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The Duke
MBA
Health Sector Management
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By 2015, health care will encompass a full 20 percent of GDP in
the United States. Understanding whats behind this spectacular
growth and how to best harness its opportunities will be one
of the great business challenges of the 21st century. The Duke
MBA program believes the most successful health care executives
will be those who see health care as not just one niche of the
economy, but rather as the intersection of many parts of the
economy. Thats why our Health Sector Management (HSM)
concentration draws on interdisciplinary resources on and off
the Duke campus. Because true health care management is
about more than producing heart stents or marketing statins. Its
about recognizing the vital signs of this most dynamic sector of
the economy and keeping them strong.
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At Duke Universitys Fuqua School o
Business, an MBA education ranges
ar outside the classroom. Nowhere
is this truer than in our Health
Sector Management (HSM) program.
This innovative introduction to the
business o health care takes ull
advantage o our proximity to and
aliation with many industry leaders
on and near the Duke campus. Quite
simply, or someone who wants toully understand the challenges and
the opportunities o the health care
business, theres no better place to
be than Duke.
Our Health Sector Management
program builds upon the strong
oundation o The Duke MBA to
provide you with the cutting-edgeknowledge youll need to move
ahead in health care management.
Youll receive a solid grounding in
the undamentals o the health care
sector as well as the opportunity
to pursue more specialized training
through a range o elective courses
that cover the many acets o the
health care industry.
HSM students learn through an
interdisciplinary curriculum that
brings together many dierent leaders
rom the health sector and other
elds who share the same task: the
search or workable solutions to the
many critical challenges that ace
the health care industry. This cross-
ertilization between departmental
and school lines adds a reshness
to the instruction that oten leads toenthusiastic collaboration and novel
insights.
The range o resources available to
the HSM students and aculty at
Duke is impressive. The university is
home to the nations No. 6 medical
school as well as one o its Top Ten
medical centers. Because Dukerecognizes that true health care
leaders in the uture will require
an underpinning in more than the
medical eld, the HSM program also
draws upon the resources o Dukes
schools o law, public policy, the
environment, and engineering. O
course, we also tap the extensive
expertise ound within our home,
The Fuqua School o Business.
Learn how to read the vital signs o the health care business.
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The intellectual resources we leverage are not all on campus. Nearby Research Triangle
Park, ranked as the nations No. 3 region or biotechnology development by Forbes
magazine, houses more than three dozen leading health care companies, including
AlphaVax Inc., BD Technologies, Biogen IDEC, Diosynth Biotechnology, Eisai Inc.,
GlaxoSmithKline, Humacyte, Quintiles, and Syngenta Biotechnology Inc. Our nearness
to many o the worlds leaders in biotechnology, pharmaceuticals, and health care
immeasurably enriches the HSM program by enabling us to draw on many o the
industrys great thinkers or teaching, research, recruiting, and internships.
The health care sector is barreling toward the uture every day o the year. To get in
ront o that growth and help direct it requires a breadth o understanding that onlythe most select group o health care management proessionals possesses. The Health
Sector Management program at Duke can give you a oundation o knowledge and
insight that will serve you well as you continue to move orward in the health care
management eld.
Mission Statement
To oer current and uture health care leaders pioneering education in the
business o health care. Dukes Health Sector Management graduates need
the outstanding skill set provided by the Duke MBA combined with an intense
examination and understanding o the unique aspects o the health sector.
Tomorrows health care leaders need to understand both the current structures
o the health care system and the dynamic nature o the industry.
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Take a Top Ten MBA program. Locate it within a hub omedical leadership, and what do you get?
IN A SINGLE PHRASE: THE NATIONAL LEADER
IN HEALTH CARE MANAGEMENT EDUCATION.
The Duke MBAs Health Sector Management
program is the largest health care program in the
nation that is aliated with a top-tier MBA program.
HSM students obtain world-class management
training by acquiring a solid grounding in the
mechanics o the multiaceted health care sector.
Upon this strong oundation, you can then pursue
more specialized health-related interests.
The base o an HSM education is our two requiredcourses -- Health Care in the 21st Century
and Economics and Strategy o Health Sector
Management. You also participate in a seminar
series in which visiting health care industry leaders
discuss how their businesses are evolving to meet
the latest challenges.
Ater completing these core requirements, you will
choose three health-related electives rom a range
o diverse courses taught by aculty rom across the
university and health care industry. These courses
are constantly updated to refect the most recent
industry trends and developing student interests.
While earning an HSM certicate, you will also
ulll all the regular Duke MBA requirements, with
the HSM courses counting toward your necessary
elective credits.
Ater two years, what will you have gained with anHSM education? Youll have a broader and deeper
understanding o the health care sector, which you
will be able to combine with your knowledge o
general business issues and experiences to imagine
and build new structures and business models
or this dynamic sector o the national and global
economy.
Whether you choose to concentrate on the broaderaspect o health care or ocus on specic aspects
o health care delivery, research, equipment, or
services, your HSM background will prepare you
to make the most o the business o health care or
decades to come.5
Rob Marshall Class o 2007
As I started looking or business schools, I was searching
or strong medical backgrounds. Dukes HSM program was
by ar the most put-together program out o all the schools
that I ound. It wasnt just a ew classes here and there, it
was a structured curriculum and I was struck by the act
that everybody within HSM seemed to know each other.
From day one its been working with a tight group opeople who all have similar interests.
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Were the brains o health care management education.
And the heart.
The Health Sector Management program aims to give you the scholarship and the skills you need to not only
excel in health care management, but also realize that health care is about real people and real lives.
CURRICULUM REQUIRED CORE COURSES
HEALTH CARE IN THE 21st CENTURY (HSM BOOT CAMP)
Held immediately prior to the general Duke MBA orientation, this
weeklong course provides a detailed overview o the structure and
underpinnings o the health care system. You receive a thorough
examination o health policy, the pharmaceutical and device
industries, IT, globalization, biotechnology, consumerism, payersand providers, and health care entrepreneurship.
ECONOMICS AND STRATEGY OF HEALTH SECTOR MANAGEMENT
Apply the tools o economics and strategy to challenges aced
by health insurers, providers, medical device manuacturers,
biopharmaceutical companies, and policy makers. Most class
sessions begin with an analysis o recent news and discussion o a
business case. Students and aculty use class discussion to drawupon the expertise and preparation o all those in the room. Classes
conclude with insight into the application o economics and strategy.
SEMINARS IN HEALTH CARE
This required component, oered throughout the rst year o study,
provides you with the opportunity to demonstrate the health care
applications o the skill sets being taught in the core MBA courses.
The seminar series also brings in external industry experts to highlight,address, and discuss the most current changes within health care.
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CURRICULUM ELECTIVES
ELECTIVES
Elective courses allow you to pursue a particular
area in depth in order to round out your individual
experiences. The Health Sector Management
certicate requires three additional HSM electives,
all o which will count as elective credit toward
completion o the MBA program. You can then
enroll in additional electives in health or non-health
courses.
Specic health-related electives planned or the
current academic year include:
Biotechnology: Management of Drug Discovery
Economics and Management of the
Pharmaceutical Industry
Health Care Marketing
Invention to Application:
Health Care Research Commercialization
Management of Health Systems and Policy
Medical Device Commercialization
You can complete the HSM elective requirements
with the ollowing courses as well. I you takeany o these electives, you must complete course
assignments that relate to health care, as well as
notiy HSM administration o your intent to do so.
Duke New Ventures Clinic
Global Health
Health Care Law and Policy
Independent Health Care Study
Marketing Practicum
Mentored Study in Entrepreneurship
Service Operations Management
Small Business Consulting
John Chung Class o 2007
The Economics and Strategy o
Health Sector Management class
provided perspectives on a broad
range o health care topics, including
designing health care plans orcompanies, hospital administration
policies, and the blurring lines
between medical device and drug
treatments.
I was impressed with the depth
we covered in each class. The
discussions were enriched by the
composition o the students, which
included physicians at the medical
school along with the HSM students
with extensive experience -- either
through their summer internships or
prior jobs -- at all the top health care
companies.
During the discussions o currenttopics, Proessor David Ridley
provided the economic rameworks
while the students provided real time
inside scoops on how rms actually
approach these issues. The class
on evidence-based medicine/cost-
eective analysis continues to have
lasting impact.
The strategic economic and ethical
health care rameworks helped
prepare me or my internship at
Cordis and will continue to shape my
decisions as a marketing manager at
Abbott Vascular. I highly recommend
this gem to all students who will
make critical health care decisions
both on a personal, as well as
proessional level.
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Carl Erickson Class o 2007
To me, one o the attractions o
coming to Duke was the opportunity
or entrepreneurship that comes
rom access to world-class medical
researchers and technology; the
Invention to Application (ITA) course
was instrumental in helping me
realize that opportunity.
Throughout the course, I worked
with a team o students, drawn
rom programs such as Medicine,
Engineering and Business, and
in collaboration with inventors
rom across Duke to evaluate the
commercial potential o on-going
research. Building on our evaluation,
we selected a technology to move
orward into commercialization,
developed a business plan, carried
out key business development steps,
and raised early unding through
business plan competitions and
investor outreach. The process
challenged me to bring together,
and apply, concepts rom acrossthe breadth o the core and HSM
curricula.
The course has been tremendous
in ueling my interest, and
ability to succeed, in health care
entrepreneurship -- through both
the experience itsel and the
relationships ormed with a diversegroup o truly outstanding sta,
students and researchers.
Entrepreneurship.
Technology.
Globalization.Independent study.
Duke sets the standard.
LEARN HEALTH CARE INFORMATION
TECHNOLOGY FROM THE EXPERTS.
The HSM program has developed an
independent study option or students
interested in health care inormation
technology. This course pairs students
with the CIO and associate CIOs o Duke
University Hospital, thereby providing them
with an opportunity or real-world and
experiential learning which ocuses on IT
issues and initiatives within a leading healthcare system.
HEALTH CARE IS NOW A GLOBAL ISSUE.
With the increasing globalization o health
care, each HSM course oering incorporates
at least 25 percent internationally-ocused
cases and class materials. Additionally, the
HSM program is working with Fuquas
International Center to ensure adequate
health care content within each Global
Academic Travel Experience (GATE).
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It takes leaders to create leaders.
PROGRAM LEADERS AND FACULTY
Kevin A. Schulman MD, MBA Director, Health Sector Management,
Proessor o Medicine and Business Administration
Under Kevin Schulmans direction, the HSM program within The Duke
MBA has become the largest health sector management program at a top-
tier business school in the country. With appointments in both the schools
o business and medicine, Schulman has developed a program that thrives
on interdisciplinary synergies across the university and the health system,
as well as within the Research Triangle Park, providing unparalleled access
and networking or students. Schulman is an active researcher, addressing
important clinical and policy issues at the intersection o clinical medicine,
clinical research, and the business o medicine.
Nichole Kerner MS, Associate Director, Health Sector Management
Nichole Kerner oversees all aspects o the HSM program, including
operations and admissions. She develops and supports student
programming and initiatives and helps students with their career
management. Kerner earned her masters degree in higher education and
educational administration rom the University o Rochester.
Jeffrey L. Moe PhD, Senior Director o Business Development,Adjunct
Associate Proessor, Health Sector Management
Jerey Moe came to Duke rom GlaxoSmithKline, where he held positions
in business development, market economics, corporate strategy, the Allen
& Hanburys sales division, and human resources. He earned his PhD in
organizational behavior and development rom the University o North
Carolina at Chapel Hill and has completed courses at the Kellogg SchoolsExecutive Development program.
OTHER FACULTY
The program aculty list may be ound on the HSM Web site at
uqua.duke.edu/daytimehsmaculty
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Looking or an Employer?Theyre already looking or you.
CAREER OPPORTUNITIES AND RECRUITING
You will have more than an HSM certicate behind you as you graduate
into the health care sector. The HSM program, in coordination with The
Duke MBA Career Management Center, supports students throughout theirjob searches.
A broad range o health-related companies have recruited at The Fuqua
School o Business or both summer internships and permanent career
opportunities. Past recruiters include Amgen, Biogen, Boston Scientic,
Chiron, Eli Lilly, HCA Inc., Johnson & Johnson, Medtronic, Merck, Pzer,
Stryker, Tenet, and the World Bank. Go to uqua.duke.edu/hsmcompanies
or a complete listing o health care companies that have recently recruited
HSM students.
PROMINENT HSM ALUMNI
David Post Director, Strategic
Alliances, Cigna
Thom Herrmann Chie Business
Development Ocer,
Memorial Herrmann
Felecia Williams Vice President o
Medical Aairs/Medical Director,
Seton Family o Hospitals
Kelvin Baggett Strategic
Business Consultant, HCA
Gopal Chopra Medical
Device Entrepreneur; Medical
Device Commercialization
instructor, Duke Universitys
Fuqua School o Business
Todd Creech Vice President o
Finance, Sirion Therapeutics
Robyn Eckermann Director o
Enterprise Program, HCA
Eric Hoefer Product Manager,Genentech
Matt Kane CEO, Precision
BioSciences, Inc.; Winner, 2006
Duke Start-up Challenge
Tom Lehmann Manager,
Accenture
Dan OHearn Manager, Global
Asset Valuation, J&J PGSM
Brandy Salmon Associate
Director, Ofce o Licensing and
Ventures, Duke University
Dan Teleman Director o
Business Development, Pharmos
Colleen Chelini Class o 2007
The HSM program actually helped me step directly
into my summer internship working on Medicare Part
D or one o the J&J companies. They told me they
dont normally take interns because it takes so long
to get people up to speed. It was unusual or them to
take somebody, and they were really impressed that
I was able to step in, understand Medicare Part D,
and do a project based on it. I could do that because I
was able to apply a lot o what I learned in boot campand in the Health Care Policy class.
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Will Mitchell PhD, Proessor o Strategy,J. Rex Fuqua Proessor o
International Management
The pharmaceutical strategy course examines strategy and policy issues
concerning product commercialization, competition, and regulation in the
pharmaceutical industry. We concentrate on actors that are critically important
or pharmaceutical rms, including their strong research intensity, extensive
and complex marketing investments, close ties to the health care system, and
the critical role o government regulations and policy. The overall perspective is
international, with an emphasis on current market and policy developments in
the United States, plus complementary coverage in other markets.
The course takes a molecules to markets overview o the pharmaceutical
strategy. We begin with an introduction to the pharmaceutical R&D process,
emphasizing late stage development issues. We next examine key aspects o
the pharmaceutical commercialization process, including pricing, reimbursement,
promotion, dierences among market segments, and competition between generics
and proprietary products. We continue by considering the management ointer-rm relationships such as pharmaceutical alliances and acquisitions.
Throughout the course, we will consider the industrys strategic responses to
recent developments, including the growth o managed care, global competitiveness,
proposed regulatory reorm policies, and increasing government cost containment
policies in this country and abroad.
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Jeff Moe PhD, Senior Director o Business Development,
Adjunct Associate Proessor
The Duke MBA curriculum ocuses on marketing, nance,
management, decision sciences, economics, etc. In the HSM
Seminar Series, we apply these general business theories and
principles to the health sector. We learn how the sector is both
unique and universal as it applies general management theory
and practice.
We are ortunate that many health care organizations share
their experiences through highly qualied speakers. We also
have aculty rom a variety o disciplines with deep health care
knowledge here at Duke.
I choose speakers who present topical issues which apply,
reveal, and extend the core MBA topics. Working with the
speakers to select cases and background readings, my aim
is to incite a classroom dialogue that moves past the surace
to the undamentals and examines the oten exceptional
circumstances o health care. I have been very pleased by the
quality o the exchange over the past three years. As in any
great classroom experience, I am continually learning rom the
speakers and the students who make it a unique pleasure to
be a part o the HSM program.
HEALTH SECTOR MANAGEMENT
STUDENT SEMINAR SERIES
The HSM seminar series gives
students an opportunity to hear
rom a distinguished group oleaders among the health sector
community. The series is designed
to expand the breadth and depth
o students understanding o
health sector management.
The presentations complement
MBA core course material by
demonstrating applications to the
health sector while also acilitating
interaction between HSM students,
alumni, industry leaders, and
prospective employers.
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OPPORTUNITIES BEYOND THE CLASSROOM
In the Health Sector Management program, we
oten go outside the books to show you where
the heath care sector is headed. We also go
outside the classroom.
As is true with the larger Duke MBA
environment, the HSM program is very much
shaped by student interests and goals. Ourmany student clubs and events provide ample
opportunities or HSM students to make the
most o their time here at Duke Universitys
Fuqua School o Business.
STUDENT LEADERSHIP OPPORTUNITIES
Students can pursue a variety o leadership
opportunities within the HSM program and the
student-run Health Care Club (HCC). There
are various leadership opportunities within the
Health Care Club, including positions ocused on
careers, communication outreach, sponsorship/
development, treasurer, technology, and
chairing the annual all health care conerence.
Additionally, the American College o Health
Care Executives (ACHE) elects a new student
leadership team each year.
Student-led. Student-ocused. Student-enriching.
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Mary Frances Luce
PhD, Proessor o Marketing
State-o-the-art marketing starts with
the customers needs, preerences,
and perceptions. This realization is
crucially important in health care,
as health decisions are very oten
complex, emotion-laden, and made
within a network o providers, payers,
patients, and policy makers. Market-
ing provides the tools and rameworksor making sense o this complexity,
allowing or better products, services,
delivery systems, communication,
and pricing. By leveraging marketing
tools to understand and predict deci-
sion behavior, health care rms can
both increase protability and create
better health outcomes or society.
In my health care marketing course,
my undamental objective is to allow
students to practice analyzing market-
ing situations and making marketing
decisions in demanding, complex
environments. I take the basic, broad
marketing core material as the
starting point or my course, and Iaddress how the general rameworks
and tools or marketing management
covered there must be adapted in
order to address marketing strategy
in the health sector. I try to give my
students tools that they can use to
adapt their marketing strategy as
environmental, political, social, and
technological changes ripple throughthe health sector.
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Jeff Reierson Class o 2008
Co-President, Health Care Club
The Health Care Club is a way or people to get
together and collaborate on contacts. This sharing
o people and past experiences enhances not only
our personal experience in the program, but our
ability to work on projects that beneft the school as
a whole. Working on the Seminar Series has been
great because weve had the opportunity to bring
in speakers that can talk to students about current
topics in the health care industry and issues they are
dealing with every day. I dont think you could fnd
that in a lot o classrooms.
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Amy Van Sach Class o 2008
In some ways, we have antagonistic rules in health care.
Clinicians are always worried about cutting costs and
what that would do to the quality o care. The managers
are always worried about maintaining the quality o care,
but also making sure the bottom line comes out black
instead o red. That was part o my reasoning to come
back to school. Beore coming back, I mostly spoke with
doctors, nurses, and other PTs. And now I eel much
more comortable communicating with insurers and
people who make medical devices and pharmaceuticals.
I have a broader perspective and a broader
communications base across the industry.
HSM AND HEALTH CARE
CLUB-SPONSORED CONFERENCES
Each all the HSM program, in collaboration with the
HCC, hosts a conerence ocused on the health care
industry. The 5th annual conerence is scheduled orNovember 2007 and will ocus on the creativity o
unique products, services, and marketing approaches
in the health business sector.
Additional conerence inormation can be ound at:
uqua.duke.edu/hsmconerences.
AMERICAN COLLEGE OF HEALTH CARE
EXECUTIVES (ACHE)
In the spring o 2003, the HSM program established
the rst Duke University student chapter o ACHE. This
organization provides student members and associates
with the relationships, knowledge, leadership, and
marketability to make their way within the continuously
evolving world o health care management.
More inormation on ACHE can be ound at ache.org.
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CLASS OF
NUMBER
OF STUDENTS WOMEN INTERNATIONAL
2008 73 36% 34%
2007 61 23% 41%
2006 61 29% 37%
2005 74 32% 36%
2004 61 23% 29%
2003 41 21% 25%
HSM at a glance
Blue Devil Weekend gives accepted students the opportunity to
learn more about the HSM program and experience the Duke
MBA culture rsthand. Among the HSM-specic events during
the weekend are aternoon panels in which current HSM
students, administrators, and alumni talk about where the
program has been and where its going. Theres also an early
evening reception or all incoming HSM students. Its a great
way to start your Duke MBA experience.
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For more inormation, contact
THE DUKE MBA
Health Sector Management Program
Duke University
The Fuqua School o Business
One Towerview Drive, A-06 Academic Center
Durham, NC 27708-0120
tel 919-660-7989
fax 919-660-7843
e-mail hsm@uqua.duke.edu
or visit uqua.duke.edu/programs/health
To request application materials, contact
THE DUKE MBA
Oce o Admissions Daytime
Duke University
The Fuqua School o Business
One Towerview Drive
Durham, NC 27708-0104
tel 919-660-7705
fax 919-681-8026
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