1	Clinical/Industrial/Corporate Committee Specialty Day Presentation National Athletic Trainer’s Association National Conference Saturday, June 17, 2005 Atlanta, GA
2	Kenneth Rogers, PhD, ATC Penn Presbyterian Center Orthopaedics – Shoulder and Elbow Service Philadelphia, PA Chair – Clinical/Industrial/Corporate Committee
3	Brian Franklin, ATC, LAT University Orthopedic Clinic Decatur, GA District 9 representative Clinical/Industrial/Corporate Committee
4	Craig Halls, MBA, ATC, CEES Aurora Health Care Sheboygan, WI District 4 representative - Clinical/Industrial/Corporate Committee
5	Steve McCauley, ATC, LAT, CSCS Wynn Las Vegas Le Reve Las Vegas, NV District 8 representative - Clinical/Industrial/Corporate Committee
6	Degree Common – ATC Post Graduate Certifications and degrees Distinctly different Reflection of personal goals Reflection of employment culture / trends Reaction to career needs
7	Post Graduation Needs Assessment Undergraduate curriculum education Post graduate program education Academic Employment Life
8	Networking Undergraduate faculty Post graduate faculty / employer People you meet in life Conferences Airports Meetings around town
9	Dynamics of each setting Clinic/Outreach Corporate Education Fire Police Hospital Industrial Military Performing Arts Physician Extender Performance Enhancement Wellness
10	Dynamics of each setting What is common? What is different? What have you learned that will used for each question. What knowledge and skills do you need to acquire to meet the minimal skill set for the employment setting? Advance?
11	Business Process Economic Human Resources Marketing Management Purchasing Technological
12	Justifying your existence Employer Employees / Staff Colleagues Industry people Public who interact with your organization Random people SELF
13	Marketing Patients Physicians Administrators Investors General Public Colleagues Public
14	Marketing TV Radio Internet Events Telephone Newspaper Magazine Brochures SWAG bag
15	Marketing Cost Idea Development Manufacturing Delivery Document success Target Audience Demographics Purpose – end result Best media to: Hit target audience Best return of investment
16	Marketing Document marketing effectiveness How did you hear about us Warranty card to manufacturer example Six degrees of freedom theory Document influence of other programs Integration of services
17	Economics Intra Organization Effectiveness and efficiency of operations Hit targets: weekly, monthly, quarterly, yearly Inter Organization Comparison to other sites Local Influence of health insurance New / old economies Demographic of residential / service communities
18	Economics Regional Fed Board reports Philadelphia Business Journal National Medicare Plan D CMS issues Legislative International China India WFATT
19	Economics Health Savings Accounts influence Flexible Savings Accounts influence Market Rates Insurance / Organization payment model for services Fee / Payment schedule Assessment of Past / Present / Future
20	Budget Fixed Costs Salary Benefits Lease/Rent Marketing Variable Costs Supplies Marketing
21	Budget Time Frame What is the Fiscal Year Who are the players Do you have influence Internal Relationship with people making and approving the budget External Wall Street Local/Regional Economics Growth area vs. Neutral Growth vs. Negative Growth Needs Assessment Personal, Site, Company Past, Present, Future
22	Budget Review past year budget Review different scenarios Losing / Gaining referral source History of relationship to your organization Company closing / opening Housing market Plan for Chaos and Control Cannot control life but can adapt to life
23	Billing Accounts Receivable Paperwork Time frame Documentation needed signatures Accounts Payable Paperwork Time frame Documentation needed signatures
24	Management What is your level in the management chain Who reports to you You report to who Relationship Looking at the clues and subtleness of life Locked doors with people meeting Hushed tones Conversations change abruptly
25	Management Look at both the whole picture and little picture at the same time Look at present and future interactions Who, What, Where, Why, When, and How relationship Each has a different level of influence at various times
26	Management Recognize Opportunities Seize the ability to learn Know Limitations and know when to ask for help Develop Expertise MENTOR
27	Management How do you get the experience Educational programs MBA, MPH, PhD, MS Certification programs ACSM, CSCS, PES, CEES Trial by Fire – Life Experiences Failure to learn
28	Management Your personality / characteristics MMPI assessment Meyers Brigg assessment Is it a good fit Mesh and/or Clash of personalities Office / Team / Company personality
29	Management of People Manipulation Subtle direction to goal On the Table Black and White In the handbook no deviation
30	Human Resources Hiring Policy Pre-employment screening Post-employment screening Performance Management Daily, monthly, yearly Addressing issues Mentoring Firing / Layoff / Vacancy
31	Human Resources Hiring Policy Pre-employment screening Drug, Criminal, Financial, Resume Post-employment screening Drug, Criminal, Financial, Résumé Performance Management Daily, monthly, yearly Standard Assessment tools Document, document, document Addressing issues Time frame to address Time to resolve Time frame to end
32	Human Resources Personnel Maintenance Payroll Salary Grades / Levels Benefits What can the organization afford Health, Dental, Vision, Pension, Retirement, Education Life Insurance, Short term Disability, Long Term Disability Vacation/Sick/Personal Time Levels of each Accrual rate
33	Human Resources Firing / Layoff / Vacancy Policies and Procedures State and Federal laws / regulations Notification Paperwork Post employment issues Personnel who left Personnel who stayed
34	Purchasing Budget issues Policies and Procedures Vendor identification Ordering / Paperwork Delivery / Stocking / Distribution Inventory Management Personnel roles
35	Revenue Cash Third Party Reimbursement Salary In kind donations
36	Systems for Revenue Personnel Paperwork Policies and Procedures
37	Systems for Revenue Technolgy Hardware: Computer – Desktop, Laptop, Tablet PC, PDA Stand alone vs Server Wireless Web based Needs Assessment Warranty / Service Cost Purchase, Lease, Rent
38	Systems for Revenue Technology Software Diagnosis/Procedure tracking Documentation Billing Claims Accounts Receivable Reconciliation
39	Systems for Revenue Security Hardware Data Financial
40	Typical Day
41	Occupational/Industry Injury Prevention Ergonomics Functional job descriptions Pre-employment screenings Education Wellness Fitness
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45	Physician Extender
46	Physician Extender Patient Assessment Case Management Patient Education Medical Records/Notation Scheduling First Assist in OR Facilitation of DME Referral Correspondence Research/Tracking Outcomes
47	Marketing/Selling
48	Performance Arts Steve!
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52	Physician Extender Established Relationships with Physicians Identifying Target Audience Sports Medicine Practices Hospitals Administrators Identifying Job Opportunities in Similar Settings Multi-Credentialing in Specific Setting
53	Occupational/Industry
54	Justification
55	Physician Extender Financial - New Profit Center Increased Throughput (Efficiency) Therapeutic exercise and modalities Facilitation of In-house DME Program Development and implementation of home exercise education/programs Application of splints, casts, and orthotics Assisting in Surgery Post-Rehab Performance Enhancement Programs Marketing and Outreach Programs
56	Occupational/Industry
57	Occupational/Industry
58	Performance Arts Steve!
59	Trends
60	Occupational/Industry
61	Performance Arts Steve!
62	Physician Extender First Assist DME Management Performance Enhancement Marketing – Internal vs. External Administration
63	Case Studies
64	Performance Arts Steve!
65	Sample billing and collections for ATC/OTC
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67	Case Study: Appleton Papers Goal: decrease worksite injuries Program: ATC Ergonomics Injury Prevention On-site rehab
68	Objective Benefits
69	Objective Benefits
70	Objective Benefits
71	Aurora Health Care (External) Large meat processing plant Health risk assessments Telephonic disease management ROI of $4.5 : $1 (direct health care costs) Wood furniture factory Health risk assessments Follow-up programs ROI of $5 : $1 (direct health care costs) Need to consider indirect benefits
72	Aurora Health Care (Internal)
73	Case Study: IPSC Goal: decrease low back injuries/costs Program: ATC Back school Stretch program Early intervention Ergonomic assessment The Results: Annual Costs $48,800 vs. $600 Number of Injuries per year 16 vs. 6.5 NO SURGERIES!
74	Case Study: Prevention Services Goal: decrease work comp claims/costs Program: ATC Interventions MSD Consultations Wellness Consultations The Results: 50% ↓ work comp injuries 169 days without an injury All facilities were injury free for 1-month
75	Articles and General References
76	Occupational/Industry
77	Occupational/Industry (Specific to Athletic Trainers)
78	Performance Arts Steve! Stage Presence Elaine Winslow-Redmond…..advanced Oct. ’04
79	Thank You! Questions from the audience… Or, feel free to come up to the podium to ask your question…