September 13, 1999
Chicago, IL

October 7, 1999
Hartford, CT

November 1, 1999
Nashville, TN

November 15, 1999
Phoenix, AZ

General Morning Session: 9:00 am - 11:45 am
Strategies for Managing Payer Relationships
Occupational Health Providers are continually bombarded with service agreements that include discounts or special service conditions. Providers are often faced with decisions that may include the potential loss of business. On the other hand, occupational health providers often do not leverage their strengths to their advantage when entering into service agreements. Learn how to evaluate the value of a service agreement including the real operational cost of discounts and the steps that can be taken in program development that will better position the occupational health program in service agreement negotiations.

Afternoon Workshop - Track I: 1:15 pm - 2:45 pm
Developing the Functional Management Team
Success in occupational health typically depends upon the leadership of multiple individuals with different sets of knowledge and skills. The Administrative Director, Medical Director, Sales Director, and in many cases, Senior Administration must all function as a unit in order to avoid stagnation in growth. The dynamics of this core team is determined by organizational structure, job descriptions, compensation, and mutual objectives. This workshop will focus on the elements of a successful team and evaluate different team dynamics that lead to both success and disaster.

Afternoon Workshop - Track I: 3:00 pm - 4:30 pm
Staff Training & Orientation Programs
In the face paced world of clinical occupational health little time is taken to insure that new employees are properly oriented to occupational health or all of the unique issues facing them in their jobs. Yet, good customer service and client retention depends upon the ability of all employees to fulfill their roles in the eyes of the customer. Participants in this workshop will develop an orientation and education program for all new staff from the receptionist to the physician.

Afternoon Workshop - Track II: 1:15 pm - 4:30 pm
Mastering the Sales Cycle: From Prospecting to Closing
Competition continues in healthcare and the tightening of resources hasn't diminished. The result is that hospitals, clinics, physicians, employers and managed care plans are all looking for the most cost effective and efficient ways to gain or maintain market share. Many organizations have discovered the value of sales. For healthcare, sales is defined as the process of proactively identifying and matching the needs of the customer with organizational solutions presented as benefits to the customer. This course provides instruction in the process of selling in the healthcare environment and presents sales approaches for target markets - physicians, payers, employers and their employees.

October 8, 1999
Hartford, CT

November 2, 1999
Nashville, TN

April 7, 2000
Chicago, IL

May 19, 2000
Seattle, WA

A full day conference will provide basic training in the management skills that are necessary for successful daily management of an occupational health product line. The day will be a mix of lectures and workshops beginning with a general overview and history of occupational health as a business. This will be followed by specific areas of focus including staffing patterns, financial management and budgeting, pricing, policies and procedures, information management, outcomes management, client management, and clinical process/flow, and product line management. This program is designed to provide new managers with the key information necessary to succeed in occupational health or for seasoned managers to learn new approaches to common issues. The workshop format will provide opportunity for the exchange of ideas between participants.

September 14, 1999
Chicago, IL

November 16, 1999
Phoenix, AZ

March 7, 2000
Savannah, GA

March 14, 2000
Boston, MA

March 21, 2000
Columbus, OH

A strong information system has been cited as a key factor to success in occupational health. But once the software system as been implemented there is often little noticeable operational enhancement. The most common reason for this is that program management is often unaware of the capabilities of the software systems they have selected and, therefore, cannot make the operational changes appropriate for the features of the software. This one day conference will provide program managers and system administrators with insight into the tools that are available using the SYSTOC system. Tips for maximizing the capabilities of the software as well as an overview of new system features will be included in a workshop format. Participants will have opportunities to interact with one another and learn from the information management strategies of their peers. The day will end with a User’s Group session and an opportunity for clients to provide feedback on current features and future needs.

CHICAGO, IL (September 13-14, 1999 & April 6-7, 2000)
Four Points Hotel by Sheraton Chicago O'Hare Airport

847-671-6000