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Deep Dive Sessions

What are Deep Dive sessions?

Sometimes you just need more time to immerse yourself in a topic. That's why this year we've added Deep Dive Sessions. Each expert-led dive will give you nearly four hours of intensive training on executive management issues: marketing, business processes, human resources, technology, revenue, and reimbursement. Your dive guides will cover these topics in the context of the business modeling approach — a strategy that has helped behavioral healthcare leaders around the country take advantage of the opportunities made possible by parity and other healthcare reforms.

What is business modeling?

It's an exercise that shows you the dynamics at work between customer value propositions, financial formulas, essential business processes, and your main assets and resources. Behavioral healthcare organizations have used the business modeling approach effectively to:

  • Create new business relationships with referral sources and payers
  • Negotiate better contracts and reimbursement rates
  • Launch effective marketing plans that produce new revenues

What will you get from just one Deep Dive session?

Each Deep Dive session will cover a component of the business model. You'll learn how to tailor a business model on that topic for your organization, with an emphasis on the challenges and the opportunities that accompany healthcare reform.

Who should attend?

CEOs, CFOs, COOs, executive leaders, medical directors

How much do Deep Dive sessions cost?

Each session costs $75.00, in addition to the conference registration fee. There is no additional fee for How-to workshops or CEO roundtable sessions. When you sign up for a Deep Dive session, you'll experience all that the conference has to offer: plenary sessions, lunches, and other agenda items. The only difference is that you'll spend an entire day in one Deep Dive session rather than in How-to workshops or CEO roundtables.

When are Deep Dive sessions offered?

There are six different Deep Dive sessions and each will be offered twice between June 19-22. Choose any of the six sessions - you may attend up to four. Each Deep Dive session is a total of 3.75 hours in length.

NOTE: June 19 is the pre-conference day and June 20, 21, 22 are the conference days.

Pre-conference Day
Tuesday, June 19
12:30 to 5:00 p.m.		 Deep Dive 1: Defining your Customer Value Proposition - Marketing
Deep Dive 2: Rethinking Conventional Wisdom on Management in Addiction Treatment
Deep Dive 3: Human Resources and Human Capital
Conference Day 1
Wednesday, June 20
10:30 to 4:00 p.m.*		 Deep Dive 1: Defining your Customer Value Proposition - Marketing
Deep Dive 2: Rethinking Conventional Wisdom on Management in Addiction Treatment
Deep Dive 3: Human Resources and Human Capital
Conference Day 2
Thursday, June 21
10:45 to 5:00 p.m.*		 Deep Dive 4: Using Technology to Create Strategic Advantage & Patient Benefit
Deep Dive 5: Exploring the Financial Strategies that Best Suit Your Business Model
Deep Dive 6: Maximizing Revenues
Conference Day 3
Friday, June 22
9:30 to 2:00 p.m.*		 Deep Dive 4: Using Technology to Create Strategic Advantage & Patient Benefit
Deep Dive 5: Exploring the Financial Strategies that Best Suit Your Business Model
Deep Dive 6: Maximizing Revenues

*These times include breaks and other program elements from the conference agenda.

Deep Dive Descriptions

Deep Dive 1:

Defining Your Customer Value Proposition
How to develop new marketing approaches for your new business environment

Dive Guide:
Patrick Gauthier, AHP Healthcare Solutions

Just what is the "customer value proposition" and why is it important? Your customer value proposition distinguishes you from the competition. And since our field is about to experience a level of competition that we've never seen before, you'll want to offer an unbeatable value proposition. Your Deep Dive into this component of the business model will show you winning ways to convey your value proposition to prospective customers, their families, referral sources, partners, payers, board members, and new employees.

Learning Objectives
After completing this Deep Dive, you'll be able to share tools and practical lessons with your staff. You'll also understand and be able to communicate the importance of:

  • Developing an internal approach to opportunity analysis
  • Developing effective relationships with the most appropriate payers
  • Building targeted alliances and strategic partnerships
  • Tracking developments in adjacent fields and markets
  • Conducting local market research and needs analysis to discover the most viable opportunities

Cost: $75
Seats are limited to 50 participants.

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Deep Dive 2

Rethinking the Conventional Wisdom on Management in Addiction Treatment
How to become the go-to-provider in your community

Dive Guides:
Lynn Madden, APT Foundation
Andrew Quanbeck, NIATx / University of Wisconsin

This Deep Dive explores how management theories rooted in systems engineering translate to practice in the addiction treatment field. Presenters will show you how to move your organization to new levels of financial and clinical performance. Case examples show how APT Foundation and other organizations put these principles into action to improve services and increase revenue. This Deep Dive will feature role-play, group discussion, and interactive exercises that illustrate key points.

Learning Objectives:
After completing this Deep Dive, you will understand and be able to communicate the importance of:

  • Listening to your clients and the community
  • Using Deming's principles of transformational leadership to meet the unique challenges of management in addiction treatment
  • Ending turf wars to build a staff that shares responsibility for client care
  • Helping middle managers focus on leadership
  • Reimagining how your organization views customers/clients, and how they pay for treatment
  • Redesigning your business model and processes to suit a transformed organization

Cost: $75
Seats are limited to 50 participants.

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Deep Dive 3

Human Resources and Human Capital
Your people are your competitive advantage

Dive Guides:
Rich Landis, AHP Healthcare Solutions
Ellen Radis, AHP Healthcare Solutions

Explore the vital human resources and capital your organization needs to create value for the customer. Your organization's human capital is an asset to a company, and essential to sustain and support the business. Explore an array of highly effective resources available for developing human resources, even in the midst of today's tidal wave of change.

Learning Objectives:
You'll learn to identify, cultivate, and harvest all of the intellectual capital, human capital, and business development potential in your organizations. Return to the office with tools to develop:

  • Key people within your organization (not always the first people who come to mind!)
  • Partnerships and affiliations with unexpected allies
  • New positions and roles to fulfill your business objectives

Cost: $75
Seats are limited to 50 participants.

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Deep Dive 4

Using Technology to Create Strategic Advantage & Patient Benefit
How to plan for and implement technology innovations - It's time to open the black box!

Dive Guides:
Mike Lardiere, VP, HIT and Strategic Development, The National Council
Jim Crawford, Director, HIE Services, Yeaman Consulting
David Gustafson, Director, NIATx, University of WI-Madison Fiona Mctavish, Deputy Director, CHESS, University of WI-Madison
David Moore, VP, Quality Improvement, Fayette Companies - Human Services Center
Mike Barbouche, Founder and CEO, Forward Health Group
Dick Dillon, CEO, Innovaision LLC

We know technology will continue to have a profound impact on health care. But, how? And what does it mean for your organization? This workshop will give you a glimpse into the future of technology in behavioral health. Presenters will share their views on technologies likely to gain favor in the near future, and how your how organization can implement them most effectively. This workshop will address two questions often on the minds of behavioral healthcare leaders today: "Where is technology headed?" and "How do we implement this stuff?"

Learning Objectives:
After completing this deep dive, you will:

  • Understand future technology trends
  • See the potential technology offers for improving patients' lives, family support, and your organization's strategic advantage
  • Have a set of tools to help your organization welcome new technology

Cost: $75
Seats are limited to 50 participants.

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Deep Dive 5

Financial Formula
Exploring the financial strategies that best suit your business model

Dive Guide:
Charles Ray, Principal, Criterion Health

One of the deepest dives we're offering, this session will plumb the depths of new approaches to healthcare financing. You'll get the extra oxygen you need to explore capitation, pay-for-performance, bundling and unbundling, case rates, and global reimbursement. This dive will also examine the cost structure of your business model, whether your shop is cost-driven or value-driven, and the economies of scale that you can realize through affiliation business models.

Learning Objectives:
You'll take away tools to:

  • Demonstrate where new revenues will come from
  • Identify new fixed and variable costs
  • Develop strategies for profit and return-on-investment
  • Identify and improve sales cycle time

Cost: $75
Seats are limited to 50 participants.

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Deep Dive 6:

Financial Formula
Maximizing revenues

Dive Guides:
Patrick Gauthier, AHP Healthcare Solutions
Linda Hagen, Senior Consultant, AHP Healthcare Solutions

The way your organization makes money within each of its customer and market segments is quite complex, and promises to become more challenging with the transformation of healthcare reimbursement practices. Explore traditional and unconventional revenue streams in this Deep Dive. While it may seem unlikely today, advertising, retail sales, subscription fee models, and the sale of assets might make perfect sense three years from now. The discussion will focus on reforms, new markets, billable services, and doing business in managed care environments.

Learning Objectives:
You'll learn how to use financial performance indicators to manage your revenue cycle.

Return to your organization with a new perspective on:

  • The underlying financial formula in your business model
  • The many ways new revenues can support your vision, mission, and goals

Cost: $75
Seats are limited to 50 participants.

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