Curriculum Growing a Thriving Private Practice

2017 Private Practice - Registration - September 6-18

Keynote: The One Philosophy You Must Adopt for Success in Your Career and Your Life
Kevin D. St. Clergy, MS

What's the #1 philosophy that all practitioners need to be successful in their career, regardless of setting? This session will show you! This philosophy has been adopted by some of the most successful people in medicine and business for centuries. Find out how it can help you as a professional in the communication disorder field. Participants will learn how to address key challenges that can hinder success as well as discover a two-step strategy to ensure success in life and career. They will also recognize how the role of responsibility plays into this life-changing topic.

After completing this session, you will be able to:

  • recognize the importance of taking self-responsibility
  • review key challenges that are keeping you from being as successful as you want to be
  • identify two key strategies for making sure you truly are adopting the philosophy of success

Ethics in Practice: An Update on the Clinician's Ethical Responsibilities
Heather Bupp, Esq.

Clinicians have ethical obligations that can be overlooked without up-to-date guidance about changing obligations related to ethical practice. This session will discuss and review scenarios related to sources of patients' legal rights, ethical reimbursement, fraud reporting, transparency, prescription, informed consent, and diminished decision-making capacity of a patient. Participants will learn why ethical issues are the same regardless of payee. The session also will introduce recent revisions to the ASHA Code of Ethics and explain how these changes apply to practitioners' day-to-day activities.

After completing this session, you will be able to:

  • implement the recent revisions to the ASHA Code of Ethics as part of the daily practice of speech-language pathology and audiology
  • explain why ethical issues are the same regardless of payee, whether Medicare, Medicaid, managed care, fee-for-service, or self-pay
  • explain when and how to self-report as well as appropriately report ethical violations by colleagues

FUNctional Finance
Charles R. Felder, PT, DPT, MBA

In order to properly manage your practice, you'll need a firm grasp of finances. This session will help participants develop a framework for understanding financial issues, interpret profit and loss (P&L), and make appropriate business decisions.

After completing this session, you will be able to:

  • analyze a P&L and balance sheet in order to make appropriate business decisions
  • describe the interactions between the P&L, balance sheet, and statement of cash flows
  • implement basic financial management controls
  • use three to four key financial metrics to assist in practice management

Understanding Health Care Payment and Delivery Reform: The Alphabet Soup of APMs
Daneen Grooms, MHSA

Private and public payers are moving toward alternative payment models (APMs) in an effort to reduce costs while improving the quality of patient care. The volume-based, fee-for-service system will become less common as third-party payers place more emphasis on the quality and/or efficiency of the services rendered to patients instead of solely reimbursing providers for the volume of services. The move to APMs underscores the need to promote and prove the value of speech, language, hearing, swallowing, and balance services. This session explains what audiologists and SLPs need to know in order to better position themselves in the changing health care landscape and to understand what these changes mean to their practice. Participants will learn about current alternative payment models and receive tips to get into the "value mindset."

After completing this session, you will be able to:

  • define at least three alternative payment models
  • provide examples of current alternative payment models that include audiology and speech-language pathology services
  • explain how audiologists and speech-language pathologists can get into the value mindset

How to Limit Liability When Hiring, Disciplining, and Discharging Employees
Kari Ann Legg, Esq.

Hiring, disciplining, and terminating employees can be a complex field to navigate, even for human resources professionals. This session will arm SLPs and audiologists with knowledge about the best practices in hiring, disciplining, and discharging employees to limit any legal or financial liability. 

After completing this session, you will be able to:

  • use best practices when hiring employees, including what application and interview questions to ask and what questions to avoid
  • plan strategies to properly discipline employees to better defend against any unemployment compensation, wrongful termination, or discrimination claim
  • identify ways to properly terminate employees to better defend against any unemployment compensation, wrongful termination, or discrimination claim

The Power of Contracts: Protecting Yourself and Your Business
Kari Ann Legg, Esq.

Do you know how to protect yourself and your practice using foundational documents? This session will arm participants with information so they can better legally protect themselves and their practices through the proper use of contracts and agreements. The session will present the many documents used to protect people and practices from liability, methods to properly identify an independent contractor, and ways to sign contracts to avoid personal liability issues.

After completing this session, you will be able to:

  • identify various documents that are available to protect yourself and your practice from liability
  • differentiate an independent contractor from someone who is not
  • explain how to properly sign contracts so as not to incur personal liability

Branding Yourself as the Expert
Renee H. Matlock, MA, CCC-SLP

In order to succeed in today's business climate, you need to differentiate your practice from other practices. This session will show you how to become known as the expert in a particular clinical area. The presenter will explain why being known as the expert in a specialty area lends credibility to your personal brand and how that identifier will lead to the development of trust. The session also will introduce strategies for how to market and establish yourself as an expert in your field so when you combine your expert status with delivering on your promise, and producing measurable results, referrals will follow.

After completing this session, you will be able to:

  • list three reasons why it is important to establish yourself as an expert
  • define your personal brand as an expert
  • list five strategies for marketing yourself as an expert

How to Negotiate Like a Pro With Health Plans and Agencies
Renee Matlock, MA, CCC-SLP, and Janet McCarty, MEd, CCC-SLP

Clinicians need to sign contracts with health plans and agencies that are good for their business. Understanding your practice's operations and what payers and agencies need from you will lead to a successful practice. This session helps you determine your practice costs, track reimbursement patterns, understand billing codes, apply techniques to target agencies, and learn negotiating strategies to obtain optimal contracts. Participants also will learn what ASHA resources are available to help analyze and negotiate an equitable fee schedule. After this session, you'll have the confidence and know-how to negotiate like a pro.

After completing this session, you will be able to:

  • use ASHA resources to analyze and negotiate an equitable fee schedule
  • leverage and employ newly learned negotiating strategies
  • use and incorporate contract terms

Using Internet Marketing to Grow and Promote Your Practice
Kevin D. St. Clergy, MS

The Internet is changing at an alarming pace. If you plan to be successful, you'll need to have a solid online marketing plan in place to make sure your competition isn't stealing your patients. This session discusses how to develop a successful marketing strategy online with a high-quality website as well as strategies to increase search engine optimization and social media exposure. Participants will learn why the Internet is the perfect tool to educate and reach new patients as well as discover how Web 3.0 is impacting our industry. The session will introduce an action plan for success, incorporating strategies on search engine optimization, advertising, techniques to drive traffic, conversion tools, and examples of websites that drive the results you're looking for.

After completing this session, you will be able to:

  • state why the Internet is a legitimate place to educate and reach new patients
  • review statistics of why we need to focus more resources on online advertising and education
  • identify five key strategies to maximize results in online advertising and use the Internet as a counseling tool

Take Control of Your Online Reputation and Watch the Glowing Patient Reviews Stream In
Kevin D. St. Clergy, MS

Most practices lose potential patients because of the gap between their actual glowing reputation in the community and their online reputation. Without the trust that a positive online reputation provides, potential patients never call. This session will provide audiologists and SLPs with methods to take control of your online reputation and make collecting reviews easy. The session will explain how to protect your practice from the occasional negative review. Other topics will include how and when to ask for a review from clients, types of review management software available, and the increased earning potential that comes with a steady stream of positive reviews.

After completing this session, you will be able to:

  • state the importance of receiving positive online reviews for success in any practice
  • apply a five-step process for increasing positive reviews and limiting negative reviews
  • plan for long-term success through online reviews

The Top 10 Mistakes Front Desk Managers Make...and How to Overcome Them
Kevin D. St. Clergy, MS

The front desk can make or break a practice. In busy practices, small matters can easily slip through the cracks. The trouble is, those seemingly small issues can destroy a practice slowly but surely. This session will reveal the biggest operational blunders that can cost audiology and speech-language pathology practices up to $25,000 a month. Participants will learn the top 10 mistakes made by front desk managers and strategies to mitigate and remediate them. 

After completing this session, you will be able to:

  • state the importance of systems and process at the front desk, as well as the potential cost impact
  • review the top 10 mistakes made by front desk managers
  • identify strategies to overcome the top 10 mistakes made by front desk managers

Private Practice Pitfalls
Stuart Trembath, MA, CCC-A

What are your goals and aspirations for your practice? How do you get there? How do you know when or if you should expand? What are some of the mistakes that keep you from being successful? This session will address how a business transitions from a startup to an established practice. It also will examine some of the growing pains that accompany growth.

After completing this session, you will be able to:

  • identify the most common mistakes private practitioners make and how to avoid them
  • analyze a business plan and make appropriate adjustments

Private Practice Reimbursement for Medicare Beneficiaries
Sarah Warren, MA / Tim Nanof, MSW

Many SLPs working in private practice or office-based settings are not aware of or do not understand their legal obligation to enroll in and bill Medicare for services provided to Medicare beneficiaries. This presentation is designed to help SLPs identify under what scenario(s) they should bill for services rendered to Medicare beneficiaries, to include legal requirements and the overall Medicare enrollment process. Other topics include recognizing the penalties involved for not enrolling in and billing Medicare, as well as the supervision requirements for students, clinical fellows, and SLPAs.

After completing this session, you will be able to:

  • identify the reasons why a SLP is required to enroll in and bill for services provided to Medicare beneficiaries
  • determine the process for enrolling in Medicare
  • describe the legal requirements for enrolling in Medicare and billing for services provided to Medicare beneficiaries

ASHA Corporate Partners