Educational Session Descriptions
Thursday, November 6
11:00 am - 12:30 pm
Educational Session
Contract Negotiation: To sign or not to sign
The contract negotiation presentation is an introduction
to physical therapy contract negotiations with third party
payers. Physical therapists in general are lacking basic practice
management education and skills including contract negotiations
and knowledge. This lack of education and knowledge in conjunction
with not reading and/or understanding third party payer contracts
is a “lethal” combination for private physical
therapy practices. Most third party payers are aware of the
fact that physical therapists do not read their contracts,
do not understand contract language and do not what to look
for in these important contracts. It is well know in the industry
that most physical therapists will sign any contract that
comes across their desk. This presentation will discuss third
party contracts, what to look for before you signs contracts,
what specific language means for your business and what clauses
to never sign. This presentation will also review what is
negotiable and what is not in a contract and how to avoid
their business from signing bad contracts. In a time of decreasing
reimbursement signing the right contracts is key to the survival
of private practices and maybe to the profession in general.
Erik Van Doorne, PT, DPT
President/Owner
Manual Orthopaedic Physiotherapy
Beyond Patient Segmentation: A Pathway to Successful
Practice Development
Women, seniors, employers, etc are all excellent customer
groups on which a practice may focus. Using traditional marketing
techniques, a practice would shape their communications and
business development activities to address the unique characteristics
of their chosen segment(s). This often leads to very good
outcomes. However, some successful practices have taken this
approach to a higher level to further improve results. This
takes into consideration increased revenue, improved profitability,
enhanced patient satisfaction and greater referral activity
from the medical community. BREAKTHRU Physical Therapy &
Fitness, honored as Best Practice in 2007 by Advance, discusses
a comprehensive business model they have adopted that has
reshaped how they think about patient segments. They will
share how this approach has contributed to their success,
what continues to be priorities as the practice matures and
what remains to be done. This session will address segmentation
concepts, insights that have been incorporated into their
business model and ideas/resources attendees can take away
for application in their own situations. In addition to the
principal of BREAKTHRU, their marketing advisor will add his
perspectives to the presentation.
Lance Knaub, DPT, OCS, CSCS
Physical Therapist
BREAKTHRU Physical Therapy & Fitness
Paul Balbresky, CLU, ITP
Marketing Consultant
Balbresky Consulting
HR Issues for Small Business
Does it matter whether you pay your employees on an hourly
or salaried basis? What employment-related paperwork must
you retain and for how long? What are your duties to provide
employees with time off from work for disability, medical,
family, military, religious and other leave needs? Join this
interactive program for a high-level overview of some of the
key federal employment laws, regulations and recent cases
that impact small business and how you manage your employees.
Take home an “HR Audit Checklist” to help you
begin taking proactive measures to reduce liability for your
own private practice!
Christine Walters, MAS, JD, SPHR
Independent Consultant
FiveL Company
Information Technology - A serious Investment for
the Informed Buyer
The purchase of Information Technology to improve clinical
outcomes and the financial performance of a practice is one
of the most expensive and important decisions the owner of
a practice can make. The purpose of the session would be to
provide an attendee with a non-biased, non-product specific,
no-holds barred, basic understanding of how B2B Software companies
work, what critical questions to ask when considering ANY
software, and what the answers to those questions typically
mean.
Ralph Riccardi
Certified Healthcare Executive/ACHE, MBA
President and Chief Operating Officer
Source Medical Solutions
Building EBP Systems in Private PT Practice: Implications
on Consumers, Referral Sources, and Payers
Is it your goal to be a best-in-class, evidence-based private
practice provider that delivers high quality, affordable health
care? The purpose of this course is to help practice owners
understand the evidence-based practice systems available to
them, everything from skill and practice pattern development
(continuing education, residency/fellowship training, etc.),
knowledge translation, skill transference, and outcomes monitoring.
We will also discuss how to deliver EBP in the context of
high end customer service and how to deploy key HR strategies
and coaching/mentoring programs that will incentivize high
quality care based on current best evidence among your staff.
Finally, you will learn strategies for marketing evidence-based
practice that will differentiate your private practice in
the eyes of key health care stakeholders such as patients,
referral sources, and third-party payers. Don’t miss
an engaging and lively discussion that will help you equip
your private practice with premiere EBP clinical systems,
resources, and educational programs to translate evidence
into a busy private practice!
John Childs, PT, PhD
President
Evidence in Motion
Rob Wainner, DPT, PhD, OCS
Associate Professor
Texas State University Program in Physical Therapy
Laurence N. Benz, PT, DPT, ECS, MBA, OCS
President/CEO
Kentucky Orthopaedic Rehab Team (CORT)
Thursday, November 6
2:30 pm - 4:30 pm
In-Depth Sessions
Building Bone Health Into Your Practice Oseoporosis
Functional Exam and Exercise Intervention
Osteoporosis and low bone mass affect an estimated 44 million
Americans. It affects women and men of all ethnic backgrounds.
It is predicted that one in two women and one in four men
over age 50 will suffer from an osteoporosis-related fracture
in her/his remaining lifetime. Physical therapists are the
experts in functional assessment and exercise prescription
for the aging population, including those with low bone mass
and osteoporosis. This session will provide evidence-based
functional and disease-specific assessments, describe current
best practice for prescribing exercise to improve bone health
and prevent fractures, and present specific information about
how to set-up and run osteoporosis programs for individuals
and groups. Detailed information will be addressed with regard
to assessment and interventions aimed at posture and body
mechanics, exercises to improve or maintain bone density and
strength, and balance and fall prevention strategies for those
with or at risk for osteoporosis. Safe and effective osteoporosis-related
exercises will include a discussion about the use of Pilates
and yoga exercises, resistance equipment, and home exercise
options. Guidelines will be presented for implementing a bone
health program including coding and reimbursement, marketing,
and equipment needs.
Marilyn Moffat, PT, DPT, PhD, FAPTA, CSCS
Professor
PT Department, New York University
Karen Kemmis, PT, DPT
PT Department, SUNY Upstate
How To Prohibit POPTS in Your State with Advance
Advocacy Strategies and undertanding the 2008 Elections Impact
This session will present the foundations for a POPTS prohibition
strategic plan for a state chapter of APTA. No chapter should
try, and certainly no chapter can achieve success in the prohibition
of POPTS, without undertaking a major strategic analysis and
developing a multi-year strategic plan to achieve this worthy
objective. The author will show how high the stakes are in
this battle for the soul of our profession.
Peter McMenamin, PT, MS, OCS
President
Physical Therapy Chicago, Ltd.
Rachel Reiter, BA
Associate Director, Grassroots & Political Action
APTA
Justin Moore, PT, DPT
Director, Congressional Affairs
APTA
Michael Mitlack
Associate Director, Grassroots & Political Action
APTA
Creating and Protecting Practice Equity: Legal and
Practice Management Tools for Succession Planning
The decision to start a Physical Therapy practice has been
made and your practice is now growing. You have moved through
the start-up phase, have consistent patient volumes, and are
financially stable. Now, as your practice matures, new kinds
of questions will be asked and new decisions will need to
be made. How much time do you invest in the practice and how
much time do you invest in your personal life? How will you
prepare for employees or partners when the waiting list to
see you begins to grow? How will you compensate employees
to allow for competitive employee recruitment and retention?
What systems, documents, and policies need to be in place
to assure the clinical and financial success of your growing
practice? Is your practice compliant with its regulatory obligations?
This course is designed to give practice owners the tools
necessary to protect their investment, create compensation
models for owners and therapist in the practice that align
incentives and result in increased practice equity, and to
position the practice for a highly profitable future ownership
transition.
John Wallace, PT, MS, OCS, CEO
BMS Reimbursement Management
Paul Welk, JD, PT
Associate
Tucker Arensberg Attorneys
Thursday, November 6
2:30 pm - 4:00 pm
Educational Session
Discover the “Hidden” Asset to Private
Practice Success: Industrial Services Paid Directly by the
Employer
Every clinic is in proximity to businesses that every day
deal with ergonomic, health, wellness, safety, risk, and work
injury management issues that you are already an expert at.
There are literally hundreds of services that you can provide
that are so successful that the employer will not only pay
their bill, but seek out other services you provide. It is
time to grab the bull by the horns and enjoy the positive
influence of significant “cash” flow that you
can count on every month into your clinic. Whether you have
direct access or not, this course will teach you how to become
recognized as an employers contracted “safety consultant”.
Larry Feeler, PT
Thursday, November 6
7:00 pm - 9:00 pm
Evening Discussion Forums
Real Estate Options for Physical Therapy Practice:
Builing Ownership
Dr. David Penn, PT,DPT,OCS
Director of Clinical Operations
Centre of Rehabilitation Excellence ( CORE )
Change: How have you changed practice operations
over the last year to meet the challenges of your practice
Tom Lorren, PT
Centre of Rehabilitation Excellence ( CORE )
Friday, November 7
9:00 am - 10:30 am
General Business Meeting
Presentation, "Taking Your Practice to the Next
Level with Benchmarking"
Chuck Felder, PT, MBA
Friday, November 7
11:00 am - 12:30 pm
Educational Sessions
Tell me again: Why am I in this contract?
In this session participants will learn how to look at contracts
to ensure that obligations are met and how to negotiate modifications
that protect the interest of the clinic. Participants will
also learn how to most effectively terminate a contact relationship
where the potential for referral still exists. Finally, participants
will fully understand the difference between reimbursement
and payment as it relates to a contract.
Jay Jones, CWCP
Executive Director
Southern Physical Rehab Network
The M.O.G. (Medically Oriented Gym)
The medically oriented gym (MOG) was born out of the frustration
of decreasing physical therapy visits, decreasing reimbursement
and the need to expand services to our patients and our community.
The MOG is based on the premise that the physical therapy
profession is perfectly and uniquely situated to bridge the
gap between the medical community, insurance community and
the fitness industry. There is a large segment of the population
the needs exercise and fitness to become part of a life long
habit.Mostly because of intimidation, these folks will not
join and attend your typical fitness club. Diabetics, hypertensives,
obese, post cancer patients inactive kids, and regular motivted
individuals need a place that will provide expertise in exercise
that can also account for their medical condition. Physical
Therapists are just the right profession.
Russell Certo, PT, OCS
Director
Grand Island Physical Therapy and the M.O.G.
Manage Smarter with Visual Dashboards and Scorecards
Understanding and tracking Key Performance Indicators (KPI
s) is crucial in managing a practice in today s environment.
Payment caps and declining reimbursements from both government
and private payers require owners / administrators to manage
at peak performance to assure success. Having access to actionable
data that is current, clear and understandable is one key
to management success. Visual Practice Analytics is a new
Web 2.0 application that gathers data in near real-time from
billing, scheduling and financial systems. That data, which
is normally siloed in the disparate systems, is then correlated
with budget and performance goals and presented to the user
in easy to understand scorecards and dashboards. This session
will feature case studies illustrating selected KPI s from
clinic data. Dashboards and scorecards will show referral
source analysis and referral trends, reimbursement analysis
by payer, productivity, and costs of delivering services.
The use of trailing indicators, leading indicators and real-time
data will be illustrated. Their application to pay for performance
and contract negotiation will be discussed.
Steven Petrie, BS
President & CEO
Spectra Soft, Inc.
John Wallace, PT, MS, OCS
CEO/Director
BMS Reimbursement Management, Inc.
Developing Therapist Recruitment & Retention
Opportunities While Climbing a Volcano and Finding other Rewards
along the way.
If you have ever felt that internal 'urge' to give back &
share your gifts and talents in rehabilitation with those
less fortunate than yourself, perhaps your answer could be
in beginning an outreach of your clinic to the people of the
third world. In this session we will discribe taking the 'what
if' of doing an outreach to the poor of Guatemala from a dream
to a reality. See how acting on this altruistic 'urge' can
change not only the poor, but can change & challenge you
and your staff even more--as well as involve the the communities
you live/practice in, and actually be a financial asset to
your practices'' bottom line.
Paul Treinen, PT
Co-Owner & COO
Big Stone Therapies, Inc.
Friday, November 7
11:00 am – 12:30 pm
Knowledge Circle Discussion Groups
Participate in facilitated discussions on common practice
management topics. Learn from your peers how to meet the challenges
of the day to day business of running your practice.
Friday, November 7
2:30 pm - 4:30 pm
In-Depth Sessions
Direct Services to Employers Increase Business, Profitability
and Autonomy
At PPS 07, the initial 'employer market' presentation was
given. This session is a requested continuation with new information
highlighting the most asked questions about reimbursement,
referrals, professional offerings and autonomous practice.
The panel of 8 will describe six practice settings and eight
highly reimbusable programs giving the breadth and depth of
the opportunities for PT''s who serve employers and workers
directly. Highlights will include: How to provide direct-pay
services to employers 100% reimbursement in 30 days, The PT
as the focus of the referral process from industry, Determining
the services you will provide and where you will provide them,
The PT as the pivotal team manager in all cases where the
client is a 'worker'.
Susan Isernhagen, PT
C.O.O.
DSI Work Solutons, Inc.
Dennis Isernhagen, PT
President
DSI Work Solutions, Inc.
Jim Milder, PT
Owner
Milder and Associates
Ginnie Halling, PT
Owner
Work Therapeutics
A Systems Approach to Achieving a Highly Efficient
Front Office
It is advantageous for you the clinician, to understand the
daily operations and complexities of the industry not only
to collect on all services that you provide but to maximize
that dollar. For instance, make Medicare easy by using very
simple resourceful tracking tools. Maximize your dollar when
seeking reimbursement for a supply from an insurance carrier.
Knowing the appropriate questions to ask a worker s comp carrier
in which the injury occurred in another state. The physical
therapy insurance business can be very unforgiving; therefore
attention to detail and getting it right the first time needs
to be the level at which you operate at all times. A highly,
detailed front office staff is essential. You need to be able
to entrust this part of your business to others, but at the
same time always know that operations are being carried out.
Would you agree that creating a very efficient office and
cultivating a healthy work environment, is your best avenue
in providing exceptional quality customer service? Your front
office staff is generally the first contact with the patient.
Provide them with fail safe systems that will allow them to
navigate this tricky health care environment and have fun
doing it.
Shawn Quigley, PT, MBA
Director of Operations
Therapeutic Associates
Melinda Alexandre
Field Office Coordinator
Therapeutic Associates
Friday, November 7
3:00 pm - 4:30 pm
Educational Session
Working with a Major Parts Distribution Employer
to Reduce Workers Compensation Costs
The safety team from the parts distribution division for
a leading car manufacturer wanted to decrease injuries and
the associated worker s compensation costs through post-offer/pre-employment
screening. By implementing post-offer screening that matched
the abilities of the applicants with the physical demands
of the job, the company believed that their associates would
be more productive and sustain fewer injuries. To implement
this program, the company selected a vendor to conduct the
job analysis, design the screens, develop the policy and procedure
for the screening process, implement the screening and provide
quality review of the testing process. After the initial project,
ergonomic countermeasures to address excessive forces were
developed and the screens were modified. The employer also
implemented return-to-work testing after injury or prolonged
illness. This presentation describes the employer s decision-making
process; the development and implementation of the program;
and outcomes of the both the post-offer employment and the
return-to-work testing processes. Clinicians will be able
to identify opportunities for working with employers, set
benchmarks for success and understand the dynamic between
job demands analysis and post-offer screening.
Deborah Lechner, PT, MS
Foudner and President
ErgoScience, Inc.
Edwin Villaroman
Sr. Administrator, Safety and Health
Toyota Motor Sales, USA
Retention through Ownership: Employee Ownership Models
Equity ownership remains a focal point of discussion within
our profession. This 90 minute panel discussion will present
alternative models of equity and their financial implications.
Following an overview of these models, the floor will be opened
to the audience for conversation and discussion.
Drew Bossen, PT
Owner
Progressive Rehab/Atlas Ergonomics
Jayne Snyder, PT
Owner
Snyder Physical Therapy
Kevin Hulsey, PT, DPT
RehabAuthority
Steve Anderson, PT
President
Therapeutic Associates, Inc.
Dale Yake, PT, OCS, ATC
Physical Therapy Solutions
Dave Robator, PT
Friday, November 7
3:00 pm - 4:30 pm
Knowledge Circle Discussion Groups
Participate in facilitated discussions on common practice
management topics. Learn from your peers how to meet the challenges
of the day to day business of running your practice.
Saturday, November 8
9:30 am - 12:30 pm
3 Hour Intensive Sessions
A Twelve Month Plan to Managing Your Practice
Practice managers and owners are often overwhelmed with both
treating their patients & managing their practices. They
experience “Practice Pain” the threat of competition,
decreasing reimbursement, compliance, increasing expenses,
and staffing challenges. It is a challenge to develop, plan
and implement effective strategies to “treat”
the “Practice Pain”. With the 12-Month Plan, diagnosing
and treating your “Practice Pain” will be less
overwhelming, more productive and will allow you to focus
on treating patients not your practice. The Differential Diagnosis
12-Month Plan includes timely treatment strategies for your
practice throughout the year to assure the most effective
timing for implementation, and provides an organized plan
to maintain your management focus and assure long term results.
Lynn Steffes, PT
President/Consuultant
Steffess And Associates Consulting Group
Bridget Winiecki, MPT, MBA
Consultant
Steffes and Associates Consulting Group
Boosting Direct Access Through Wellness & Non-Physician
Referrals, Direct Marketing and Brand Identity
By expanding their role as dignosticians and patient advocates,
Physical Therapists are finding unique systems for the delivery
of direct access evaluation and treatment. This seminar will
address an emerging model for autonomous practice and explore
the steps needed to become the preferred musculoskeletal provider
for a variety of potential referal sources. Attendees will
gain insight into the professional and financial gains to
be made by embracing referrals from athletic trainers, fitness
and wellness professionals, alternative care providers, occupational
health professionals and other rehabilitation professionals.
This session will also present decision making algorithms
that can be used to manage the care of non-physician referrals.
This session will also look at direct access alternatives
of direct marketing and brand development.
Brian Peers, MPT, OCS
Vice President
Central PA Rehabilitation Services, Inc.
Gail Vasiloff
Owner
Budget Transfer Printing & Bindery
Tannus Quatre, PT, ATC, CSCS, MBA
Principal
Vantage Clinical Solutions
Succession Planning Fosters Practice Success: Your
Five Year Plan
Let a Co-author of PPS'' latest publication 'Transitions
How to Position Your Physical Therapy Practice and Create
Your Succession Plan' demonstrate how you can attain incredible
practice success in any environment through embracing the
tenets of APTA Vision 2020. This presentation will focus on
long-term strategic planning that is designed to accomplish
the following: Enhance recruitment/retention of high quality
professional 'partnering' staff, Significantly improve the
growth of the practice, Provide the practice owner with an
exit strategy at a time and method of the practice owner's
choosing.
James Glinn, Sr., PT
FutureRehab LLC
Kelly Sanders, PT, DPT, OCS, ATC
Director of Clinical Operations
San Luis Sports Therapy & Orthopedic Rehabilitation
Jason Sanders, PT, DPT, OCS
Director
San Luis Sports Therapy & Orthopedic Rehabilitation
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