Educational Sessions Descriptions

MONDAY, January 19, 2009
Concurrent Educational Sessions (100 series)
10:30 am to Noon

Session 101
Coaching Supervision: A Worker Empowerment Approach to Supervision

Coaching is a style of supervision that focuses on supporting the growth of workers, as opposed to the more traditional disciplinary approach to addressing performance problems.

Objectives:

• Describe how coaching supervision can create a culture of retention;
• Discuss differences in traditional and coaching supervision; and
• Outline the key elements for successful coaching supervision.

Faculty: Kathie Smith, RN, Director of Quality Initiatives and State Liaison, Association for Home & Hospice Care of North Carolina, Raleigh, NC.

Course level: Basic; Nursing CEs: 1.5; Accountant CPEs: 1.0 (NASBA/PHR).

Session 102
Private Duty 2020: Are You Ready?

This workshop will provide a discussion to plan and grow your private duty company for the future. What will the industry be like tomorrow? With constant changes expected, what will you and your organization need to do to survive and prosper? What are the key strategic, management and operational issues that owners and administrators need to address?

Objectives:

• Discuss new business strategies for the future;
• List key elements for private duty survival and prosperity; and
• Describe a process to identify the top priorities to grow your business.

Faculty: Stephen Tweed, BA, MS, CSP; CEO Leading Home CareÉa Tweed Jeffries Company, Louisville, Ky.

Course level: Intermediate; Nursing CEs: 1.5; Accountant CPEs: 1.0 (NASBA/MKT).

Session 103
Essential Personnel Policies to Comply with Employment Laws

An agency’s personnel policies are one of its most important legal documents and are critical to compliance with legal requirements and managing the risks of the employment relationship. This program will identify and explain a number of specific policies that are essential for agencies to include in the personnel policies.

Objectives:

• Describe why personnel policies are imperative to compliance with legal requirements;
• Describe how legal requirements affect what is said in personnel policies; and
• Indentify various policies that are essential to include in an agency's personnel policies.

Faculty: John Gilliland, Esq., Principal, Gilliland and Markette, LLP, Indianapolis, Ind.

Course Level: Intermediate; Nursing CEs 1.5; Accountant CPEs 1.0 (NASBA/BL).

MONDAY, January 19, 2009
Concurrent Educational Sessions (200 series)
1:45 pm to 3:15 pm

Session 201
Business Owner to Business Leader: Taking Your Business to the Next Level

This workshop is designed to help agency leaders evaluate where their agency stands and how to grow it to the next business level. As administrators and owners, we are often too busy working in the business rather than on the business. It is critical for the success of the business that we recognize that we are leaders as well.

Objectives:

• Analyze the “state of your business” and set goals for growth;
• Identify personal leadership strengths and weaknesses; and
• Develop a plan for agency growth.

Faculty: Lucy Andrews, RN, MS; CEO and Founder, At Your Service Home Care, Santa Rosa, Calif.

Course level: Basic; Nursing CEs: 1.5; Accountant CPEs: 1.0 (NASBA/PHR).

Session 202
Deliver Best What Your Customers Want Most

In this saturated industry, even great providers struggle to grow. This workshop provides a planning tool for participants to analyze competitors, customers and their own agency with a focus on growth.

Objectives:

• Identify the components of a competitive analysis grid;
• Develop a grid comparing your agency with competitors in your service area; and
• Create a Strategy Canvas to create, upgrade or better communicate services.

Faculty: Barbara Gray, MA, Senior Associate; Lynn Serra, MBA, RN, Senior Associate; Beth Carpenter, MBA, President/CEO; all faculty with Beth Carpenter and Associates, Berrington, Ill.

Course level: Advanced; Nursing CEs: 1.5; Accountant CPEs: 1.0 (NASBA/MKT).

Session 203
Strategies and Tools to Improve Your Success with Long-Term Care Insurance Claims

Join key personnel from leading long-term care insurance carriers in a presentation and panel discussion designed to help private duty home care agencies better work within the long-term care insurance industry. Learn more about the overall process and how to improve your success with long-term care insurance claims. Attendees will come away with a clear understanding of how private duty agencies are reimbursed by long-term care insurance policies, as well as how carriers and agencies can together improve client care with communication and care management.

Objectives:

• Identify key language to facilitate claim reimbursement;
• Develop direct contacts with various carriers; and
• Utilize tools to simplify communication regarding client care.

Faculty: Maryglenn Boals, CLTC, President, MgBoals & Associates, LLC, Phoenix, Ariz.; representatives from John Hancock, Prudential, MetLife and MedAmerica.

Course level: Intermediate; Nursing CEs: 1.5; Accountant CPEs: 1.0 (NASBA/SEB).

MONDAY, January 219, 2009
Concurrent Educational Sessions (300 series)
3:30 pm to 5 pm

Session 301
“Relevant Integration” A Strategy to Retain Your Multi-cultural Workforce and Boost Client Satisfaction

Relevant Integration is a strategy that fosters personal awareness and growth, enhances brand loyalty and improves staff retention. Using this approach for orientation and training helps prepare the multicultural worker to integrate culture and ethnicity into their work life as they care for their clients. As competition for workers and clients increases, private duty/private pay businesses need strategies to help them stay ahead of the pack by helping their workforce become engaged and acculturated to meet the needs of today's increasing numbers of multicultural clients.

Objectives:

• Describe staff integration as a key strategy to promote retention;
• Use concept of integration to identify non-traditional topics for staff orientation and training; and
• Construct workforce strategies to ensure your clients' cultural needs are met.

Faculty: Margherita Labson, RN, MSN; Associate Director, Home Care Accreditation, The Joint Commission, Oakbrook, Ill.

Course Level: Intermediate; Nursing CEs: 1.5; Accountant CPEs: 1.0 (NASBA/PHR).

Session 302
Personal Branding: The Magic is in Your Message

Learn the value of personal branding from an agency that has had great success by using this element of marketing. This workshop provides discussion on what is personal branding. You will learn the importance of identifying what your company stands for; how to include your staff in the brand development process; and the importance of consistency with your brand message.

Objectives:

• Discuss how to develop a brand;
• Utilize a messaging session to develop your agency’s message or messages; and
• Relate the importance of consistency in your message and a “call to action.”

Faculty: Bob Roth, Managing Partner, Cypress Home Care Solutions, Phoenix, Ariz.

Course level: Intermediate; Nursing CEs: 1.5; Accountant CPEs: 1.0 (NASBA/MKT).

Session 303
Essential Requirements for the Financial Management of the Private Duty Business within a Multi-Line Company

This program provides an introduction to the basics of financial management of a private duty home care business that has, or is considering, more than one line of business in its operation. Attendees will gain an understanding of the accounting and statistical details required to obtain meaningful financial and management reports. Beginning with such elementary areas as establishing the appropriate revenue and cost distribution by service area, indentifying the components of a balance sheet and income statement, and discussing the differences between cash base and accrual accounting.

Objectives

• Identify the basic financial elements of a private duty business;
• Recognize the “matching” processes for the separation of direct cost by various private duty services and other lines of business;
• Describe various processes for charging or allocating overhead costs by type of service or business line; and
• Identify the financial indicators that must be understood in making operational decisions.

Faculty: Vern Peterschmidt, Peterschmidt & Associates, Albuquerque, NM

Course Level: Basic; Nursing CEs 1.5; Accountant CPEs 1.0 (NASBA/FIN).

TUESDAY, January 20, 2009
Concurrent Educational Sessions (400 series)
10:15 am to Noon

Session 401
Taking Market Share by Providing Caregivers Who Are “Alzheimer’s Whisperers”

Savvy private duty providers need to develop expertise in providing care to the burgeoning number of people with Alzheimer’s disease. An “Alzheimer’s Whisperer” uses the Theory of Retrogenesis to stage the person’s dementia and from this staging to understand the cognitive and functional capabilities and deficits. With the increasing numbers of people with Alzheimer’s disease, private duty home care agencies that provide caregivers who are “Alzheimer’s Whisperer’s” will have a lock on the market.

Objectives:

• Define an “Alzheimer Whisperer” and the Theory of Retrogenesis;
• Indentify cognitively appropriate strategies to respond to challenging behaviors; and
• Discuss marketing strategies to capture the private duty share.

Faculty: Verna Carson, Ph.D., PMHCNS-BC and Katherine Vanderhorst, both from C&V Senior Care Specialists, Inc., Fallston, Md.

Course Level: Intermediate; Nursing CEs 1.5; Accounting CPEs 1.0 (NASBA/MKT).

Session 402
Understanding Your Audience: If You Are Targeting Everyone, You Aren’t Reaching Anyone

This presentation demonstrates how to differentiate your agency and position yourself by using, resource-rich marketing to grow billable hours. Find out how to identify the best targets for referrals and enhance your market presence with helpful resources.

Objectives:

• Identify the basics of agency differentiation;
• Demonstrate effectiveness of resource-rich marketing for an “at need” service industry; and
• Discuss real life case studies and examples relating to private duty.

Faculty: Merrily Orsini, MSSW, Managing Director, corecubed, Louisville, Ky.; and Cheryl Richards-Mann, BS, President/CEO Atlanta Home Care Partners, Inc., Atlanta, Ga.

Course level: Intermediate; Nursing CEs: 1.5; Accountant CPEs 1.0 (NASBA/MKT).

Session 403
Selling a Private Duty Agency: A “How To” on Traveling a Rocky Road

This presentation will explain, step by step, the process one needs to go through in order to sell a private duty home care agency. Follow the sale from preparation through closing. Topics will include working with brokers, valuation, anticipating problems, the offer letter, negotiation and final contracts.

Objectives:

• Describe the process involved in selling a private duty agency;
• Identify the commonly encountered problems and possible solutions in the selling process; and
• Explain the documents required in the selling process.

Faculty: Donald Cummins, Merger & Acquisition Master; Risa Baker, Vice President, both with Stoneridge Partners, Fort Myers, Fla.

Course level: Advanced; Nursing CEs: 1.5; Accountant CPEs: 1.0 (NASBA/SEB).

TUESDAY, January 20, 2009
Concurrent Educational Sessions (500 series)
2:30 pm to 4 pm

Session 501
Rising To New Heights: HR Strategies To Help You Climb To The Top

This session will explore techniques and tools for creating and maintaining employee accountability and ownership in order to deliver unforgettable service and employee satisfaction in the private duty agency. Find insight and wisdom on choosing values, aiming for excellence, maintaining integrity, and helping others reach their potential. As leaders in home care, we share a common belief that a company cannot maintain high-quality people, products or profits unless it is lead with compassion and caring.

Objectives:

• Implement meaningful in-service to achieve maximum retention and staff participation;
• Consider appreciation­-little things go a long way; and
• Create a consistent environment to avoid chaos and communication failure.

Faculty: Debbie Osborn, VP Operations/CFO, CPA, MBA, Idaho Home Health and Hospice, Twin Falls, Idaho; Heather Mounce, Executive Director, Human Resources, SPHR, Idaho Home Health and Hospice, Twin Falls, Idaho.

Course level: Basic Nursing CEs: 1.5; Accountant CPEs: 1.0 (NASBA/PHR).

Session 502
Smart Sales and Marketing: Discover Secrets from the Most Successful Agencies That Will Catapult Revenues

Why do some agencies seem to attract all of the best clients? Discover their secrets and how to apply them at your agency. Only attend this session if you are serious about building an agency that will grow its revenues and protect its future. This dynamic and interactive session will help you leverage and reinforce existing relationships and build new profitable ones.

Objectives:

• Identify ways to enjoy sustained revenue increases;
• Discuss sales, marketing and customer service ideas that can be immediately implemented; and
• Explain how customers can actually be enlisted to sell services and recruit caregivers.

Faculty: Michael T. Ferris, Director, Marketing, Sales and Customer Service Consulting Division, Simione Consultants, Hamden, Conn.

Course level: Intermediate; Nursing CEs: 1.5; Accountant CPEs: 1.0 (NASBA/MKT).

Session 503
Knock, Knock: What to Do When Your Surveyor Arrives

With an increasing number of states initiating licensure requirements, private duty companies must prepare to respond to initial and ongoing regulatory surveys. This presentation reviews the overall status of private duty regulation, the elements of a survey visit, how to respond and prepare for a survey and practical information to stay in compliance.

Objectives:

• Discuss the basic regulatory requirements in private duty licensed states;
• Describe the components of a survey visit; and
• Cite the common steps to maintain compliance with regulatory requirements.

Faculty: Pat Drea, BSN, MPA, Chief Operations Officer, Visiting Angels, Havertown, Penn.

Course level: Intermediate; Nursing CEs: 1.5; Accountant CPEs: 1.0 (NASBA/SEB).