Wednesday, August 24 Day One
8:00 AM - 9:00 AM
Registration & Breakfast
9:00 AM - 9:30 AM
Opening Remarks
9:30 AM - 10:00 AM
Presentation
Finance & Operations Using the Latest Technologies to Support Growth
- Understanding the financial and operational issues impacting growth
- How to maximize profits using simple automation tools
- Key instruments for increasing EBITDA in a downturn
10:00 AM - 10:30 AM
Presentation
Closing the MSO Transaction: Anticipating and Solving for Real World Obstacles
- Examples of issues that have derailed deals, and methods to get them back on track
- Clearing the path through sell side diligence to avoid obstacles
- Preparation for rep and warranty insurance calls
- Areas of heightened enforcement
10:30 AM - 11:00 AM
Presentation
A Discussion of Historical Performance of PE Investments in Healthcare Services
- The rise of private equity in healthcare over the last 30+ years
- Trends in PE healthcare investments
- Incentive alignment and downstream impact on patients
- How greater financial risk correlates with potential for higher returns
11:00 AM - 11:30 AM
Networking Break
11:30 AM - 12:15 PM
Panel
Lessons Learned from Completing MSO Roll-Ups
- Takeaways from hands-on involvement in MSO rollup deals
- As this business model gains traction, prior deals must be considered as precedent
- Identifying the pros and cons of the deal
12:15 PM - 12:45 PM
Presentation
Keys to Effective Cyber Risk Management in Healthcare
- Growing number of cyberattacks threaten both the industry and investment
- Cyber risk management a key part of due diligence process and entire lifecycle of investment
- Key issues in building an effective cyber risk management program
12:45 PM - 1:45 PM
Lunch (Sponsored by athenahealth)
1:45 PM - 2:15 PM
Presentation
Best Practices for Marketing and Investing in Web-based Patient Acquisition Channels
- Reaching potential patients online
- Local SEO, PPC advertising and building social media presence
- Mobile marketing and the value of eyeballs on smart phone screens
- Measuring ROI and CPA (cost-per-acquisition)
2:15 PM - 3:00 PM
Panel
Healthcare M&A in a Shifting Macroeconomic Environment
- Incorporating ESG governance
- Impact of supply chain disruptions
- Building scale & value with add-on deals
- Creating a replicable strategic M&A model
3:00 PM - 3:30 PM
Networking Break
3:30 PM - 4:00 PM
Presentation
Understanding What Drives Valuations for Small, Medium and Large Entities
- Determining the right data to use in decision-making
- Valuing post-revenue vs. pre-revenue companies
- Determining whether an entity is over-valued or under-valued
- How to find valuation data
- Market conditions affecting valuations
4:00 PM - 4:30 PM
Presentation
The Health Tech Outlook: M&A, Private Capital, and the Policy Landscape (Software is Eating the World: Healthcare Services Edition)
- Trends and themes behind the recent surge in HCIT M&A activity, particularly via private equity
- Key drivers of valuation for HCIT firms in the private and public markets
- Convergence of health tech and MSOs / tech-enabled services firms
- Impact of recent policy shifts and upcoming changes in the landscape
4:30 PM - 5:00 PM
Presentation
Keeping Pace with Acquisitions From an Operations Perspective
- Dealing with acquired practices that use different billing platforms
- Strategies and tools to mitigate billing challenges
- Maintaining cash flow
- Creating uniform systems for billing, collections and enterprise reporting
5:00 PM - 6:00 PM
Cocktail Reception
Thursday, August 25 Day Two
8:00 AM - 9:00 AM
Breakfast
9:00 AM - 9:30 AM
Opening Remarks
9:30 AM - 10:00 AM
Presentation
Data Analysis: Understanding Private Equity Healthcare Investments in 2022
- PE dealmaking in healthcare services has not been immune to the market slowdown
- Exits are slowing, especially for larger platforms
- Although capital deployment timelines will be longer, strong fundraising and dry powder levels will sustain PE dealmaking through the downturn
- As valuations come back to earth, we expect more value-based care M&A
10:00 AM - 10:30 AM
Presentation
Liability in Healthcare Fraud & Abuse: Considerations for PE Sponsors and Their Portfolios
- Overview of the False Claims Act
- Recent enforcement actions involving owners and operators
- Adopting compliance programs and the role of independent audits
10:30 AM - 11:00 AM
Presentation
Driving Connectivity, Value, and Growth Across a Network
- Why healthcare’s platform moment is now and how to benefit
- How networks are unlocking data to improve care and performance
- Top tools powering the growth of provider networks
- Investing in the ecosystem and building on healthcare platforms for ultimate flexibility
11:00 AM - 11:30 AM
Networking Break
11:30 AM - 12:00 PM
Presentation
Why the Business of Healthcare is Driving Consolidation
- How scale drives efficiency, creates price negotiation power
- Why standardization of care controls costs
- How mergers benefit risk-based contracting
- Why the pursuit of patient satisfaction drives competition, accelerating consolidation
12:00 PM - 12:30 PM
Presentation
Why Hospitals are Pursuing a Retail Strategy for Outpatient Services
- MCOs are driving preventive and outpatient care to cut costs
- Serving patients’ demand for convenience and accessibility
- Technology advancements raise quality of outpatient care
- Medicare payment and reimbursement reforms
12:30 PM - 1:15 PM
Fireside
Regulatory Landscape Facing Telehealth Innovation and Coverage
- An overview of Mayo Clinic investment and patient/provider experience in Acute Care at Home model and digital/remote health
- Leveraging remote monitoring and Software as medical device (SaMD) products
- Understanding the regulatory process for SaMD at FDA and next steps
- A look at the future of telehealth policy at HHS and CMS reimbursement on telehealth, focusing on how the PHE impacts telehealth coverage and reimbursement
- How CMS views consumerization as they make decisions on reimbursement for RPM and RTM technologies
- How leaders within HHS/CMS view the continual shift from FFS to VBC
Principal - The Hargan Group
Former US Dept. of Health and Human Services Senior Official
Speaker
Managing Director, Science and Innovation Policy, Mayo Clinic
Former Sr. Advisor to the FDA Commissioner
Speaker
1:15 PM - 2:15 PM
Lunch (Sponsored by athenahealth)
2:15 PM - 2:45 PM
Presentation
Evaluating Provider Readiness and Growth Drivers in the Medicare Advantage Market
- Reasons for continued MA market growth
- Evaluating provider capabilities that determine success in a competitive MA market
- The role of payer-provider partnerships
2:45 PM - 3:15 PM
Presentation
Outlook for Federal & State Healthcare Public Policy: 2023 & Beyond
- Meridian’s take on federal legislative and regulatory risks/opportunities facing the healthcare sector
- What’s coming between now and the end of President Biden’s first term
- State-level trends
- Where we go beyond 2024
3:15 PM - 3:45 PM
Challenges Integrating Private Practices (How to Make Doctors Happy While Still Being Profit Centric)
- Achieving shareholder alignment on selling
- Seller and buyer alignment
- Business combination risks/benefits
- Commitments to keep and challenges to overcome
- Adaptability, openness and flexibility
- Setting clear goals, both short and long term
3:45 PM - 4:00 PM
Closing Remarks
Unmatched Networking & Innovative Programming
DealFlow’s previous healthcare investment conference, which concentrated on coverage of MSOs, was a big success, particularly as companies continue to use the management structure to build multi-site medical practices and launch innovative businesses in areas like digital health.
As with all our conferences, we asked for input from attendees on topics they would like to see explored in future events. Based on this feedback, we are expanding the coverage of this year’s conference beyond MSOs to examine the full spectrum of business issues related to investment in healthcare services companies.
Trends
- 2022 Investment Outlook for Healthcare Services
- Hot Sectors Driving Private Equity Investments
- The Transformation to Consumerism in Healthcare
- Exploring Trends in Retail Healthcare and Other Business Models
- New Payment Methodologies for the Shift to Value-based Care
- Why the Consumerization of Healthcare poses a Massive Investment Opportunity
- The Impact of Accountable Care Organizations on Physician Growth Strategies
- Why Hospitals are Pursuing a Retail Strategy for Outpatient Services
- Perspectives on PE Investment from Older vs. Younger Physician Owners
- Innovation Investments at Large Health Systems
- The Rise of Telehealth: More than Just Virtual Visits
- The Trend Toward Seller-friendly Transaction Terms
- How Covid is Driving both Patients and Deal-makers to Remote Care
Investment Strategy
- Investment Opportunities in Highly Leveraged Companies
- Asset Deals vs. Stock Deals: Pros and Cons
- Managing Investments in Healthcare Services Companies
- Due Diligence Tactics for Evaluating Deals
- Distressed Transactions and How They’ve Been Exacerbated by Covid
- Real Estate Investment Considerations and Expansion Strategies
- Understanding the Spectrum of Debt Investment Possibilities
- Restructuring Opportunities in Hospitals and Assisted Living Facilities
- A Discussion of Historical Performance of PE Investments in Healthcare Services
- Alternatives to Private Equity Transactions for Physicians
- Negotiating a Private Equity Deal
- The Opportunity for Expanding into Home-based Care
- Private Equity Transaction Characteristics Before and After Covid
- Understanding the Delicate Balance when Working with Investors and Providers
Legal & Regulatory
- How Representation and Warranties Insurance is Impacting Acquisition Strategies
- Structuring Professional Services Agreements
- Legal & Regulatory Issues Impacting Deals
- Prognostications on how Healthcare Reform Legislation will Impact the Sector
- Due Diligence Strategies for both Investors and Acquirers
- What Increasing Regulatory Scrutiny Means for the Market
- Corporate Practice of Medicine and State-by-state Law Comparison
- Understanding Fee-splitting, Stark Law, and Anti-kickback Statutes
- Challenges to Transactions Including Antitrust, Regulatory and Licensure
- Ownership Structures for MSOs, Sub-MSOs and PC Option Agreements
- Understanding Governance and Corporate Control Issues
- Setting up Your Medical PC or PLLC
- Administrative Services Agreements: Customary Provisions and Fee Structures
Mergers & Acquisitions
- Common Healthcare M&A and Private Equity Rollup Strategies
- Partnerships, Joint Operating Agreements and Service-line Joint Ventures
- Why the Business of Healthcare is Driving Consolidation
- How Add-on Acquisitions Fit into a Macro Platform Strategy
- Hospital and Health System Transaction Trends: “Merger Lite” Deals
- Factors Driving Industry Consolidation
- Payor-provider Transactions Including JVs and Acquisitions
- Analyzing Vertical Merger Guidelines
- IT Integration Strategies for Rollups
Finance & Operations
- What the Transition to Value-based Care means for Providers and Payors
- Understanding Key Performance Indicators that Matter when Seeking Investment
- Finance and Operational Considerations for Management
- Reorganization Strategies Including Bankruptcies and Liquidation
- Understanding What Drives Valuations for Small, Medium and Large Entities
- Using the Latest Technologies to Support Growth
- Data Mining and Reporting for Clinical Outcomes Management
- Payment Models Including Memberships and Concierge Medicine
- Financial Strategies to Optimize Scale in Local and Regional Markets
- Adopting Enterprise Resource Planning Systems to Improve Performance
Practice Management
- Strategic Partnership Development and Managing Relationships
- Strategies for Expansion into Ancillary Businesses
- Best Practices for Marketing and Investing in Web-based Patient Channels
- How a Tightening Labor Supply will Impact Health Services
- Managing Periodic Reviews of Payor Contracts
- Compliance Issues and Cybersecurity Treats Specific to Healthcare
- HR Policies to Recruit Top Talent and Focusing on the Importance of Culture
- Understanding Patient Satisfaction through Feedback Loops and Surveys
- The Latest in Physician Recruitment and Retention Models, Popular Compensation Structures
- Credentialing Tactics to Consider Before and After an Acquisition
- Post-transaction Management and Governance
- Why Smart Operators are Reevaluating their Delivery Models
- Building a Foundation that Aligns Physicians and Equity Stakeholders
- The Latest MSO Strategies Designed for Growth and Flexibility
Tax & Accounting
- The CARES Act: PPP Loans, Deferred Payroll Taxes, Medicare Advance Payments, HHS Grants
- Discussion of Valuation Multiples Across Different Specialities
- MSO Equity Ownership and Capitalization Considerations
- Best Practices for Accounting and Audits
- Accounting Considerations in Large Multi-site Roll Outs
- MSO Fee Structures: Cost-plus, Fixed-fee, Percentage of Revenue
- Benefits of MSOs to Independent Physician Groups
- Choosing the Right Corporate and Tax Structure for your Deal
- Accounting and Tax Considerations at Every Stage of Growth
- How Covid has Changed Valuation Approaches
- Using MSO Structures for Tax Advantages
