Supplier Strategies Track
 
As providers face new demands and assume more risk for the health of a population, they will require the supplier community to more effectively demonstrate their value, including clinical, financial, operational efficiency and patient experience components. In this track, learn best practices in dealing with new alliances, discover strategies for successfully engaging providers, understand how to best position your products and services, and gain insights into the forces that are reshaping the industry from supply chain leaders, GPO executives, and industry analysts.
 
10:00 am – 11:15 am     Intalere, Inc. – Healthcare Trends:  Driven by Supply Chain 2.0 
                                               Frank Lloyd Wright E
 
                                              Moderator:  Josh Morita, Senior Director, Business Development, Healthcare Business Media
 
                                              Presenter:  Richard Bagley, Director SCO Business Development, Intermountain Healthcare
 
View the slide presentation here.
 
Listen to an audio recording of this session here.
 
According to a recent USA Today article, “Each of the nation’s 5,700 hospitals must cut $2.6 million a year on average in costs in the next 10 years to meet the demands of healthcare reform”. These cost pressures on healthcare create a “burning platform” or big need for the supply chain to demonstrate its value. Transforming the supply chain offers a great opportunity to help the industry navigate the future with success.
 
How? In this session, we’ll review these indispensable strategies to ensure sustainability:
  • Value-Oriented Culture & Processes – Understanding cost implications of clinical decisions across the care continuum.
  • Technology-enabled healthcare – Tele-visit and monitoring capabilities utilizing and enabling advanced data, analytical and reporting capabilities.
  • Infrastructure for Physician Collaboration – Effective physician collaboration built on specialized technological, political and administrative capabilities.
  • Collaboration across the entire continuum – Best practice sharing with like-minded organizations including suppliers to drive innovation and future success.
Learning Objectives:
  1. Identify strategies to ensure sustainability and demonstrate value.
  2. Analyze approaches of providing innovative technologies, products and services.
  3. Customize solutions and foster collaboration to meet providers’ individual needs.
 
11:30 am – 12:45 pm    Premier, Inc. – Driving Commitment on Contract
                                             Frank Lloyd Wright E
 
                                              Moderator:  Josh Morita, Senior Director, Business Development, Healthcare Business Media
 
                                              Presenters:  Dave Edwards, VP, Supplier Relations and Business Development and Jim Weiland, GVP, Enterprise Sales
 
View the slide presentation here.
 
Listen to an audio recording of this session here.
 
Join Premier Sales and Supplier Relations executives as they offer insight into why Premier continues to win new members and expand its relationship with long-standing healthcare partners. This opening discussion will be followed by breakout sessions led by field and sourcing leaders. These breakout sessions will  delve deeper into the way our field drives contract commitment and the dynamics of our highly collaborative cohorts referred to as “ Performance Groups.”
 
While our Performance Groups won’t dazzle you with any amazing acrobatics feats, they are certainly gaining attention for how they drive commitment to contracts as they focus on scalability, total cost and compliance.  Moreover, as they grow in size, importance and maturity, they are demonstrating a willingness to venture down unchartered pathways, which may present even greater opportunities for you.
 
Learning Objectives:      
  1. Discover how Premier goes to market with prospective members and what is resonating.
  2. Explore the market dynamics driving providers to a Performance Group strategy.
  3. Gain a better understanding of how contracting decisions are made and implemented and the role Premier staff plays. 
  4. Learn how Performance Groups engage members to gain support and drive compliance.
 
1:00 pm – 2:15 pm          Vizient:  Healthcare Trends:  Aligning With Provider Priorities
                                               Frank Lloyd Wright E
 
                                               Moderator:  Josh Morita, Senior Director, Business Development, Healthcare Business Media
 
                                               Presenter:   Chris McDown, Senior Vice President, Sourcing Operations, Vizient
 
Listen to an audio recording of this session here.
 
Vizient has consistently centered its strategic direction around the priorities of the health care providers we serve.  Because tomorrow’s health care performance demands advanced thinking, smarter analytics powerful tools and shared thought leadership, Vizient has assembled unmatched solutions from four industry leaders – VHA, University HealthSystem Consortium, Novation and MedAssets SCM/Sg2 – to form the nation’s largest member-driven health care performance improvement company.
 
By linking proven strengths in sourcing, analytic, advisory and collaboration services, Vizient is able to provide unmatched tailored solutions to the member organizations we serve. 
 
Please join Vizient to learn how we’re using data, analytics, expertise and relationships to:
  • Connect members with opportunities to help them address their most pressing challenges across the care continuum
  • Connect supplier partners with opportunities to better serve provider organizations
 
Learning objectives:
  1. Analyze the diverse competencies needed to adapt to today’s changing healthcare market.
  2. Demonstrate the importance of aligning with provider strategies.
  3. Describe how Vizient’s market-driven insights and expertise will help us partner to bring new opportunities to our members.
 
 
2:30 pm – 3:45 pm         Panel:  Market Access: Strategically Managing ACO and IDN Customers to Increase Revenue and Market Share
                                              Frank Lloyd Wright E
                            
                                             Moderator:  Michelle O'Connor, President and CEO, CMR Institute
 
                                             Panelists:  LeAnn Born, VP, Supply Chain, Fairview Health Services; David McCombs, Vice President, Enterprise Resource Planning Supply                                                    Chain Operations, Bon Secours Health System, Inc.; and Anthony Slonim, M.D., President and CEO, Renown Health
 
View the slide presentation here.
 
Listen to an audio recording of this session here.
 
Download two educational takeaways here and here.
 
The focus on accountable care, value-based payment models, and risk sharing continues to transform the healthcare landscape. Driving increases in revenue and market share with integrated customers including ACOs and IDNs is dependent upon having the right strategy and the right training for your commercial sales teams. In this interactive session, health system and industry executives will offer insights on effective partnering strategies, and discuss how leading companies are adapting their corporate training strategies to meet the needs of ACOs and IDNs.
 
This panel of experts will also offer tactics to help sales and marketing, managed market leaders, HEOR teams, and sales trainers refine their strategies for market access, utilize competency-based training tools, and collaborate with integrated customers.
 
Learning Objectives:
      1. Review how the evolving healthcare landscape is changing market access strategies and commercial models.
      2. Outline how an integrated, role-based training strategy can lead to high-performing commercial teams that drive increased revenue.
      3. Discover tactics you can implement immediately to reorganize your team’s priorities and account plans.
      4. Determine the assets and tools you need to bring to the table to collaborate with ACOs and IDNs.
 
 
 
4:00 pm – 5:15 pm           Panel:  Provider Experts Share Insights
                                               Frank Lloyd Wright E
 
                                               Moderator:  Ed Kuklenski, Co-Founder, Insurance Point
 
                                               Panelists:  James Connor, MBA, CPHM, Vice President, Supply Chain Operations, Westchester Medical Center; Kreg Koford, Director, Supply                                                Chain Solutions, Intermountain Healthcare; and William Mosser, Vice President, Materials Management, FMOL Health System
 
Listen to an audio recording of this session here.
 
The climate of change is evident throughout the healthcare field, and has shifted how providers define value when choosing suppliers.  Hear from a panel of providers who will detail the key issues to keep in mind in order to successfully navigate the changes in the way hospitals and health systems are doing business.  Learn what providers are looking for from the supplier community and how suppliers can better prepare for the challenges that lie ahead.  Panelists will outline expectations and share best practices from strong partnerships in order to help manage expectations and save resources.
 
Learning Objectives:
  1.  Define the supply chain challenges facing hospitals and health systems.
  2.  Identify ways providers and suppliers can forge stronger partnerships.
  3.  Describe the key drivers influencing healthcare decision makers.