Concurrent sessions: an educational banquet! - HFMA ANI 2003 Baltimore - a discussion of the educational sessions to be held by the HFMA's Annual National Institute

Healthcare Financial Management, April, 2003

The goal of HFMA's Annual National Institute is to offer HFMA members and other healthcare professionals a highly focused opportunity to improve their professional skills and knowledge.

And to this end, this year's ANI offers more than 65 concurrent educational sessions covering a broad range of topics, from in-depth analysis of the regulatory environment, encompassing payment and compliance issues, to guidance into effective revenue-cycle management and PFS process design. The following profiles of some of the ANT seminars, including presenters insights on the topics to be discussed, provide a glimpse of the rich educational opportunities that will accompany ANI 2003.

Entrepreneurial Opportunities in Serving the Senior Market

Monday, June 23,10:30 a.m. to 12:30 p.m

John Whitman, senior director, ZA Consulting, Jenkintown, Penn.

Growing Senior Population Creates Opportunities for Providers

The rapidly growing senior market comprises the largest, wealthiest, and most educated cohort of senior citizens our nation has ever seen. The collective needs of this population for both heailthcare - and nonhealthcare-focused products and services create tremendous business opportunities for both organizations and individual entrepreneurs.

ANI 2003 attendees can explore some of these opportunities for healthcare organizations by participating in "Entrepreneurial Opportunities in Serving the Senior Market." John Whitman will present the session on Monday, June 23.

Says Whitman, "This program is designed for anyone interested in the senior market from a business perspective, regardless of that individual's title, organization, or current business position, because the real focus of my seminar is the 'entrepreneurial spirit."'

Whitman explains, "I will start with a brief overview of the senior market, including their numbers and economic base, to show the extent of the opportunity before us. Then, I will discuss separately several major healthcare and nonhealthcare market segments and address, through group participation, some specific opportunities currently available within those market segments. Examples of successful business efforts will be highiighted to demonstrate the ways in which the opportunities before us can be realized."

He adds, "One of the beauties of approaching the senior market from an entrepreneurial perspective is the ability to reach into that portion of the market that most interests you. It could be healthcare-related or it could be related to recreation, entertainment, travel, or whatever. Of course, market issues always exist with any healthcare product that looks to Medicare and Medicaid (or other third-party payers) for funding. These uncertain payment factors are just the reality of the healthcare industry. Within the senior market, however, there are countless opportunities to develop products and services that are private pay and that therefore are not affected by changes in payment regulations."

Protocols of A/R Management

Wednesday, June 25, 10:30 a.m. to 12:30 p.m.

Michael D. Brown, president,

Health Care Economics, Indianapolis

A Protocol Approach to AIR Promotes Cash Flow

The lifeblood of any business enterprise is its cash flow, and cash flow is a product of the organization's ability to correct its accounts receivable. This point is especially important for healthcare providers to consider as they focus on fulfilling their essential mission to deliver the highest-quality health care. Ensuring that adequate attention is given to this critical issue is a primary responsibility of healthcare financial managers. If accounts receivable are not worked properly and inadequate cash flow is brought into the enterprise, the enterprise eventually will have to close.

On Wednesday, June 25, Michael D. Brown will present "Protocols of AIR Management." Brown will guide participants through applicable policies of accounts receivable, protocols of accounts receivable management, and applicable law concerning collections. The seminar will address the concerns of healthcare OFOs, controllers, directors and managers of reimbursement, patient financial services managers, business office managers, admitting/registration managers, collection staff, billing staff, and other fiscal executives for hospitals and physician groups. Key areas that Brown will discuss include business plan application for accounts receivable management, accounts receivable timetable, philosophy of the collection process, and how collection law applies specifically to providers, including both hospitals and physician groups.

Brown explains, "Collection of money should be a key priority in your organization, and this concern should be dealt with by means of proper policies, protocols, and timetables. Unfortunately providers have seen a tremendous decline in revenues over the past year and a half, which has resulted in diminished cash flow and accounts receivable. Some people believe this trend is part of the reverberations of the 9/11 terrorist attacks. I feel it is more a result of poor collection policies, lack of accounts receivable knowledge, and a lack of follow-through and effective organization. The intent of my seminar is to energize and motivate financial managers and other participants to take the necessary steps to fortify the financial strength of their organizations."