Educational Sessions Descriptions

MONDAY, January 25, 2010
Concurrent Educational Sessions (100 series)
10:30 am to Noon

101: Marketing Inside Out: Recruiting and Hiring Staff as an Internal, Ongoing, Strategic Marketing Effort

Setting strategy for marketing is accepted. This beneficial workshop for start-ups, established businesses, and all models of agencies teaches some basics to either use existing workforce successes to find and hire more talented care providers or set criteria that will identify and attract top-notch caregivers.

Objectives:

• Demonstrate effective strategic marketing tools to recruit caregivers;
• Identify the ways to attract for the highest quality;
• Identify ways to screen for the highest quality; and
• Discuss the importance of identifying characteristics for the best direct care employees as an ongoing business growth strategy.

Faculty: Merrily Orsini, MSSW, CEO, corecubed, Louisville, KY

Nursing CEs 1.5; Accounting CPEs 1.0 (NASBA/MKT)

102: Good Beginnings are Good for Business: How to Craft a World Class Private Duty Orientation

It is imperative to “ground” new caregivers properly in order for them to excel in their “remote” jobs. It is equally beneficial to your business. Learn the difference between orientation and on-boarding and why one is the process of choice for PD caregivers. Participants will take home the elements of a world class on-boarding experience as well as important topics, tips, and formats.

Objectives:

• List the top ten reasons private duty orientations fail;
• Differentiate orientation versus on-boarding; and
• Design an effective on-boarding process for private duty caregivers.

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

Nursing CEs 1.5; Accounting CPEs 1.0 (NASBA/PHR)

103: A Focus on Profitable Business: Agency Growth and the Bottom Line

Will an increase in referrals automatically lead to an increase in the bottom line? Are all admissions good for business? Learn how to predict your financial performance based upon case mix. This presentation will offer the tools necessary to build a strong bottom line through focused branding, new program development, and select volume growth. It will be particularly beneficial for established hospital-based agencies, home health agency-based agencies, or private duty national chains. Start ups will also take away helpful hints.

Objectives:

• Describe key ingredients to building a strong bottom line;
• Analyze your current financial condition and chart a course for a successful future; and
• Develop your plan to grow desirable volume.

Faculty: Arthur St. Germain, BS, MA, Vice President, Partners Private Care, Waltham, MA

Nursing CEs 1.5; Accounting CPEs 1.0 (NASBA/MKT)

MONDAY, January 25, 2010
Concurrent Educational Sessions (200 series)
2 to 3:30 pm

201: Build It and They Will Stay: Retention Strategies to Retain Top Performers

Create a culture of retention by adopting specific practices to retain top employees. It’s about relationships; it’s about environments. Learn strategies to stop the revolving door and boost long-term commitment. This information packed session is designed for businesses committed to success through learning about the innovative methods to influence retention.

Objectives:

• Identify the components of a culture for retention;
• Deal with problems to enhance growth, not departure; and
• Describe strategies to keep the rookies and provide growth for the experienced.

Faculty: Patricia Jump, MA, BSN, RN, COS-C; President, Acorn’s End Training and Consulting, Stewartville, MN

Nursing CEs 1.5; Accounting CPEs 1.0 (NASBA/PHR)

202: How to Bullet- Proof Your Key Accounts and Referral Sources

Home care private pay competition is fierce. Your best referral sources are your competitor’s high value targets. What are you doing to keep the barrier to entry “high”? Learn how to create a systematic process that builds walls around your top referral sources that are too high for your competitors to climb and too strong to break down. This session will give you the seven steps to “bullet proofing” your referral sources and will give you the roadmap to creating a referral source for life!

Objectives:

• Identify who your key accounts are and what makes them tick;
• Set a strategy for each account; and
• Create a “shield” around your account or referral source to prevent competitive entry.

Faculty: Melanie Stover, OTR/L MBA, MS/ISM, President, Home Care Sales, San Diego, CA

Nursing CEs 1.5; Accounting CPEs 1.0 (NASBA/MKT)

203: Growing Your Business with Selling as an Exit Strategy

Debunking the myths about selling as an exit strategy, representatives from three very different companies actively acquiring private duty businesses explain the differences in their operational models, acquisition strategies, and processes. This session, conducted in a unique panel discussion format with ample Q&A, will highlight some of the key similarities and differences between the ways buyers evaluate value and complete homecare acquisitions. During the session, panel members will review the process, share techniques for maximizing value and lend some transparency to the entire process, from offer to closing.

Objectives:

• Identify the three most important aspects buyers look for in an acquisition;
• Discuss detailed specifics about the steps in the process of selling; and
• Reveal best practices and ways to avoid potential pitfalls along the way.

Faculty: Jeff Salter, Chief Executive Officer/ Founder, Caring Senior Services, San Antonio, TX.; Brian Bruenderman, Director of Development, ResCare, Inc.; Louisville, KY.; Peter Sosnow, Corporate Development, SeniorBridge, New York, NY

Nursing CEs 1.5; Accounting CPEs 1.0 (NASBA/BMO)

MONDAY, January 25, 2010
Concurrent Educational Sessions (300 series)
3:45 to 5:15 pm

301: Understanding the Employee Free Choice Act & Creating a Solid HR Strategy

The Employee Free Choice Act (EFCA) will alter the landscape of labor-management relations. It contains the most sweeping changes to the National Labor Relations Act in the 74 year history of this legislation. Some version of this is expected to be passed by Congress in 2009. Employers must understand the effects of this law and they must develop a solid HR strategy for operating under this legislation.

Objectives:

• Identify the key provisions of the EFCA;
• Discuss the elements of a solid HR strategy for effective operations under the EFCA; and
• Describe best practices for effective operations under the EFCA.

Faculty: Joseph Maddaloni, JD, MPA, Trenk, DiPasquale, Webster, Della, Fera & Sodono, PC, Morristown, NJ.; John Buck, BA, Executive Director, Visiting Homemaker Services of Hudson County, Jersey City, NJ

Nursing CEs 1.5; Accounting CPEs 1.0 (NASBA/PHR)

302: What is Geriatric Care Management and How Can It Help Your Private Duty Business?

This workshop defines Geriatric Care Management (GCM) and offers a template for developing a profitable service line. Learn the mechanics and value of GCM, its return on investment and how a well managed service line can be profitable on its own as well an extender for aide, homemaker, and companion services, where GCM realizes its greatest return on investment. Geriatric care management can become an indispensable addition to home care services.

Objectives:

• Describe the GCM service line as it relates to three primary disciplines: nursing, social work, and therapy;
• Discuss the business and revenue model for GCM service provision in collaboration with a private duty home care agency; and
• Demonstrate how GCM impacts long term home care revenue and outcomes.

Faculty: Joseph Jackson, LICSW, ElderCare Advisors, Inc. , Lenox, MA

Nursing CEs 1.5; Accounting CPEs 1.0 (NASBA/MKT)

303: Reprioritizing Your Private Duty Business in a Tough Economy

In an era of recession where flat growth, fewer customers,and smaller cases are all too common, what are the innovations and best practices that drive continued expansion in a 420-office private duty company? Learn the findings of this company’s analysis of the elements that have driven the success of its highest performing offices. Understand the details of building a disciplined focus that results in a steady flow of business, effective cost containment strategies, and elements that produce a healthy bottom line.

Objectives:

• Identify the best marketing practices in a tough economy;
• Articulate the new, best approaches to handle customer concerns during inquiries for care; and
• Describe the best strategies to retain staff in these economic times.

Faculty: Patricia Drea, MPA, BSN Chief Operating Officer, Visiting Angels, Tega Cay, SC

Nursing CEs 1.5; Accounting CPEs 1.0 (NASBA/SEB)

TUESDAY, January 26, 2010
Concurrent Educational Sessions (400 series)
8 to 9:30 am

401: Creating an “All-Star Team”

The issues that exist today in businesses are rarely technology or capabilities; it is almost always about people. As an organization whose mission is to provide the best possible care, it becomes very difficult to do so without the best possible people. No matter the size of your business, you need job descriptions, hiring practices, and ongoing evaluation of all level of employees. Learn how to get the “people side of business” right from selection to succession using a model of predictability.

Objectives:

• Describe the job fit process;
• List ways to measure organizational health of your business; and
• Implement a how-to model of predictability to help with recruitment, interviewing, selection and retention.

Faculty: Bill Wagner, BA, CEO Accord Management Systems, Thousand Oaks, CA

Nursing CEs: 1.5; Accounting CPEs 1.0 (NASBA/PHR)

402: Wellness @ Home: An Innovative Addition to Home Care Programming and Patient Care

Wellness @ Home incorporates the basic aspects of wellness programming: ergonomics; nutrition; exercise programming; health assessments; and follow up outcomes within a structured business model to improve clinical quality and work towards extending billable programs. It serves as a continuing education program for home care workers interested in expanding their level of client service. A wellness program can be good for agency staff and the clients they care for, and can be a value added service or niche for a private pay model.

Objectives:

• List the components of a Wellness @ Home program;
• Develop a business model for incorporating the model for Wellness@ Home; and
• Discuss how the Wellness @ Home program can benefit the private duty business, employees and clients.

Faculty: Eric Durak, MSc; President, Medical Health and Fitness, Santa Barbara, CA

Nursing CEs 1.5; Accounting CPEs 1.0 NASBA/MKT)

403: Top FIVE Trends for Future Success of Your Agency

This session will explore the state of home care today and show you how to translate current trends for your agency to thrive well into the future. Participants will learn to differentiate fads and trends, how to zero in on trends for success and use five top tips for your agency’s success in a highly competitive market.

Objectives:

• Describe the state of private duty/private pay home care in today’s market;
• Discuss current trends in and out of the industry; and
• Develop a plan to diversify your service lines, incorporating technology.

Faculty: Corinne Kuypers-Denlinger, BA, Vice President, Home Health, Hospital and Compliance, DecisionHealth, Gaithersburg, Maryland

Nursing CEs 1.5; Accounting 1.0 (NASBA/MKT)

TUESDAY, January 26, 2010
Concurrent Educational Sessions (500 series)
10 to 11:30 am

501: Using New Technologies to Communicate with Families and Improve Customer Service

Social media and enhanced networking and communication tools are changing families’ expectations for information from a home care agency, regardless of whether a family lives near their loved or is separated by distance. Get informed on the latest communication tools and learn how to harness what works for home care to transform the “family experience” and at the same time create a competitive advantage for your agency.

Objectives:

• Discuss family preferences for types of information and communication vehicles;
• Identify the right way for your agency to apply Web-based technologies; and
• Highlight workflow considerations in using communicative technologies with families and staff.

Faculty: Jim Wills, MPA, Co-Founder, RemCare, Chicago, IL

Nursing CEs 1.5; accountant CPEs 1.0 (NASBA/MKT)

502: Measuring Up: Program Tips, Tactics And Tools

Adhering to practical applications, tools, and measures to assure performance when standards are being measured, learn how to initiate and communicate programs that take your agency to the next level: quality improvement, assurance, customer service, evaluations, improvement processes, and adherence to licensure. Quality improvement examples will be provided for a corporation with multiple sites as well as how these examples can work for any size company. Demonstrations will include practical applications of monitoring and compliance activities, hotlines, employee training, and audit plans of action. Participants will take away tools for auditing, employee training, tracking mechanisms, and program measurement.

Objectives:

• Identify the basic elements of a compliance program;
• Demonstrate practical applications of monitoring and measurement program activities; and
• Discuss tips for communicating the message about adhering to standards.

Faculty: Sherry Cummings, RN, BSN, CPHQ,Director of Corporate Compliance, Outreach Services Inc., Austin, TX

Nursing CEs 1.5; Accounting CPEs 1.0 (NASBA/PHR)

503: Business Continuity Management: Why Emergency Response Plans Fall Short

When disaster strikes your community, will you be ready? Learn the differences between emergency management and business continuity management. Private duty businesses have a responsibility to continue to do business and maintain continuity of care. Caregiver employees work remotely; how do you prepare them and the clients they serve as well as your office workers? Learn how in this compelling and informative workshop.

Objectives:

• Identify continuity of care issues;
• Discuss business continuity management; and
• Develop an emergency management plan to include office, caregivers, and clients.

Faculty: Bill Lang, CBCP, MBCI, CBCV, Business Continuity Manager, Virtual Care Provider, Inc., Milwaukee, WI

Nursing CEs 1.5; Accounting CPEs 1.0 (NASBA/BMO)

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