At the 8th annual Physician Summit in Philadelphia: How new entrants into the healthcare ecosystem are affecting providers and our ability to engage them!

1. Serving as Executive Director of Valley Health System’s Clinically
Integrated Network and Population Health Department, Frank
oversees operations and functions pertaining to all contracted
value-based programs with CMS and commercial payors.
Frank brings 30 years of healthcare experience as a clinician,
consultant and hospital operations executive. Before joining the
Valley Health System in 2017, Frank served as Vice President of
Professional Services in the Temple University Health System in
Philadelphia and Director in Medical Management at Emblem
Health - Advantage Care Physicians in New York City. Frank
completed his MBA at Fairleigh Dickinson University, is a certified
Fellow of the American College of Healthcare Executives and a
trained Black Belt in Lean Six Sigma from Villanova University.
Meet the speakers:
Frank Shipp, FACHE, MBA
Executive Director, CIN & Population Health
ColigoCare, Valley Health System

2. Bracing for Change… Leveraging the Opportunities
Exploring Health Care Market Changes

3. Bracing for Change…

4. … Leveraging opportunities
Data source: 2019 Key 8 Predictions for Global Healthcare Industry (Frost & Sullivan)

5. … Acknowledging what drives patient volume
...our providers

6. Payor Program Type Total
Participating
Providers
Primary Care
Providers
Patient
Attribution
Medicare
Shared Savings ACO
CPC+
BPCI-A
516 122 22,000
Horizon
Shared Savings
Medicare Advantage
Episodes of Care
524 119 29,000
Cigna Shared savings
Episodes of Care
568 124 14,000+
United Healthcare
Medicare Advantage
Shared Savings
537 120 15,000+
Aetna Shared savings
Medicare Advantage
553 125 14,000+
5 Payors 12 Programs 586* 134 100,000
Value-based Programmatic Growth
* Independent physicians make up 36% of our provider network

7. Understanding the Motivators of Engagement
RESPECT TRUST
Physician
Commitment
Clinical
Excellence
Money
CONTROL
Change

8. 1. Communicate our value proposition to both
employed & independent practices
2. Educate providers on value-based concepts, program-
specific strategies for success & what they can do
3. Facilitate meaningful networking and communication
among our providers
4. Provide ongoing, actionable data to facilitate behavioral
change
Our Strategy for Recruitment & Onboarding & Retention

9. 1. Identify & leverage physician champions and influencers
2. Facilitate communication & connection among providers
3. Be transparent with data
- don’t be reluctant to share data but know its limitations!
- positive and supportive messaging is essential

10. 1. Find providers who are passionate about educating their peers
on value-based healthcare (e.g.: Quality metrics, HCC training)
2. Must be respected by their peers (independent / employed)
3. Not necessarily in leadership roles
4. Meet on their terms
5. Establish a core group of non-provider practice champions

11. October summary report:
• 13,162 messages sent
• 94% read rate
• 58% read < 5 minutes

12. Provider-centric Networking Events

13. “You can get a lot farther
with a kind word and
some data than with a
kind word alone.”
- ShariWelch

15. 60%
20%
20%
Likelihood to bring patients to TVH: Patient Access:
“It would be great if my patient could get an appointment with a
specialist - on the spot, before they leave my office”
Lack of Awareness of a Qualified Specialist: “I need to know
if your orthopedic surgeon performs the type of procedure that I
want for my patient. I already know a non-Valley docs that does”
Relationships: Patient to Provider & Provider to Provider:
“My patients don’t want to change or travel for minor procedures
but for elective surgeries, about 20% can be convinced to travel”
“When I reach out to a specialist, I expect a prompt response and
follow-up to me and my patient”
Brand & Perceived Quality:
“Patients are conditioned to seek other health systems for certain
conditions like Cancer and Cardiac Surgery” .
Manageable
Entrenched
Moveable
Qualitative Data: Feedback from PCPs:
factors impacting their ability to keep patients “in-network”

16. Stars
Mentors, Influencers,
Low Maintenance
Potential Stars
Smart, Engaged,
Good Citizens,
High Maintenance
Transformers
Willing, not fully committed,
Shows potential,
Worth the extra effort
Impeders
Uncooperative,
Poor role model
Detrimental to the network
20%
30%30%
20%
Understanding your Provider Population

17. • Before every physician office visit, stop and ask yourself:
“What value am I bringing to this practice today?”
• Provide “actionable data” to practices:
(suspect conditions, annual wellness visit outliers, frequent ED utilizers)
• Be sure to include providers in all clinical redesigns or programs
• Acknowledge barriers & challenges that the practice faces and provide
support to help them overcome…but instill accountability
E = Q * A
Lessons Learned

18. Frank Shipp, MBA, FACHE
Executive Director, Clinically Integrated
Network & Population Health
15 Essex Road, Paramus, NJ 07652
Email: fshipp@valleyhealth.com