Tactics for Valuing Medical Practices: Buying, Selling and Mergers

Presented on 5/31/2012, 1:00-2:30 p.m. (Eastern)

With the increasing frequency of hospital-physician practice M&As, healthcare leaders on both sides need to understand what is entailed in evaluating a practice for sale or purchase. From administrative issues to physician compensation, timing, and cultural fit, negotiating requires hospital and physician leaders to respond to the key motivations and market realities that come with buying or selling a physician practice.

Join HealthLeaders Media for 90 minutes of strategies and takeaways from experts on physician practice valuation. Our customizable webcast allows you to pre-submit questions to our speakers to help guide the discussion, and ensure you get the answers your organization needs.

You’ll leave this live webcast with strategies to:

• Evaluate how different transactions can cause valuation variations  for the same practice
• Leverage the relationship between partner compensation and practice valuation
• Assess when changes to partnership agreements are advised to better deal with partner buy-sell provisions
• Identify the right time to align, and intermediate opportunities when alignment is not yet ideal

Featuring a brand-new format with:

• A customizable webcast experience guided by your advance questions
• A live roundtable interview
• Expanded Q&A time
• Free on-demand for 60 days following the live webcast
• A participant-only online forum for exclusive peer discussions
• A presentation to share with your team with case studies, top takeaways, and action strategies
• A package of related HealthLeaders Media editorial content

PROGRAM AGENDA:

A tailored roundtable-style interview and discussion, guided by pre-submitted audience questions

• Nuts and bolts of buying/selling physician practices
• Importance of valuations
• Valuation for an acquisition vs. merger vs. partnership buy-sell
• Physician  compensation and its influence on practice value
• Market trends in the valuation process
• The value of tangible assets
• The role of intangible assets in the valuation process
•  Contracts and documentation
• Hiring and using a seller/buyer agent
• Documenting promises
• Understanding the role of “good will”
• Defining governance
• Deal breakers
• Overcoming obstacles at the onset
• Spotting red flags
• Avoiding vulnerabilities in the negotiation process
• Live Q&A (Customize this webcast to your needs! Pre-submit speaker questions.)
  
  

SPEAKERS:

T. Clifford Deveny, MD, is senior vice president, physician practice management, at Catholic Health Initiatives, the nation’s second-largest faith-based health system with 76 hospitals and other facilities in 19 states.

Deveny, a longtime physician executive, provides leadership and direction in CHI’s system wide effort to expand and integrate its employed physician enterprise. The number of employed physicians at CHI has doubled to approximately 2,000 in the last two years, and is expected to increase to more than 3,000 in the next two to three years.

Deveny formerly served as system vice president, physician alignment and president of Summa Physicians Inc. for Summa Health System, Akron, Ohio, a nonprofit that includes seven acute care hospitals, a network of outpatient and primary care clinics and a healthcare plan.

Mark Schafer, MD, is the chief medical officer of MemorialCare Medical Foundation, the physician practice management organization of MemorialCare Health System in Southern California.

The Medical Foundation contracts with physicians to offer primary and specialty care to patients. Its provider network represents 150 employed physicians plus over 400 independent practices and 1,200 plus contracted specialists, caring for 235,000 lives. MemorialCare Health System is an integrated health care delivery system with more than 11,000 employees and 2,500 affiliated physicians serving hospitals and health facilities in Los Angeles and Orange counties.

Schafer was previously CMO of Bristol Park Medical Management, acquired by MemorialCare in 2011. He has extensive experience in mergers and acquisitions of medical groups and physician practices as well as developing and running programs in utilization management, disease management, quality improvement and physician compensation. He has been active in expanding and improving upon Pay For Performance, customer service, and implementation of EMR for physician groups. He serves on the Board of Directors of California Association of Physician Groups, co-chairing its Medical Policy Committee.

Christian W. Blees, CPA/ABV, CM&AA, currently serves as president and CEO of BiggsKofford Certified Public Accountants and BiggsKofford Capital Investment Bank, both located in Colorado Springs, Colo. He is a co-author of Middle Market M&A: Handbook for Investment Banking and Business Consulting, released in February 2012.

Blees became a partner with BiggsKofford in 1999 and was named president of the company in 2007. In 2003, Blees expanded the firm beyond traditional CPA services and launched the firm’s M&A and Investment Banking practice, now operating as BiggsKofford Capital. The Firm has been involved in over 200 merger, acquisition, or sale transactions in California, Washington, Arizona, New Mexico, and Colorado.

Blees contributes to the national M&A community through his service on the Board of Advisors for the Alliance of Merger & Acquisition Advisors (AMAA), where he chairs the Certification Committee. Blees currently serves as the lead instructor for the Certified Merger & Acquisition Advisor (CM&AA) designation, taught through DePaul, Pepperdine and Wake Forest Universities’ Executive MBA Programs, where he coordinates the curriculum, instructors and testing for the program.

WHO IS ATTENDING?

CFOs, CEOs, COOs, group practice administrators, consultants, physicians, medical group directors, practice managers / CEOs for specialty group practices of 5+ doctors, physicians contemplating selling smaller practices

WEBCAST SYSTEM REQUIREMENTS

To fully benefit from the Webcast experience, you will need a computer equipped with a Broadband Internet connection, a sound card, and speakers or headphones. Macromedia Flash player Version 8.0 or greater, a recommended screen resolution of 1024 x 768, and an Internet Browser (e.g. Internet Explorer). The use of AOL or wireless Internet connections is not recommended.

Please Note:

Participation in the Webcast is just $279 per site. All materials must be retrieved from the Internet. Live orders are assessed a $5 processing fee. CD and combo orders are charged $18 for shipping and handling.

Prior to the Webcast, you will receive an e-mail with detailed system requirements, your log–in information, presentation slides, and other materials that you can print and distribute to all attendees at your location.

• Webcasts

• Other Physician Practice Products