Photo courtesy of DecisionHealth
Listed below are brief abstracts of our current seminar offerings. We would be happy to develop customized presentations based upon your organization's specific needs. If you are interested in having Dexter Braff speak, please contact Karen Vechter at The Braff Group at
888 922-5169
or kvechter@thebraffgroup.com
Valuation Presentations Management & Strategic Planning Presentations
Finance Presentations
Negotiation Presentations
 When Good Valuations Go Bad:
Common Errors and Misconceptions in Business Valuation
It's a long way from valuation theory to the real world of health care mergers and acquisitions. In this session we will discuss the most common errors and misconceptions we see in home care business valuations today - issues that are critical to the success (or failure) of an M&A strategy. Among other topics, we will discuss how even the most basic elements of valuation such as multiples, earnings, and assets and liabilities, are frequently misunderstood, and the impact these misconceptions can have on valuation and pricing conclusions.
Seven Habits of Highly Effective Home Health Managers In the course of working with hundreds of the most innovative executives and having lead "Best Practices" panel discussions across the country, we have had the unique opportunity to learn what distinguishes the best Home Health companies from their competitors. In this session, we will discuss the seven basic areas in which the most successful Home Health executives excel, and many of the specific programs, concepts and strategies they employ to improve performance - a program that promises to deliver 'real life' practical ideas and suggestions that attendees can implement in their own firms.
New Business Opportunities: Knowing the Good, the Bad, and the Ugly
One of the primary roles of management is to identify, evaluate, and execute new business opportunities. In this program, will discuss specific strategies management can employ to accomplish these objectives. Among other topics, we will discuss creating a culture of innovation, strategies to uncover opportunities, financial and managerial approaches to evaluate business ventures, and fundamentals of execution. In doing so, we will examine various business options frequently contemplated in home health care including an in depth look at the pros and cons of diversification and Telemedicine initiatives.
The Issues Today that Create Strategies for Tomorrow
In this session, we will examine the changing landscape of the home health care industry, and the implications these changes will have on the business strategies of tomorrow. Among other areas, we will discuss the ramifications of the post- BBA business model, soaring budget deficits, consumer driven behavior, provider report cards, the nursing shortage, HIPPA, and how the investment community views the sector.
Lies, Damn Lies, and Financial Statements
Financial statements look great. The bottom line is solid. So why do so many owners have to continually tap lines of credit to finance day-to-day operations? Numbers don't lie, do they? Well, actually, they can. Rather than being black and white, Financial Statements actually exist in a "gray" world, where accounting decisions, opinions, and policies can significantly impact, and frequently distort, "true" performance. This can lead to inappropriate management decisions regarding investment, resource allocation, and operations. In this seminar, we examine where financials often go awry.
Keeping Your Head Above the Flood of Data: Management Reporting
With most companies utilizing computer software to manage their billing and collection activities as well as financial reporting, in gauging how a company is doing, the problem is not a lack of information, but rather the glut of it. Managers are overwhelmed by reams of data, unable to find the nuggets of information that can really make a difference. In this seminar, we will discuss how to prepare a monthly, one-page performance measure report that will focus management on the operating areas that need the most attention. Attendees will receive a computer disk to develop a meaningful performance report.
Bad Debt: It isn't all Bad, But it's Never Good
Billing and Collections. Just mention this part of the business to owners and accounts receivable staff and you're sure to elicit sighs of frustration, aggravation, and perhaps a fair number of expletives. During this seminar, we will not teach how to bill and collect - companies have probably heard this ad nauseum. Instead, we will focus on how to better understand bad debt - for example, most bad debt is not really bad debt at all -- so that companies can develop more specific and timely strategies to combat this age old nemesis.
Corporations Don't Buy Companies. People Do. A Glimpse Inside the Brain of a Buyer
In mergers and acquisitions activity, sellers instinctively focus on hard numbers -- the tangible, unemotional yardsticks of their performance and hence value. In doing so, they miss identifying and capitalizing on the extraordinary intangible, emotional factors that motivate buyers. In this seminar, we will discuss the human side of mergers and acquisitions. The side that, in addition to a calculator, brings personality, competitive instincts, past experiences, and yes - even feelings, to the bargaining table.
How to Negotiate Like a Teamster and Leave 'em with a Smile
Companies are being bought and sold. Managed care organizations are demanding preferred pricing. Companies are aggressively seeking better prices and terms from suppliers to protect margins that are under siege. As success in health care becomes more a function of business rather than clinical expertise, business owners cannot afford to view negotiation as simply splitting the difference between opposing views. The margin for error is narrowing, and the consequences of
poorly negotiated agreements can mean the difference between success and a slow, painful decline. In this seminar we discuss negotiating tactics and responses in an interactive, case-study format.
[Note: Slides and handouts for each program
are available upon request ]
Comments from Previous Presentations
Good information - very relative to my job and life. Best in Show
--Northern New England Home Care Conference
Thank you again for your incredible hard work in helping Day One of the Conference to be such a great success
--Home Health line's Art of the Deal Conference
Great session - very knowledgeable. Excellent speaker.kept everyone's attention
--Pennsylvania Association of Medical Suppliers
Very cool! Great speaker
--New York Medical Equipment Providers Association
Great fun! Very entertaining and informative
--Pacific Association for Medical Equipment Services
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