 'Life With Baby' to improve the well-being of their associates; and what they believe the future will hold for employer-provided health coverage.
10:30 a.m. - 10:45 a.m. Break
10:45 a.m. - 12:00 p.m.
CEO Panel Discussion with Chuck Lauer
Each generation has experienced their own challenges in delivering healthcare and today we continue to face many difficult issues impacting all aspects of healthcare. Hospitals CEOs are being tested in ways many of us never thought possible five to ten years ago. As with all challenges there are opportunities, and in today's challenges there will be borne new solutions to deliver better and more affordable patient care. Hear from Mr. Steven Lipstein, President & CEO, BJC Healthcare and Mr. John O'Neil, President & CEO, St. Vincent's Health System, on how they are meeting today's challenges and preparing their hospitals for new opportunities.
Panelists: Mr. Steven H. Lipstein, President and CEO, BJC HealthCare; Mr. John O’Neil, President and CEO, St. Vincent’s Health System.
Moderator: Mr. Chuck Lauer, Former Publisher, Modern Healthcare
12:00 p.m. - 2:00 p.m. Lunch: Grapevine Prefunction/Center Prefunction
1:30 p.m. –2:00 p.m. SPONSOR ACCESS ONLY REVERSE EXPO: Grapevine C/D
2:00 p.m. – 5:30 p.m. Reverse Expo: Grapevine C/D
7:00 p.m. – 9:00 p.m. "Boots, Buckles and Barbecue: Everything's Bigger in Texas" Event Reception
Friday, September 25, 2009
7:00 a.m. - 8:30 a.m. Breakfast: Yellow Rose Pavillon
8:00 a.m. - noon Abbott Focus Group
8:00 a.m. - noon Cook Medical Focus Group
8:00 a.m. - noon MediClick Focus Group
8:00 a.m. - noon Optime Focus Group
8:00 a.m. - noon Prodigo Solutions/UPMC Boardroom Session
12:00 p.m. Meeting Adjourned
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