Home Health M&A 2012 Day 1   |   Home Health M&A 2012 Day 2

Day 2: Home Health M&A 2012

Tuesday, April 24, 2012

8:30 – 9:30 a.m.

Case Study: Tales of a timely transaction

Speaker: Steve Morris, Past President and one of three former partners, Compassionate Hospice of Northern Georgia, Cumming, Ga.

Capitalize on positive market conditions and position your agency to sell in four months or less. That’s what Steve Morris and his two former partners did when they sold their $13M hospice in September. After two failed attempts to sell on their own, the three partners teamed up with a brokerage firm that used its relationships with active buyers to negotiate a better price and terms and ultimately close the deal with cash in hand in less than 120 days.
9:30 – 9:45 a.m.

Networking Break
9:45 – 11:00 a.m.

Due diligence part 1: Clinical and financial essentials

Speaker: David Berman, CPA, CVA, Principal, M&A Services, Simione Healthcare Consultants, Hamden, Conn. and Laura Gramenelles, Director, Clinical M&A Services, Simione Healthcare Consultants, Westborough, Mass.

Take home a due diligence checklist of ways to improve your current practices to save time and headaches in this critical stage of the deal. This in-depth review of your clinical and financial records will make or break the deal. Savvy sellers start getting their houses in order long before any negotiation takes place – you should too. In this session, find out what clinical documentation you’ll need and what the buyers will be looking for. You’ll also learn the revenue recognition and billing standards that earn top marks.  

Tools Home health and hospice checklists.
11:00 – 11:15 a.m.

Networking Break
11:15 a.m. –
12:30 p.m.

Due diligence part 2: IT and legal prep

Speakers: Darcey Trescone, RN, BSN, Senior Manager, Information Technology Solutions, Simione Healthcare Consultants, Las Vegas, NV and Les Levinson, Partner, Edwards Wildman Palmer, New York

Don’t let technical or legal glitches kill the deal. Learn how  your  technology can influence purchase decisions and what buyers are looking for  in an “accountable care” environment. This session will guide you thru a due diligence report card and empower you to navigate the complex, legal issues associated with agency mergers and acquisitions. Take home samples of all the documentation from the letter of understanding through the purchase and sale agreement so you’re ready when it’s time to sell.

ToolsIT due diligence checklist, letter of understanding and purchase and sale agreement.
12:30 – 1:30 p.m.

Lunch
1:30 – 2:45 p.m.

The art of negotiating – beyond just price

Speaker: Don Cummins, RPh, MMAI, President, Stoneridge Partners, Fort Myers, Fla., and Cory Mertz, Partner, Stoneridge Partners, Fort Myers, Fla.

Successfully negotiate your way through conflict between buyers, sellers and brokers at each crucial stage of the transaction. From the broker agreement, to the promissory note, from the letter of intent to setting the price, participate in interactive role play exercises that will arm you with keywords and phrases you can use to negotiate the best terms for your agency’s transaction.

Tools Sample broker's agreement, EBITA worksheet
2:45 – 3:00 p.m.

Networking Break
3:00 – 4:00 p.m.

Master marketing plans for a successful acquisition

Speaker: Mike Ferris, Principal, Sales, Marketing & Referral Management Solutions, Simione Healthcare Consultants, Chapel Hill, N.C.

Build a successful marketing and sales department. You’ll not only attract new business but you’ll also increase the value of your agency. Impress buyers with the right percentage of revenue going to marketing, an effective compensation program to incentivize sales staff and reasonable and enforceable non-compete agreements. Plus, measure your referral risk with Mike Ferris’ proven risk factor scale.

Tools Sales force evaluation checklist and referral risk factor scale

Home Health M&A 2012 Day 1   |   Home Health M&A 2012 Day 2

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Presented by:
 DecisionHealthSimione ConsultantsHome Health LineHome Health Line