Photo courtesy of Home Care 100 Executive Management Conference
Below are brief abstracts of our current seminar offerings. Note that we would be happy to develop customized programs based on an organization's specific needs. Slides and handouts for each program are available upon request.
Valuation Presentations
Management & Strategic Planning Presentations
Finance Presentations
Negotiation Presentations
 The Current State of Home Care Mergers and Acquisitions (this can be customized by industry)
Acquisition interest in the home care sector has increased substantially in the recent past. There are many reasons why, one of the biggest being the phenomenal growth in this market, and potential future growth with the aging of America. It is incumbent upon buyers and sellers in this market to understand the intricacies of home care, and what sets them apart in terms of size, service and customer relationships. This workshop will explain how these factors impact acquisition and divestiture strategies. If you are looking to sell your agency, or expand by buying/merging other agencies, you will learn the fundamentals of valuation, and strategies for buying or selling. We will discuss our expectations of what the future holds for home care mergers and acquisitions.
PPS Reform – Impact on the Home Health Marketplace
The introduction of PPS reform will have substantial implications for agencies financial performance, market valuations, and overall home health merger and acquisition activity. This presentation focuses on anticipated changes in the supply and demand for home health agencies, how uncertainly regarding both the industry wide market basket increase as well as the agency specific impact of PPS changes may impact buyer and seller behaviors and the resulting anticipated shifts in valuation metrics and transaction volumes in 2008. We will close with a review and discussion of strategic options for agencies to secure and build value through these upcoming changes and challenges.
Startup, Acquisition, or New Programs and Services: A Framework for Choosing the Best Business Expansion Strategies
In crafting an aggressive expansion strategy, a home care business will typically consider three basic development strategies; (1) startup, (2) acquisition, or (3) new programs and services. While the options are relatively simple, choosing among them can be extremely difficult. In this program, we will discuss a decision framework for choosing the most appropriate development strategies.
Unique Aspects of Private Duty and Implications for Development Strategies
While private duty may be all the rage these days, before embarking on an expansion strategy into this sector, owners and managers must understand that it is an entirely different animal than Medicare Certified services. In this session, among other topics, we will discuss the unique attributes of private pay and its implications on operating and ownership models, size, reimbursement, marketing and development, and mergers and acquisitions. Additionally, we will discuss where the market is today, how it is evolving and where we expect it to be in the future.
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.
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.
Diversification and Growth Strategies: Private Duty Services and More
With both Medicare Home Health and Hospice under increased MedPAC and budge scrutiny, providers are increasingly considering private duty services as a means to spur growth and diversify risk. In this session, we will discuss the unique characteristics of private duty services from a financial, operational, managerial and clinical perspective, and how these differences must be considered in developing a profitable private duty presence. Moreover, we will discuss the financial implications of diversification strategies in general, from revenue stimulation, to synergies, to leveraging infrastructure, to profit generation, and ultimately, value creation.
When is the Right Time to Sell?
One of the most difficult questions owners must face is when is the right time to sell (if at all)? This presentation provides a framework for discussion that can balance the emotions of such an important decision. When you think about it, the decision to sell or not sell can be restated in a simple, yet elusive question. Does the future provide me with enough upside opportunity to compensate me for the risk of not selling today? In other words, would I be better off holding on to the business with the expectation that future growth in revenues and profits are so substantial, that they are worth the risk? Or would I be better off selling today and avoid the downside risks of changes in reimbursement, competition, and managed care? Essentially, this program quantifies the risk vs. the reward.
The Art of Negotiation
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.
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.
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.
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.
M&A for Non-Profits: Rational and Strategies for Acquiring and Divesting of Home Health Goods & Services
This seminar explores the unique dynamics of mergers and acquisitions for non-profits. Presentation includes what motivates non-profits to consider a merger or acquisition, targets and approaches unique to this sector, plus the special challenges non-profit providers face in raising investment capital.
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
“Dexter is very skilled at managing the room”
--HME Business Summit
“Great leader of a discussion that could have easily gotten out of control”
--HME Business Summit
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