Executive War College 18TH ANNUAL · 2017. 4. 2. · Powerful Sales Closing Secrets of Top-Performing Lab Sales Reps Option 3 Lean Bootcamp: Achieving Mastery with Concepts, Implementation,

April 30-May 1, 2013 | New Orleans, LA | Sheraton New Orleans

For details and to register, go to www.executivewarcollege.com • 512-264-7103

18TH ANNUAL

On Lab and Pathology ManagementExecutive War College

2013 Is A Particularly High-Stakes YearFor Your Lab and Pathology Group!Learn What’s Ahead at the World’s Largest Summit Meeting on Laboratory and Pathology Management!

3 Full-Day Workshops to Take Your ExecutiveWar College Experience to the Next Level

Option 1LDT Boot Camp: Mastering the Essentials

to Achieve Success with your Molecular and Genetic Assays

Option 2Powerful Sales Closing Secrets

of Top-Performing Lab Sales Reps

Option 3Lean Bootcamp: Achieving Mastery

with Concepts, Implementation, and Outcomes Workshop

k Customize your learning experience with more than 50 advanced sessions to choose from

Hear keynoters:k Richard Atkin, President of Sunquest Information

Systems on “How LIS and AP Informatics are ComingTogether To Support Integrated Care”

k Ran Whitehead, CEO of PeaceHealth Laboratories on“PeaceHealth Labs’ Evolution in Support of ACOs,Integrated Care, and Regionwide Services”

k Ernest Franklin, M.D., of Baylor Health System on“Baylor Health’s Strategy for Advancing Healthcare andLeveraging the Value of Laboratory Testing”

k Plus a special 4 hour session on Lab/Pathology Mergers& Acquisitions, Lab CIO/CFO Roundtables, AcademicPathology Chairs & Pathology AdministratorsRoundtable, Lab Sales and Marketing VPs Roundtable,and three optional full-day add-on workshops!

Thanks to Our Corporate Benefactors

SPECIAL THIS YEAR!Thursday, May 2

CIO Roundtable

CFO Roundtable

Lab & M

& A

Tuesday, April 30, 2013

Continental Breakfast

Management Master Classes (4)


General Session

General Session

General Session

LunchBreakout Sessions (4)

Breakout Sessions (4)



General Session – Panel Discussion

5:45 - 7:30 PM Formal Reception

Management Master Classes ese sessions have oneprimary goal: to help lab administrators, managers, andpathologists advance their career skills and personal abilities.Each class is led by an expert and addresses a key area of labmanagement and operations. You and your executive team willfind them invaluable and packed with information you won’t findanywhere else!

Lab Executive Roundtables ree different roundtablesessions—one each for Lab CFOs, CIOs, and Sales & MarketingDirectors— all designed to provide a peer network, high-level, andcandid knowledge exchange targeting the issues and challengesfacing you and your organization right now!

Lab & Pathology Mergers and Acquisitions Workshopere is upheaval in the marketplace! Should smaller groups sell,merge, or buy? Hear from our panel of major players in laboratoryM&A about up-to-the-minute intelligence on M&A activity, whichbuyers are kicking lab tires, and how your clinical lab or pathologygroup can tap sources of capital on favorable terms.

Academic Pathology Chairs Workshop During these times of shrinking budgets and less fee-for-service pricing, this extendedworkshop couldn’t be more timely! Topics include ACOs, the shi to integrated clinical care, and how academic pathology groups canleverage their expertise to add value with molecular and genetic testing.

Plus 3 Post-Conference Workshops To Choose From!


Time

6:30 AM

7:00 AM

8:00 AM

9:00 AM

10:00 AM

11:00 AM

12 NOON

1:00 PM

2:00 PM

3:00 PM

4:00 PM

5:00 PM

6:00 PM

Monday, April 29, 2013

5:30 – 7:30 PMEarly Registration

& Welcome Reception

Two full days of powerfullearning and networking opportunities, with three exciting post-eventseminars.

The experts, the topics, and theresources you need for yourlaboratory to not only survive, but thrive in this challengingenvironment!

Just Some of What’s in Store for youat the 2013 Executive War College

Join our Executive War CollegeGroup and be part of the discussion!

I wouldn’t miss the Executive War College ifyou want to network with other lab leaders andstay on top of the perpetually changing laboratorymarketplace. EWC is the event that specificallytargets the business of running and optimizing thefinancial success of your laboratory. e sessionsdeliver high value information and speakers areeither nationally recognized authorities in ourindustry or laboratory executives who demonstrateinnovative processes or best in class performance.

– Bill Taylor, Chief Marketing Officer, XIFIN Inc.

“

& Pathology Mergers

cquisitions

Lab Sales & Marketing

VPs Roundtable

Academic PathologyChair Roundtable

Lean for Lab Leaders

LDT Bootcamp for Molecular & Genetic Tests

Sales ClosingSecrets

Lean for Lab Leaders

LDT Bootcamp for Molecular & Genetic Tests

Sales ClosingSecrets

Wednesday, May 1, 2013




General Session

General Session

General Session

LunchBreakout Sessions (4)


Closing – General Session

Thursday, May 2, 2013


Lunch

David Herold, MD, PhDof The University of California San Diego

Mass Spec’s Growing Role in ClinicalDiagnostics: Why Your Lab Should be Ahead of the CurveMass Spectrometry is an analytical method to

be used in clinical labs in coming years with greater frequency.In this session, you’ll gain an understanding of how the scienceis moving to support clinical use of Mass Spec for certain typesof lab testing. Also to be discussed: the benefits/disadvantagesof having a lab set up and offer tests based on Mass Spec,including strategic considerations such as cost to acquire theequipment, how to train med techs to run the instruments,and how to use the technology to give physicians ordering thetests more accuracy and precision in making diagnoses.

Michael Snyderof Clinical Lab Business Solutions

Payer Access: Why Your Lab is “Out”!Can Your Lab Get “In”?It’s an unfortunate truth that payers are

interfering with your lab’s money and your lab’s financialstability. is session brings you solid information about howand why payers want to include new terms in their contractswith labs and pathology groups, the scoop on why insurers arepaying less for lab tests, and a whole lot more!

Charles Hawker, PhDof ARUP Laboratories

Using Automation to Enable Six SigmaQuality in Laboratory Work Processese definition of Six Sigma is handling onemillion events with only 2.4 defects. At ARUP, the

lab automation set-up is achieving this level of perfection incertain work processes within the lab’s pre-analytical, analytical,post-analytical activities. Listen and learn from ARUP’s successstory, and discover ways in which automation can make apositive contribution to you laboratory’s quality, turnaroundtime, efficiency, and profitability.

Adam Slone and Tara Kochisof Slone Partners

Grow, Sell, or Become Extinct:Win the Recruiting War for the MolecularTalent Your Lab Needs to Succeedere is great demand for those who haveexperience in molecular diagnostics and genetictesting, including executives who can handle theinformatics of DNA data, and who can sell andmarket genetic tests, not to mention scientists whocan perform the tests and supervise the lab’s

operation and performance to meet federal requirements and hitproductivity targets. Find out how you can win this recruiting war!


Get Up Close and Personal with Some of theNation’s Most Influential Pathologists, LaboratoryAdministrators and Executives

Use this overview and schedule summary to plan your time at the Executive War College.

MONDAY, APRIL 29, 20134:00 PM-5:30 PMBENEFACTOR SESSION

Lifepoint Benefactor Session–Raising the Bar:A Sneak Peek into New Product Offerings 5:30PM-7:30 PM

Early RegistrationGet Acquainted Receptionwith Refreshments

BENEFACTOR SESSION

Sunquest Benefactor Session - Sunquest AfterEight

7:30 PM-10:00 PMBENEFACTOR SESSION

Xifin Benefactor Session - XIFIN Wine Tasting

TUESDAY, APRIL 30, 2013

6:30 AM-9:00 AM

Registration and Continental Breakfast 7:00AM-7:50 AM

Atlas Benefactor Session - Sales SuccessUsing Technology and Tactics to Win Over ACOsand Physician Practices 7:00 AM–7:50 AMCONCURRENT MASTER CLASS SESSIONS

How Advances in Molecular Diagnostics WillFurther Drive Consolidation of All Lab TestingPatrick Maul, MT (ASCP), Lean Sigma BlackBelt, Becton Dickinson, St. Cloud, Florida

Meaningful Use Stage 2: Winning Ways YourLab Can Succeed with Physicians, ReduceYour EHR Interface Backlog, and Grow YourBusinessJohn Giddings, EHR Product Manager,NCG Medical, Altamonte Springs, FloridaEric Reynolds, XO - Sales and Strategy, Emdeon,Nashville, Tennessee

Leveraging Enhanced Specimen Managementto Achieve Strategic Goals and Boost FinancialPerformanceMegan Schmidt, Product Manager,Sunquest Information Systems, Tucson, ArizonaPawan Singh, Sr. Product Manager, SunquestInformation Systems, Tucson, Arizona

How We Changed Our Lab’s QC to ImproveAnalytical Accuracy, Reduce Costs, and BoostPerformanceJoseph Litten, Technical and DevelopmentalManager, Valley Health, Winchester, Virginia8:00 AM-8:50 AMBENEFACTOR SESSIONEmdeon Benefactor Session - Connect withEmdeon8:00 AM–8:50 AMCONCURRENT MASTER CLASS SESSIONSBecome a Patient-Centric Lab or Die... KeyStrategies to Position Your Lab for Success inthe Age of ACOs and Integrated HealthcareRob Atlas, President & CEO, Atlas Medical,Calabasas, California

Understanding How Payers’ Changing Needsfor Lab Data Creates New Ways for Your Lab toAdd ValueCharles Halfpenny, CTO, HalfpennyTechnologies, Inc., Blue Bell, Pennsylvania

Grow, Sell, or Become Extinct: Win theRecruiting War for the Molecular Talent YourLab Needs to SucceedAdam Slone, CEO, Slone Partners, Miami Beach,FloridaTara Kochis, President, Slone Partners, MiamiBeach, Florida

Mastering the Best Practices in Lab SupplyManagement to Boost Your Lab’s MarginsChris Dillinger, Director, Supply Solutions - LeanSix Sigma Master Black Belt, Cardinal Health,Dublin, Ohio

9:00 AM–9:40 AMGENERAL SESSIONEssential Insights into Healthcare’s Evolutionand Revolution: Positioning Your Lab forClinical and Financial Success

Robert L. Michel, Editor-in-Chief, THE DARK

REPORT, Spicewood, Texas

9:40 AM–10:20 AMGENERAL SESSIONPeaceHealth Laboratories’ Evolution in Supportof ACOs, Integrated Care, and RegionwideServicesRan Whitehead, Chief Executive Officer andChief Mission Officer, PeaceHealth Laboratories,Springfield, Oregon

10:20 AM-10:40 AMMORNING BREAK

10:40 AM–11:20 AMGENERAL SESSIONBaylor Health’s Strategy for AdvancingHealthcare and Leveraging the Value ofLaboratory TestingErnest Franklin, M.D., VP Surgical andAncillary Services, Baylor Health Care System,Dallas, Texas

11:20 AM–12:00 PMGENERAL SESSIONPreparing for Precision Medicine: HowAnatomic Pathology Is Transforming at HenryFord HealthRichard Zarbo, M.D.,Senior Vice President andChair, Henry Ford Health System, Detroit,Michigan

12:00 PM-1:00 PM

Networking Lunch Mergers andAcquisitions of Pathology andClinical Laboratories (ExtendedProgram)

1:00 PM–4:50 PM GRAND BALLROOM A–C

Overview of 2012-2013 LaboratoryTransactions, Deal Values and Multiples, andForecasting of Anticipated TrendsChristopher Jahnle, Managing Director,Haverford Healthcare Advisors, Paoli,Pennsylvania

Upheaval in the Anatomic PathologyMarketplace: Should Smaller Groups Sell,Merge, or Buy?Moderator: Richard Cooper,Esq., Attorney, McDonald Hopkins LLC, Cleveland,OhioPanelists: Don Howard, M.D., Ph.D.,Chairman and CEO, CellNetix Pathology andLaboratories, Seattle, WashingtonVivek Khare, M.D., Business Manager, The DeltaPathology Group, LLC, Shreveport, LouisianaRobert H. Tessier, Principal, HBP FinancialServices Group, Ltd., Woodbridge, Connecticut

Establishing a Value and a Business Strategyfor TC Laboratories Going ForwardMODERATOR: Kemp Dolliver, CFA, ManagingDirector, Cherrystone Hill Capital, Cambridge,MassachusettsPANELISTS: Richard Cooper, Esq., Attorney,McDonald Hopkins LLC, Cleveland, OhioWilliam Curtis, Chief Executive Officer,MedVentures LLC, Cleveland, OhioBen W. Davis, M.D., Chairman, President &CEO, PathGroup, Brentwood, TennesseeChristopher Jahnle, Managing Director,Haverford Healthcare Advisors, Paoli,Pennsylvania

What’s Hot and What’s Not inMergers/Acquisitions of LaboratoriesMODERATOR: Richard Cooper, Esq., Attorney,McDonald Hopkins LLC, Cleveland, OHPANELISTS: Anil Asnani, Vice President,Strategic Planning and Corporate Development,LabCorp, Burlington, North CarolinaRichard Bayman, Principal, Hammond HanlonCamp LLC, Atlanta, GeorgiaKathy Murphy, Ph.D., Chief Executive Officer,Chi Solutions, Inc., Ann Arbor, MichiganBud Thompson, Roanoke, Virginia

Tapping Capital to Build Molecular and GeneticLab Companies: Success in Essentials ForToday’s Tough Lab Market Environment

Jon Vance, CFA, CPA, Managing Director,MedDxCapital Advisors, La Jolla, California

Agenda

1:00 PM–1:50 PMCONCURRENT BREAKOUT SESSIONS

How Hospitals In-Common Laboratory UsesReal Time Management and BI Dashboards toImprove Patient Service and OptimizeProductivityKris Bailey, CEO, In Common Laboratories,Toronto, Ontario, Canada

Mass Spec’s Growing Role in ClinicalDiagnostics: Why Your Lab Should be Ahead ofthe CurveDavid Herold, M.D., Ph.D., Professor ofPathology, UCSD; President, MSACL, VAMC - SanDiego & University of California, San Diego, SanDiego, California

Developments in Payer Contracting, How LabsGet Paid, Compliance and MoreJane Pine Wood, Esq., Member, McDonaldHopkins LLC, Dennis, Massachusetts


Big Changes Ahead in Federal, State, andPrivate Payer Policies Affecting LaboratoryTesting Reimbursement and RegulationMODERATOR: Jack Shaw, Executive Director,Homecare of Michigan, Allen Park, MichiganPANELISTS: Michael Arnold, ExecutiveDirector, California Clinical LaboratoryAssociation, Sacramento, CaliforniaMark Birenbaum, Ph.D., Administrator,National Independent Laboratory Association, St.Louis, MissouriAndy Fish, Executive Director, AdvaMedDx,Washington, D.C.Alan Mertz, President, American ClinicalLaboratory Association, Washington, D.C. Howard Coleman, Chief Executive Officer,Genelex Corporation, Seattle, Washington

2:00 PM–3:50 PMSPECIAL SESSION

Lab CIO RoundtablePeggy McKee,CEO/Recruiter, PHC Consulting, Celina, TexasJ. Mark Tuthill, M.D., Division Head, PathologyInformatics, Henry Ford Health System, Detroit,Michigan


Big Changes in Pathologist Recruiting, Hiring,and Retention: What Your Pathology Lab Needsto Know to Stay CompetitiveRich Cornell, President, Sante Consulting, LLC,Chesterfield, Missouri

The Lab Hitchhiker’s Guide to the Pitfalls andOpportunities in How EHRs Handle Lab TestDataTeresa Darcy, M.D., MMM, Medical Director ofClinical Laboratories, University of WisconsinHospital and Clinics, Madison, Wisconsin

2:00 PM–2:50 PM

Envisioning the Coming Integration of ClinicalLab, Anatomic Pathology, and Radiology: UsingDigital Imaging and Work Flow Redesign toServe ACOs and Deliver Added ValueJon Copeland, CEO, Nuvodia, Spokane,

WashingtonRyland (Skip) Davis, Principal, AC2T, Spokane,WashingtonAjit Singh, Ph.D., Managing Director, ArtimanVentures, Palo Alto, CaliforniaThomas Tiffany, Ph.D., CEO, AC2T LLC,Spokane, Washington


Lab CFO RoundtableDouglas Wussow, V.P.Financial Services, Rhodes Group Inc, Vernon,ConnecticutRenee Ennis, Chief Financial Officer, TriCoreReference Laboratories, Albuquerque, NewMexico


Combining Lean, Middleware, and TargetedAutomated Systems to Unlock LabAutomation’s Full PotentialConnie Bishop, Assistant AdministrativeDirector, University of North Carolina HealthcareSystem, Chapel Hill, North Carolina

Integrated Pathology Informatics: What Weneed for both Internal and External SuccessFred Ferrara, Sr. Vice President and C.I.O.,Aurora Diagnostics, Palm Beach Gardens, Florida

Payer Access: Why Your Lab is ‘Out’! Can YourLab Get ‘In’?Michael Snyder, Principal, Clinical LabBusiness Solutions, LLC, Flemington, New Jersey


How Automation Enables Six Sigma Quality inLaboratory Work ProcessesCharles D. Hawker, Ph.D., MBA, ScientificDirector, Automation & Special Projects, ARUPLaboratories, Salt Lake City, Utah

How ACA, ACOs, and Healthcare’sTransformation Will Change Roles of Payers,Hospitals, Physicians, and Labs

MODERATOR: Michael Snyder, Principal,Clinical Lab Business Solutions, LLC, Flemington,New Jersey PANELISTS: Trisha Brown, Founder, ShamaConsulting, Clayton, CaliforniaCharles Halfpenny, CTO, HalfpennyTechnologies, Inc., Blue Bell, PennsylvaniaLinda Stewart, Vice-President, NationalLaboratory Program, UnitedHealthcare,Minnetonka, Minnesota

Collaborating with Physicians and Nurses toAttack Misidentified Tissue SpecimensOriginating in Surgery and the Operating RoomRita D’Angelo, Manager, Quality SystemsDivision, Henry Ford Health System, Detroit,Michigan

Molecular Codes and More: What Your LabShould Know to Get Speedy and AccuratePayment from Different PayersCharles Root, C.E.O., CodeMap LLC,Schaumburg, Illinois

5:00 PM–5:30 PMGENERAL SESSION

ACOs, Medical Homes, and Other Models ofIntegrated Clinical Care: Understanding Today’sReality and the Ramifications for the FutureMODERATOR: Rick Panning, Vice President,Business Development, Shared Clinical Services,Fairview Health Services, Minneapolis, MinnesotaPANELISTS: David Dexter, President & CEO,Sonora Quest Laboratories, LLC, and LaboratorySciences of Arizona, LLC, Tempe, ArizonaErnest Franklin, M.D., VP Surgical andAncillary Services, Baylor Health Care System,Dallas, TexasRan Whitehead, Chief Executive Officer andChief Mission Officer, PeaceHealth Laboratories,Springfield, Oregon

5:45 PM–7:30 PM

Grand Reception

WEDNESDAY, MAY 1, 2013

6:30 AM-9:00 AM

Continental Breakfast 7:00 AM-7:50 AMBENEFACTOR SESSION

Ortho Benefactor Session - Breakfast withOrtho Clinical Diagnostics 7:00 AM–7:50 AMCONCURRENT MASTER CLASS SESSIONS

Dealing the 2013’s Gamechangers in AnatomicPathology Billing/CollectionsBrian Kemp, Executive Director, McKesson,Midlothian, VirginiaLisa Quirk,VP Laboratory & PathologyOperations, McKesson, North Charleston, SouthCarolina

Keeping Your Lab’s Best-of-Breed LIS when C-Suite Likes Epic’s EMR/LIS BundleDennisWinsten, President, Dennis Winsten & Associates,Inc. Healthcare Systems Consultants, Tucson,Arizona

Building the Specialty Testing Lab Company:Sales and Business Development StrategiesThat WorkMichael Ero, President and Founder, MachaonDiagnostics, Oakland, California

How to Cut Your Lab’s Cost of Reference LabTesting using Flattened Connectivity andReference Lab NetworksJohn David Nolen, M.D., Ph.D., MSPH,Managing Director, Laboratory Business Unit,Cerner Corporation, Kansas City, Missouri

8:00 PM-8:50 AMBENEFACTOR SESSIONRoche Benefactor Session - Roche Diagnostics- Leading the Way in Personalized Healthcare 8:00 AM–8:50 AM

Agenda

CONCURRENT MASTER CLASS SESSIONS

Serving the New Paradigm of Integrated Care:Convert Your Lab’s Data into High-ValueClinical IntelligenceMichael Glant, M.D.,Medical Director, Orchard Software Corporation,Carmel, IndianaCurt Johnson, Chief Operating Officer, OrchardSoftware Corporation, Carmel, Indiana

Proven Steps to Control Your Lab’s RisingReference Test Costs

Anne Daley, Senior Consultant, Chi Solutions,Ann Arbor, Michigan

How We Learned to Make Money From OurLab Outreach Client BillingDonna Beasley, Healthcare Executive,Independent, Gulf Breeze, FloridaCharlene Harris, System Director, LaboratoryServices, Sarasota Memorial Health Care System,Sarasota, Florida

Best Practices in Core Lab Design, UtilizingAutomation, Workflow, and InformaticsSteve Friedland, Director, ValuMetrix Services,Ortho-Clinical Diagnostics, Inc., Columbia, SouthCarolina9:00 AM–9:40 AMGENERAL SESSION

How LIS and AP Informatics Are ComingTogether to Support Integrated CareRichard Atkin, President, Sunquest InformationSystems, Tucson, Arizona

9:40 AM–10:20 AMGENERAL SESSION

med fusion Creates New Lab Testing Paradigmto Deliver Added Value to CliniciansKeith Laughman, President & CEO, med fusion,Lewisville, Texas10:20 AM-10:40 AMMorning Break

10:40 AM–11:20 AMGENERAL SESSION

How HEDIS and Related Data Sets Will AnchorIntegrated Care and Value-BasedReimbursementCynthia Ottone, MHA, Director, Policy -Measures, NCQA, Washington, D.C.

11:20 AM–12:00 PMGENERAL SESSION

Contracting with ACOs & HIEs: Early Lessons inEstablishing Lab Test Value and PriceDavid Dexter, President & CEO, Sonora QuestLaboratories, LLC, and Laboratory Sciences ofArizona, LLC, Tempe, Arizona

12:00 PM-1:00 PM

Networking Lunch 1:10 PM–3:00 PM

PECIAL SESSION

Lab Sales and Marketing VPs’ RoundtableFACILITATOR: Peter Francis, President, ClinicalLab Sales Training, LLC, Woodstock, MarylandMODERATOR: Kevin Jaglinski, Director of Salesand Outreach, Cleveland Clinic Laboratories,Cleveland, Ohio


Academic Pathology Chairs & PathologyAdministrators RoundtableModerator: Cynthia Bevis, Assistant VicePresident, Laboratories, North Shore-LIJ HealthSystem, Lake Success, New YorkChair: James Crawford, Senior Vice President,Laboratory Services, North Shore-LIJ HealthSystem, Lake Success, New York


Unleashing the Power of QMS and CAP 15189at ProMedica LaboratoriesF. Michael Walsh,Chairman Dept of Pathology and Medical DirectorPromedica Labs, Consultants in LaboratoryMedicine, Toledo, Ohio

Driving Clinical Excellence in Microbiologywith Consolidation, Real-Time Dashboards andConcierge Physician ServicesDavid Vinson, VP of Laboratory Operations, medfusion, Lewisville, Texas

Payer’s Goals for Pre-Authorization, MedicalNecessity, and Pricing for Molecular andGenetic Tests Trisha Brown, Founder, Shama Consulting,Clayton, California

Leveraging Informatics to Boost LocalPathology: How We Interface with Epic’s EMRand Psyche to Monitor Client Service in RealTime

Julie Williams, Director of IT, PathologistsDiagnostic Laboratory, PA, Winston-Salem, NorthCarolina


Moving Your Lab into a New Facility: Achievethe Flawless Relocation and Support OngoingProductivity GainsThomas Goob, Vice President, DiagnosticLaboratory Services, Inc., Aiea, Hawaii

Anticipating Medicare’s Alphabet Soup of AuditContractors, Ranging from ZPICs and RACs toCERTs and MACsChristopher Young, President, LMSS, Phoenix,Arizona

Blending Lab Automation, Lean, andInformatics to help the ED Meet Patient TATGoals Theresa Ohrmund, Director of LaboratoryServices, Lakeland Regional Medical Center,Lakeland, Florida

Payer Data Requirements and Payers’ Effortsto Narrow Lab Networks: What's New and HowIt’s DifferentMark Erwin, Senior Director, Reimbursement &Government Affairs, Prometheus Laboratories,San Diego, California3:10 PM–3:30 PMGENERAL SESSION

Extracting the Important Lessons from theExecutive War College 2013Robert L. Michel, Editor-in-Chief, The DarkReport, Spicewood, Texas

THURSDAY, MAY 2, 2013

7:30 AM-8:00 AM

Continental Breakfast and Registration

OPTION 18:00 AM-4:30 PM

Lean Bootcamp: Achieving Mastery withConcepts, Implementation, and OutcomesWorkshopMaureen Harte, President, HartePro Consulting,Midvale, Utah

12:00 PM-1:00 PM

Networking Lunch


Powerful Sales Closing Secrets of Top-Performing Lab Sales Reps

8:00 AM-8:15 AMWelcome and Opening Remarks R. Scott Liff, President, Business Development,Kellison, Cleveland, Ohio

8:15 AM-9:15 AMKey Benchmarks: Building Your Game Plan toMeet and Exceed Production TargetsPaul Knoll, President/Lead Guide, Ascent GuidedSales & Marketing Expeditions, Park City, Utah

9:15 AM-10:00 AMPreparing Your Sales Plan: What to Do BeforeMaking Your First Sales CallPaul Knoll, President/Lead Guide, Ascent GuidedSales & Marketing Expeditions, Park City, Utah

10:00 AM-10:20 AM

Break

10:20 AM-12:00 PM

Organization and the Right Productivity Toolsto Ensure Daily Sales EffectivenessPaul Knoll, President/Lead Guide, Ascent GuidedSales & Marketing Expeditions, Park City, Utah

12:00 PM-1:00 PM

Agenda

Networking Lunch

1:00 PM-2:00 PMEssential Skills to Win New Business:Presenting Benefits, Handling Objections, Howto Close Peter Francis, President, Clinical Lab SalesTraining, LLC, Woodstock, Maryland

2:00 PM-2:45 PMMust-do Steps to Protect Your Lab Clients andGrow Your BusinessPeter Francis, President, Clinical Lab SalesTraining, LLC, Woodstock, Maryland

2:45 PM-3:00 PM

Afternoon Break

3:00 PM-4:00 PMGood Shepherd Medical Center's Successesand Lessons Learned in Building its LabOutreach Sales Program Diane Honey, Laboratory Director, AcuityDiagnostics - Good Shepherd Medical Center,Longview, TexasRick Parks, Sales Executive, Acuity Diagnostics -Good Shepherd Medical Center, Longview, Texas

4:00 PM-4:30 PMPanel Discussion and Audience Q&A R. Scott Liff, President, Business Development,Kellison, Cleveland, OH Paul Knoll, President/Lead Guide, Ascent GuidedSales & Marketing Expeditions, Park City, UtahPeter Francis, President, Clinical Lab SalesTraining, LLC, Woodstock, Maryland

4:30 PM-4:40 PMClosing Remarks R. Scott Liff, President, Business Development,Kellison, Cleveland, Ohio


LDT Boot Camp: Achieving Success withMolecular and Genetic Tests

8:00 AM-8:15 AMOverview of LDT and IntroductionsBruce Quinn, Senior Health Policy Specialist,Foley Hoag LLP, Boston, Massachusetts

8:15 AM-9:05 AMMastering Legal, Regulatory, and ComplianceIssues Associated with LDTsBrian Carey, Partner, Foley Hoag LLP, Boston,Massachusetts

9:05 AM-9:55 AMBest Approaches to Validate LDTs and DevelopClinical EvidenceBruce Quinn, Senior Health Policy Specialist,Foley Hoag LLP, Boston, Massachusetts

9:55 AM-10:20 AM

Morning Break

10:20 AM-11:10 AMNegotiating the Payer’s Maze: Essential Stepsto Achieve Coverage and Reimbursement foryour LDTRobert McDonald, President, Aledo Consutling,Inc., Indianapolis, Indiana

11:10 AM-11:45 AMExpert Panel on Validation, Managed CareIssues, Legal/Compliance EssentialsBruce Quinn, Senior Health Policy Specialist,Foley Hoag LLP, Boston, Massachusetts Robert McDonald, President, Aledo Consutling,Inc., Indianapolis, Indiana Mark Boguski, Founder & Chief Medical Officer,Genome Health Solutions, Inc., Concord,Massachusetts

11:45 AM-1:00 PMNetworking Lunch

1:00 PM-1:50 PMHow to Recruit, Hire, and Retain Executive,Sales, and Scientific TalentCraig Scheiblauer, Principal, Executive SearchConsultant, Carpinteria, California

1:50 PM-2:40 PMGoing to Market: Profitable Ways to BuildSales, Educate Physicians, and RaiseAwarenessSusan Garfield, DrPH, Vice President, GfKBridgehead, Wayalnd, Massachusetts

2:40 PM-3:00 PMAfternoon Break

3:00 PM-3:45 PMEssential Ways to Leverage Lab Informatics toAdd Clinical Value to Your Lab-Developed TestsMark Boguski, Founder & Chief Medical Officer,Genome Health Solutions, Inc., Concord,Massachusetts

3:45 PM-4:00 PMDeveloping Your Lab’s Roadmap to LDTSuccessBruce Quinn, Senior Health Policy Specialist,Foley Hoag LLP, Boston, Massachusetts

Agenda

When is it? Where is it?Executive War College 2013 takes place on Tuesday and Wednesday, april 30 – May 1, 2013 at the Sheraton New orleans.

Where can I stay?The Sheraton New orleans, located at 500 Canal Street, in theheart of one of our favorite cities, New orleans. Close to theFrench Quarter, aquarium and riverfront, the Sheraton iswithin walking distance to fabulous restaurants and Neworleans Jazz clubs. as an Executive War College attendee, your special discounted room rate is $199 for single or doubleoccupancy. rooms are on space availability basis until april 9.please visit the conference’s group rate website at:www.starwoodmeeting.com/Book/ewc2013 or call the hoteldirectly at (504) 525-2500 and be sure to ask for the ExecutiveWar College rooms to get the best rate available. our roomblock typically sells out, so don’t delay in making yourreservations.

How much does it cost?Tuition is $1045 for Executive War College 2013. attendanceis optional at the one-day post-event seminar ($445 tuition) onThursday, May 2, 2013.

How can I save money on registration?You have TWo ways to save money on tuition fees. If you reg-ister by March 15, your tuition is reduced to $925. We’d alsolike to give your colleagues the opportunity to share the tech-niques and new information you’ll gain there, so we’re offeringa $50 discount per registration for 2 or more colleagues register-ing from your company or organization. ($50 discount appliesonly for april 30 – May 1 Executive War College tuition.)

What happens if I need to cancel?Substitutions may be made at any time at no charge.Cancellations through March 29 are subject to a $50processing fee. Cancellations after 5:00 p.M. on March 29are subject to a $275 cancellation fee. Cancellations afterapril 26 are non-refundable.

Can I guarantee my investment?If you aren’t completely satisfied with the scope and contentof Executive War College 2013—if you don’t leave withdozens of new techniques to improve the way you dobusiness—we’ll refund your tuition in full, promptly andcourteously. We’re confident you’ll find Executive War

College 2013 to be time and money very well spent.

Can I earn continuing education credits?application has been made to make continuing educationunits (CeUs) available through the american association ofClinical Chemistry.

How do I register?1. Register online at: www.executivewarcollege.com2. Call 707-829-9484. Our friendly staff can register you

as well as answer any questions you may have.3. Fax this completed form to 707-829-9483.4. Mail the form with payment to: THE DARK REPORT,

21806 Briarcliff Dr., Spicewood, TX 78669.

Can I sponsor at this event?A limited number of sponsorship and advertisingopportunities remain for this event. Please contactJill Pierce at 415-454-7262.

Frequently Asked Questions 2013 Registration FormPlease provide information as you would like it to appear on your badge.

Name 1 (First, Last, Suffix)

Title Email


Title Email


Title Email

Organization

Phone Fax

Address

City State Zip+4

Emergency Contact Phone:

Groups of 2 or more save $50 per registration.

TUITION DETAILS: Seminar tuition is payable to The Dark reporT. Tuition includes all meeting

materials, lunches and refreshments, as well as the evening receptions on Monday and Tuesday.

TUITION CALCULATORExecutive War College (April 30 – May 1) # people x

Register on or before March 15 ____x $925 = $___________Register after March 15 ____x $1045 = $___________Less discounts (if applicable, 2 or more) ____x $50 = $___________

Post-Conference Workshops (May 2) choose one topic

Topic 1: LDT Boot Camp: Achieving Success with Molecular and Genetic Tests # people x

Register on or before March 15 ____x $395 = $___________Register after March 15 ____x $445 = $___________

Topic 2: Powerful Sales Closing Secrets of Top-Performing Lab Sales Reps # people x


Topic 3: Lean for Lab Leaders: Mastering Concepts in Implementation to Achieve Significant Outcomes # people x


TOTAL TUITION: $___________Method of Payment:___ Check made payable to: THE DARK REPORT

Mail to: THE DARK REPORT, 218 06 Briarcliff Dr, Spicewood, TX 78669___ Please Charge My:

Address above is billing address. Billing address is different than above

______________________________________________________________Address City State Zip

Purchase order #_____________________________

Please bill me and guarantee my registration upon receipt of payment.

Space is limited. It is essential to register early!

Signature

Number Expiration date Security code

Visa Mastercard American Express

PHONE: 707-829-9484 • FAX: 707-829-9483 • or go to: www.executivewarcollege.com01-10-13

Note: THE DARK REPORTFed.Tax ID No:93-1187430

Executive War College 2013 is produced by THE DARK REPORT

21806 Briarcliff Dr., Spicewood, TX 78669 • 512-264-7103

21806 Briarcliff DriveSpicewood, TX 78669

Please Route To:□ Administrative Director, Laboratory Services□ Medical Director, Department of Pathology□ Project Leader, Laboratory Operations□ Laboratory Manager□ Pathologist□ General Manager□ Vice President, Operations□ Director, Molecular Testing

Register today...and put yourself in this picture!

18TH ANNUAL

On Lab and Pathology ManagementExecutive War College

Our opening general session at Executive War CollegeTuesday, April 30, 2013 will feature an unprecedentedanalysis of the existing business model that has sustained independent clinical laboratories over the past three decades.

Prepare for a shock… because BIG changes are ahead.

e next day, Wednesday, May 1, our attention will shi to how genetic testing and molecular diagnosticsare poised to transform clinical practice—and create new opportunities for clinical labs and pathology groupsto add value. Yes! Even as the financial foundations of the traditional lab business model erode, nimble labs will transition into value-added providers ofinformation-rich diagnostic tests.

Your Attendance at Executive War College is YearWill Arm You with Powerful Knowledge, and is theVital Investment that Prepares You to Succeed in theMost Challenging Healthcare Environment in History!

Executive War College 18TH ANNUAL · 2017. 4. 2. · Powerful Sales Closing Secrets of Top-Performing Lab Sales Reps Option 3 Lean Bootcamp: Achieving Mastery with Concepts, Implementation,

Documents