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StrategicProgramAssessmentReport
MSMS1
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Introduction__________________________________________________2
MSMSCurrentProgramPortfolio_________________________________3
ProgramStrategy 4POExecutiveCouncilMembershipRecruitment&RetentionBoardofDirectorsHouseofDelegatesAMADelegationCountyMedicalSocietiesMedicalStudentSectionOtherSectionsMSMSAllianceEducationProgrammingContinuingMedicalEducationElectronicMediaMichiganMedicineEngageGuides/Checklists/AlertsLobbyingPolicyDevelopmentGrassrootsPracticeManagement&HITCoding&ReimbursementAdvocacyLegal&RegulatoryAdvocacyDPAFormsMSMSPracticeSolutionsPSIManagement/ConsultingPIAPCVSWealthCareAdvisorsQuantumMedicalConcepts
TABLEOFCONTENTS
MSMS2
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Appendix1:BackgroundWorksheets____________________________17
Appendix2:GenericProgramStrategies __________________________53
IntroductionStrategicProgramAnalysisinvolvesanassessmentofbothcurrentandpotentialprogramsinthreedimensions:
1. ProgramAttractiveness:Factorscontributingtojudgmentsaboutwhethertheprogramisattractivetotheorganizationasabasisforcurrentandfutureresourcedeployment
2. CompetitivePosition:Factorscontributingtojudgmentsaboutwhethertheorganizationisinastrongpositiontosupporttheprogram
3. AlternativeCoverage:Theextenttowhichotherorganizationscan,ormaybepositionedtoservethesameclientsthroughsimilarprograms
Theapproachisbasedonthreeassumptions:
1. Therearemoreopportunitiestorespondtomemberneeds,wantsandexpectationsthanthereareresourcestomeetthoseexpectations.
2. Giventheneedforresources,theorganizationgenerallyshouldnotdirectlyduplicatetheservicesofotherorganizations.
3. Focusisimportant.Providingmediocreorlowqualityprogramsinmanyareasisinferiortoprovidinghigherqualityprogramsinresponsetoasetoffocusedinterests.
MSMSleadersgatheredonSeptember12and13,2016todiscusssixprogramsofferedbyMSMS.Theyreviewedbackgroundpaperspreparedbythestaffanddiscussedstrategiesformovingforward.Theappendixincludesthecompletebackgroundpaperforeachoftheprograms.
MSMS3
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
MSMSCurrentProgramPortfolio
PROGRAMATTRACTIVENESS
High Low IAggressiveCompetition
IIAggressiveGrowth
VBuildupBestCompetitor
VISouloftheOrganization
COMPETStrongITIVE
IIIOrderlyDivestment
IVBuildStrengthorSellOut
VIIAggressiveDivestment
VIIIForeignAidorJointVenture
POSIWeakTION
High
Low
High
Low
ALTERNATIVECOVERAGE
MSMS4
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
ProgramStrategyProgram:POCouncil
• ProgramAttractiveness–HIGH• CompetitivePosition–WEAK• AlternativeCoverage–LOW
GenericStrategy:BuildStrengthorSellOutRecommendedProgramStrategy:BuildStrengthKeyChallenges
Thisisanewprogramwithlittlehistory.Developingacleatunderstandingtheaudienceneedsiscritical,particularlythosePOsnotcurrentlyparticipating.CurrentPOmembersarecompetitorsbutunderstandtheneedtocometogether.Currentparticipantsknowtheyneedtounderstandthecommonenvironmentsotheycancompeteagainsteachother(likeatradeassociation).
OrganizationalImplications
TheremaybeanorganizationalconflictbetweenPO (group)and individualmembers. Who isdoesMSMSrepresent?Theyarecustomersofthesubsidiary.Individualphysiciansmay(ormaynot)bemembers.Therewasadecisiontochargeasignificantfeetogainstronginvestment.Thereare30–40engagedPOs.
MSMS5
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Program:MembershipRecruitmentandRetention
• ProgramAttractiveness–HIGH• CompetitivePosition–WEAK• AlternativeCoverage–LOW
GenericStrategy:BuildStrengthorSellOutRecommendedProgramStrategy:Re-OrganizeMembershipstructureandParticipationOptionsKeyChallenges
• Competition(multiplespecialtysocieties)• Physician’sabandoningsmallgroupandindividualpractices• Freeriderbenefits(advocacy)• Limitedtimewithphysiciansduetotheirschedulesandpressures.• Translationissue(helpingphysicians/practicesunderstandwhatMSMSbenefitsexactlyare–uplifts
exampleforPCP)–howcanwegetlawmakerstogiveuscredit
OrganizationalImplications• Decliningrevenuedecreasestheresourcesavailabletodothenecessarywork• NeedtocommunicatetheROIofmembershipinrealdollarterms• TheneedtocommunicatetheeffectivenessofMSMS’swork.
Program:BoardofDirectorsGenericStrategy:Thenatureofthisactivitydoesnotlenditselftothestructureofthisanalysis.Thefollowingisasummaryofthebackgroundanddiscussion.
KeyChallengesTheappropriatesizeoftheboardisanongoingquestion.Theessentialmeasureistheexistenceofadiversityofperspectives.Changesinthephysiciandemographiccausemanyboardseatsthatwerefilledbymid-careerphysicianstobefilledbylate-careerphysicians.Seatsarecurrentlyfilledgeographically–theonlysetcriteria.Shoulditshifttoperspectivebalanceratherthangeographicrepresentation?Thereisalsoasignificant,$500,000subsidy.Strengthsoftheboard:
• Diversityofpracticespecialty,geography,academic,clinical,demographic.Geographyistheonlyguaranteed.
• Cleardecision-makingbetweenhousemeetings.• Ideologicallywideperspective• Understandsthebalanceofpowers–inputvs.decision-making
MSMS6
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Roomforimprovement:• Board’sinabilitytovoteinthehouse• Dualpolicymakingabilitybetweentheboardandhouse• Clarityofresponsibilitytosupporttheorganization(recruitmentexpectations,etc)• NotmanyPOleadersatthetable• Theboardhasshiftedfrom25membersto45toitscurrentmembershipof35.• Agreaternumberofdecision-makersand/orphysiciansinleadershippositionsshouldserveonthe
board.Theorganizationneedsthefollowingfromtheboard:
• Awidevarietyofperspectives.• Direction• Oversight• Budget
OrganizationalImplicationstoanychanges:Relationshipwithmembershipstructure.Program:HouseofDelegates
GenericStrategy:Thenatureofthisactivitydoesnotlenditselftothestructureofthisanalysis.Thefollowingisasummaryofthebackgroundanddiscussion.Strengths:
• Highlydedicatedgroupofpeople–thereisprideinparticipation.• Itisaplaceforclearprocess.• Ithasprovidedabackstoponsomeissuesandabuffertoprovidetimeandpatience.• Itmaintainsafocusonpublichealthandpatientcenteredissues.• LeadershipidentificationhasbeenastrongpartofthehistoryoftheHoD.• Participationbuildsastrongsenseofcommunity
Challenges:
• Notrepresentativeofthebroadphysiciancommunity• Studentsaredisproportionatelyrepresentedbaseduponlimitstootherparticipants• Concentratedandtimeintensiveplaceslimitsonbroadparticipation.• Aginginmultipleways.• Decliningparticipation• Limitedperspectivesduetoalackofdiversity• Thereisahighcostforthequalityoftheoutcomes• Resolutionsdonotalwaysreflecttheneedsoftheassociationorfocustimeonissuesthatneed
discussion.Inabilitytosubmitresolutionsbystaffandboardcreatebarrierstothistypeoffocus.OrganizationalImplications:Thereisaneedtofocusoncriticalissuestoallphysicianswithinputfrombroadperspectives.
MSMS7
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Program:AMADelegation
• ProgramAttractiveness–LOW• CompetitivePosition–STRONG• AlternativeCoverage–LOW
GenericStrategy:SouloftheOrganizationRecommendedProgramStrategy:SouloftheOrganization.ItisnecessarytosendrepresentativestotheAMAHoDbutMSMSshouldlookatwaystodecreasethecostincludingsendingasfewasonedelegatetorepresentall22votes.KeyChallenges
• Cost
OrganizationalImplications• Fundsandtimemaybebetterspentonotherprograms
Program:CountyMedicalSocieties
• ProgramAttractiveness–LOW• CompetitivePosition–WEAK• AlternativeCoverage–HIGH
GenericStrategy:OrderlyDivestmentRecommendedProgramStrategy:BuildStrengthorSellOut
Thereshouldbeatransitiontoanewregional/countystructuremorecloselyalignedwithcurrentphysicianpracticesystems.MSMSshouldestablishanewsetofaccountabilitystandardsforthecharteredorganizations.ThiswouldalsocommitMSMStoworkwiththosewhoneedtoadjustandadapttothenewstandards.Localconnectionstomembersarecriticaltotheorganization.Thevalueoftheinvestmentneedstobeclear.
KeyChallenges:
Thereisastrongconnectionbetweenlargegroupsandonecountyinparticularandbaseduponthestrengthsofstrongcounties.Thisisnottrueofothers.Itisnotclearthatgeographicrepresentationiscriticaltogovernanceandplanningfortheorganization.Divestmentmaybereceivedpoorlybystrongercounties.
OrganizationalImplications:
Significantchangestothehistoricstructurewhichmaycreateresistancetomanyinleadership.Thereneedstobea“replacement”tomaintainstrongconnectionsandbuildanewstructure.Leadership
MSMS8
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developmentopportunitieswillneedtobeadjustedandadapted.Theremayneedtobetoolsforlocal,employedphysicians.Needtocontinuetoallowforsuccessofthosecountiesthatarecurrentlysuccessful.
Program:MedicalStudentSection
• ProgramAttractiveness–HIGH• CompetitivePosition–WEAK• AlternativeCoverage–HIGH
GenericStrategy:OrderlyDivestmentRecommendedProgramStrategy:BuildStrengthofSellOut
TheprogramstrategymightbesouloftheorganizationsincetheremaybemorevalueforotherstatesthanMichiganitself.
KeyChallenges:
ResourcesareutilizedtosendstudentstotheAMAHouseofDelegates.ThereisasignificantchallengeconnectingwithstudentswhoarelikelytostayinMichigan.MoststudentspracticeoutsideofMichigan.TheprogramneedstoidentifyandprovidevaluetostudentsmostlikelytoremaininMichigan.StudentsaremostlikelytoconnectwithandjoinAMSA.
OrganizationalImplications:
Integratingmedicalstudents,potentialfutureMSMSmembers,hasbeenasignificantchallengeforstatemedicalsocietiesfordecades.Therearecleartrade-offstoincreasingstudentengagement,particularlythosewhomightbeidentifiedasremaininginMichigan.ItisclearfromthediscussionthatastrategybeyondsubsidizingparticipationintheAMAHoDshouldbeidentified.
Program:OtherSections
• ProgramAttractiveness–HIGH• CompetitivePosition–WEAK• AlternativeCoverage–HIGH
GenericStrategy:OrderlyDivestmentRecommendedProgramStrategy:
Residentsection-BuildStrength.
MSMS9
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
IMGandOMSS–orderlydivestment–transitiontointegrationwithoutsegmentation.YoungPhysician–orderlyintegration.
KeyChallenges:
• TheIMGdynamicischangingfromwhenitwascreated.ThismaycontinueasaresultoftheincreasingnumberofmedicalstudentstrainingoutsidetheUS.
• OMSSisveryinactive.OMSSchangesneedtobecomepartofthePOdiscussion.• Thechallengewiththeresidentsectioniscompetitionwithspecialtyidentificationandmembership.
Residentstrategiesmayinvolveastrongerconnectiontothespecialtysocietiesdefiningthesynergybetweenthetwo.Anystrategytobuildtheresidentsectionshouldincludedirectengagementwiththeprogramdirector.
OrganizationalImplications:
ThereneedstobeanexaminationofareasofsynergywithotherprogramssuchasPO.Inaddition,anassessmentofstaffand/orcommitteeresponsibilities,time,andmeasurementsofsuccess.
Program:MSMSAlliance
• ProgramAttractiveness–LOW• CompetitivePosition–WEAK• AlternativeCoverage–LOW
GenericStrategy:ForeignAidRecommendedProgramStrategy:OrderlyDivestmentKeyChallenges
• Eliminatingtheformalrelationship• Donationstothefoundationmaybemoredifficult• Somecountieshaveorganizedandactivealliances
OrganizationalImplications
• Theallianceiscurrentlydiminishinginnumbersandactivity.
NOTE:Aretheirservicesavailabletohelpmembership,MDPAC,Foundation,etc?Program:EducationalProgramming
MSMS10
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
• ProgramAttractiveness–HIGH• CompetitivePosition–STRONG• AlternativeCoverage–HIGH
GenericStrategy:AggressiveCompetitionRecommendedProgramStrategy:AggressiveCompetitionwithafocusonuniqueeducationalofferingsthatareatMSMScore–practicemanagement,economics,businessofmedicine,etc.KeyChallenges
Thestrengthisinnon-clinicaleducation.FocusingontheeducationalsweetspotforMSMSandunderstandingothersstrengthswillbecriticaltoconnectingtomembersandcontinuingsuccesswithprogramming(non-clinicalvs.clinical,demographicsoftheprofession,lookingatthefuture,etc).Alsolookingatinnovativeeducationalmethodologiesiscritical–focusonwhatneedstobelearnedratherthanthemethodofteaching.
OrganizationalImplicationsASMistheonlyplacesomeresidencieswillbringtheirresidents.Thisconnectsbacktoconnectingtoresidentswithoutafocusontheresidentsection.
MSMS11
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Program:ContinuingMedicalEducation
• ProgramAttractiveness–LOW• CompetitivePosition–STRONG• AlternativeCoverage–LOW
GenericStrategy:SouloftheOrganizationRecommendedProgramStrategy:Maintainandlookforopportunitiesleverageconnectionswithorganizationsutilizingtheaccreditationservices.KeyChallenges
Itisacriticalserviceandwouldbemissedifitdidnotexist,butisnothighlyvaluedbymembers.OrganizationalImplications
Couldbecomeanenhancementtogroupmembership.
Program:ElectronicMedia
• ProgramAttractiveness–HIGH• CompetitivePosition–STRONG• AlternativeCoverage–HIGH
GenericStrategy:OrderlyDivestmentRecommendedProgramStrategy:BuildStrengthinnichefortargetedcontentandmarketsKeyChallenges
• Time• -ThespaceiscrowdedwithMSMSnotaprimarysource(websiteuseisdeclining)• Advertisingsales• Communicationswithmembersisnecessaryandrequirescleardecisionstopushcontentoutthatis
relevant,timely,andtargeted.• Needtocontinuetoexploresocialmediaoptions
OrganizationalImplications:
• Nothavingpresencenorpropercommunicationsisnotanoption• Websiteneedstoconnecttousefulcontentthroughothersocialmediatools• Examinecontractingwithmulti-mediaoutlets
MSMS12
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Program:MichiganMedicine
• ProgramAttractiveness–MARGINAL• CompetitivePosition–WEAK• AlternativeCoverage–HIGH
GenericStrategy:Aggressive/OrderlyDivestment(ifattractivenessishigh),SouloftheOrganization(ifattractivenessislow)RecommendedProgramStrategy:SouloftheOrganizationKeyChallenges
• Advertisingrevenuedeclining• Readersareoldermembers• Generatingcontentisasignificantchallenge
OrganizationalImplications
• Notdeliveringaproductthatbeganin1902(souloftheorganization)• ItispartoftheMSMSbrand• Eliminatingaperceivedmemberbenefit• Canthecontentandbrandbeconnectedtointeractivecontent?
Program:Engage
• ProgramAttractiveness–HIGH• CompetitivePosition–STRONG• AlternativeCoverage–LOW
GenericStrategy:AggressiveGrowthRecommendedProgramStrategy:AggressiveGrowthKeyChallenges
• MembersOnly
OrganizationalImplications
Program:Guides,Checklistsand/orAlerts
• ProgramAttractiveness–HIGH
MSMS13
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
• CompetitivePosition–STRONG• AlternativeCoverage–LOW
GenericStrategy:AggressiveGrowthRecommendedProgramStrategy:AggressiveGrowthKeyChallenges
• Manylawfirmsoffersimilarinformation• Timecommitmenttoproduceandmakingsurethetopicsarecurrent.• Shelflife• Relevancetodayvs.insixmonths;timingofcommunications
OrganizationalImplicationsConfirmationofbenefits;theneedtocommunicatethevaluetothephysician.
Program:Lobbying
• ProgramAttractiveness–HIGH• CompetitivePosition–STRONG• AlternativeCoverage–HIGH
GenericStrategy:AggressiveGrowthRecommendedProgramStrategy:AggressiveGrowthKeyChallenges
• Hardtomonetize• Freeloaders;whenthereisasuccess,itisnotattributedtoMSMSandbenefitsallphysicians• Advocatingforanissue,itmayalienateaportionofourmembers• Doctorsdon’trealizehowinfluentialtheycouldbe;it’shardtosellonwhathasn’thappened;sellingfear
isachallenge
OrganizationalImplications
Program:PolicyDevelopment
• ProgramAttractiveness–HIGH• CompetitivePosition–STRONG• AlternativeCoverage–LOW
GenericStrategy:AggressiveGrowth
MSMS14
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
RecommendedProgramStrategy:AggressiveGrowthKeyChallenges
• Breadthofissuesareinfinite• Magnitudeofchangesaredifficult;makingthemupastheygo.
OrganizationalImplications
• DoctorsperceiveMSMSisn’thelpingthemifalawwedonotsupportpasses.
Program:Grassroots
• ProgramAttractiveness–HIGH• CompetitivePosition–STRONG• AlternativeCoverage–LOW
GenericStrategy:AggressiveGrowthRecommendedProgramStrategy:AggressiveGrowthKeyChallenges
• Increasingemploymentofphysicians• Needingmoremoney…thisisatoolassociatedwithstrategicadvocacy• Alienatingcertainphysicianswhodonotlike“supported”candidates
OrganizationalImplications
Program:PracticeManagementandHIT
• ProgramAttractiveness–HIGH• CompetitivePosition–WEAK• AlternativeCoverage–HIGH
GenericStrategy:AggressiveCompetitionRecommendedProgramStrategy:AggressiveCompetitionKeyChallenges
OrganizationalImplications
• Financial,ifareimbursementpolicyischanged,physicianscouldlosemoneyandultimatelynegativelyaffectmembership
MSMS15
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Program:DPAForms
• ProgramAttractiveness–Low• CompetitivePosition–Weak• AlternativeCoverage–LOW
GenericStrategy:ForeignAidorJointVentureRecommendedProgramStrategy:SellorLicenseKeyChallenges
OrganizationalImplications
Program:MSMSPracticeSolutions
• ProgramAttractiveness–LOW• CompetitivePosition–WEAK• AlternativeCoverage–HIGH
GenericStrategy:BuildUptheBestCompetitor
RecommendedProgramStrategy:KeyChallenges
OrganizationalImplications
Program:MSMSPhysiciansInsuranceAgency
• ProgramAttractiveness–HIGH• CompetitivePosition–STRONG• AlternativeCoverage–HIGH
GenericStrategy:AggressiveCompetitionRecommendedProgramStrategy:CompetitionKeyChallenges
MSMS16
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
OrganizationalImplications
Program:PCVS
• ProgramAttractiveness–HIGH• CompetitivePosition–STRONG• AlternativeCoverage–LOW
GenericStrategy:AggressiveGrowthRecommendedProgramStrategy:AggressiveGrowthKeyChallenges
OrganizationalImplications
Program:WealthcareAdvisors
• ProgramAttractiveness–LOW• CompetitivePosition–WEAK• AlternativeCoverage–LOW
GenericStrategy:ForeignAidorJointVentureRecommendedProgramStrategy:KeyChallenges
OrganizationalImplications
Program:QuantumMedicalConcepts
• ProgramAttractiveness–HIGH• CompetitivePosition–STRONG• AlternativeCoverage–LOW
GenericStrategy:AggressiveGrowthRecommendedProgramStrategy:AggressiveGrowthKeyChallenges
OrganizationalImplications
MSMS17
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Appendix1:BackgroundWorksheets
Program:POCouncil
ProgramObjectives/ValueProposition(To…):TheMSMSExecutiveCouncilofPhysicianOrganizationsisanentitytosupportitspartnersinpursuitofhigherquality,lowercostsandanenhancedclinicalexperienceforphysiciansandpatients.TheExecutiveCouncilofPhysicianOrganizationsprovidesaforumforlike-mindedleaderstodevelopcommonstrategiesandsolutionstoachievethesegoals.Physicianorganizationleadersmeetquarterlytodiscussthemovementawayfromfee-for-servicetofee-for-valueandhowtobestachieveall-payer,all-patientpopulationhealthmanagement.Thetwotopprioritiesinpursuitofthesegoalsarethealignmentofcommonqualitymetricsacrossall-payer,all-patientinitiativesandtheoptimizationofhealthinformationtechnologyorhealthdataexchangeinfrastructuredesign.TheExecutiveCouncilcreatedthePhysician-PayerQualityCollaborative(PPQC)toengagegovernmentandcommercialpayersinanefforttofocusqualityimprovementeffortsaroundacoresetofmeasuresandstandardizeperformancereportstohealthplans.PartnerorganizationsontheExecutiveCouncilalsohaveanumberofeducationaloradvocacyactivitiesprovidedbyMSMSbasedontheneedsoftheirphysicians.ThisincludescustomizedCMEeventsatalocallevel,accesstoMSMSstaffcontentexpertsandorganizationofregulatoryorlegislativeadvocacycampaignsorvisits.TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):ThetargetmarketiscomprisedoftheexecutiveandphysicianleadersofthephysicianorganizationsthatparticipateinBCBSM’sProviderGroupIncentiveProgram(PGIP.)Currentlythereare44BCBSMPGIPorganizations,listedatthebottomofthepagehere.TheprimarytargetsarethoseorganizationsthatoperateanIndependentPracticeAssociation(IPA)modelwiththesecondarytargetsasthelargehealthsystemsthatrepresentamajorityofemployedphysicians.TheIPAmodelismoresuitedtovaluethetraditionalbenefits,servicesandresourcesprovidedbyMSMS.MemberSurveyFeedback(ifavailable):n/aAlternativeProviders(currentorpotential):[i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]InMichigan,theorganizationwiththemostsimilargoalsistheMichiganPrimaryCareConsortium(MPCC).Theychargephysicianorganizationsanannualfeetoparticipateinactivitiesdesignedspecificallytosupportprimarycare.ThereareothernationalorganizationssimilarsuchasthePatient-CenteredPrimaryCareConsortium(PCPCC)andtheInstituteforHealthImprovement(IHI).
MSMS18
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
FinancialPosition:Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?Ataminimum,revenuefromtheExecutiveCouncilshouldcoverthestaffexpensesforitsactivities.Ideally,theExecutiveCouncilwouldbeanetrevenuegeneratorforMSMS.Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?Revenueoverexpenses.Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years?Theprogrambeganin2015andfrom2015to2016therevenuestreamincreasedslightly.It’sprojectedtocontinuetogrowin2017viaaffiliatedpartnershipswithmorepotentialgrowthinfutureyears.Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?Seeattached.Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture?TheopportunityisinthenumberofPGIPphysicianorganizations.Withonly12POscurrentlyontheExecutiveCouncil,thereare32remainingpotentialpartnerstorecruit.ThereisadditionalopportunitytoidentifyinitiativesoractivitiesundertheguidanceoftheExecutiveCouncil.Forinstance,thePhysician-PayerQualityCollaborativehasimprovedthevaluepropositionandhasthepotentialtoattractrevenuefromothersourcessuchasstateand/orfederalgrants.ThechallengesaretocontinuetosellanddemonstratethevaluepropositionoftheExecutiveCouncil.Whiletheannualpartnershipfeeof$20,000isthoughttobereasonable,physicianorganizations–particularlyinindependentpracticemodels–havelimitedmarginsandcompetingresourceneedsthatmoredirectlyimpacttheiroperationalsuccess.TheExecutiveCouncilmustcontinuetoidentifytheprioritiesofthephysicianorganizationcommunityandincorporatetheseprioritiesintoallitsactivities.Anotherchallengeistherateofgrowthamongemployedphysiciansandevenlargeindependentphysicianorganizations.Manyofthebenefitstraditionallyprovidedtoindividualphysiciansorindividualphysicianpracticesarebeingadministeredbysuchgroups.Manyoftheseorganizationsarebecomingsolargetheyfeeltheycanreachtheiradvocacy,educationaloroperationalgoalsontheirownanddonotseeaneedforparticipationinthelargercollectivevoiceprovidedbyorganizedmedicine.Program:MembershipRecruitment&Retention
ProgramObjectives/ValueProposition(To…):TheobjectiveofthisprogramistokeepthecurrentduespayingmembersofMSMSengagedandseeingthevalueoftheirmembershipandconvincenon-memberphysicianstojoinMSMS.WedothisbyhighlightingtheachievementsofMSMS,theworkwedoonbehalfofeachphysicianinMichiganandshowingthemanydifferentwaysthatmemberphysicianscanseeafinancialreturnontheirinvestment.Thisincludesbreakdownsofbenefits
MSMS19
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
andachievementsbasedonspecialty,geographicalareaandanyotheruniquecharacteristicsthatwecanidentify.Membershiprecruitmentandretentionisayearroundendeavorandthemembershipdepartmentworkscloselywithcommunicationsstafftodevelopthebeststrategiestoengageourmembersandpotentialmembers.Withmoreandmorephysiciansbecomingemployed,ithasbecomeimperativethatMSMScontinuetousenewcommunicationvehiclestoshowthevalueofcontinuedmembershiptoallMichiganphysiciansandotherentitiesthatmakedecisionsonhowduesdollarsareallocated. TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):OurprimarymarketisMichiganphysicians.Historically,thesearephysicianswhohavetendedtobeinprivatepracticeandhavebeenmovingmoreandmoreintoemployedmodels.Whensurveyedthesephysicianstendtoidentifyadvocacy,accesstoinsurance,supportoftheprofession,andpracticeresourcesasthereasonstheybelongtoMSMS.Oursecondarymarketisprimarilymadeupofpeoplewhoarenotphysicians,butdomakemembershipdecisions.Thisgroupismadeupofpracticemanagersatlargegroups,PhysicianOrganization(PO)leadershipandhospitaladministrators.ThismarketisnormallylookingforMSMStoprovidebenefitsthataremoretangibleandhavelesstodowithsupportingtheprofessionofmedicine.ThecommunicationeffortstothisgroupfocusontheabilityofMSMStotailoreducationalcourses,practiceassistance,payeradvocacyandothereffortstotheneedsofthelargegrouporPO.Thismarketisalmostexclusivelybottomlinedrivenandislesslikelytojoinorchoosetohavetheirphysiciansremainmembersjusttosupporttheprofession.
MemberSurveyFeedback(ifavailable):
AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?Wearecompetingagainsthundredsofothermedicalsocieties,manyofwhomwepartnerwithonlegislativeadvocacy,forincreasinglyscarceduesdollars.Eachtypeofphysicianspecialtyandsub-specialtyhasitsownsociety.Manyhavebothnationalandstatelevelsocieties.Physicianshaveanaturalaffinitytowardstheseorganizationsandwilloftentimesjointhemfirst,beforeconsideringlargerumbrellaorganizationslikeMSMSandtheAMA.Eachoftheseorganizationswilloftentimesemployorcontractwithalobbyingfirmtodopoliticaladvocacyforthem.MSMSisalsocompetingagainstPhysicianOrganizations(PO’s).PO’shaveeffectivelyorganizedlargenumbersofprivatepracticephysiciansandhavereplicatedmanyofthebusinessfocusedservicesthatMSMShashistoricallyoffered.PO’shavenotyetexpressedaninterestinbecomingpoliticallyactiveentities. FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?
MSMS20
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ThegoalofthisprogramistoretainandrecruitasmanymembersonayearoveryearbasisandhelpfinanciallysupportMSMS.Ifthisprogramissuccessful,theneedtocountonothersourcesofrevenuearediminishedanditassistsinoureffortstomakesurethatMSMSremainsastrongandfinanciallysecureorganization.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?Thisprogramgeneratesrevenueoverexpenses.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years?Duetoanincreaseinphysicianretirementandphysiciansbecomingemployed,thisprogramhasbeentrendingdown.Wehaveseensomesignsofmoderationofthattrend,buttheexpectationisstillforacontinuingofthedownwardtrendin2017. Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture?ThefiscalchallengesforthisprogramarethesameastheyarefortheotherprogramswithinMSMS.InorderforMSMStoproperlymeetitsmissionitneedsrevenue.TheopportunityforthisprograminthefutureiswithanincreaseinmembershiprevenuethatMSMSwillhavetheresourcesavailabletoittohaveabroaderreachandlargerimpactonthelivesofphysicians.Thiswouldmaketheyearroundefforttoshowvaluetoourmemberseveneasier. Program:BoardofDirectors
ProgramObjectives/ValueProposition:TheBoardofDirectorsistheexecutivebodyoftheSocietyandmeetsperiodicallythroughouttheyeartooverseeimplementationoftheorganizationspolicyandlegislativeagenda,financialoperations,membershipgrowthandotherorganizationalactivities.AsdescribedinbylawstheMSMSBoardofDirectorsresponsibilitiesareto:
• MakecarefulinquiryintotheconditionoftheprofessionineachcountyintheState,increaseinterestatthelocallevelandpromotephysicianengagement.
• TodirectandcontrolthepublicationoftheJournaloftheMichiganStateMedicalSociety.• ToprovideandmaintainsuchheadquartersforthisSocietyasmayberequiredtoconductitsbusinessproperly• TorenderanAnnualReporttotheHouseofDelegates.• Overseethedisbursementoffundsandborrowmoneyasneeded.
Onapracticallevel,theBoardofDirectorsactsonbehalfofthemembershipasneededbetweensessionsoftheHouseofDelegates.Itiscomposedofdistrictdirectorswhicharegeographicallyelected,officerelectedbytheHouseofDelegates,andrepresentativesnominatedbythevarioussectionsandformallyelectedbytheHouse.Eachisresponsibleforbringingpertinentinformationfromtheirconstituencytotheboarddiscussionsandconveyinginformationback,aswellasengagingphysiciansintheorganization’sactivities.
MSMS21
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):TheBoardservesthegeneralmembershipandcarriesoutpoliciesenactedbytheHouseofDelegates.MemberSurveyFeedback(ifavailable):
AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]
FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?TheoperationoftheBoardofDirectorsisafundamentalresponsibilitydescribedintheMSMSbylawsandisnotexpectedtogeneraterevenue.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?TheoperationoftheBoardissubsidized.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years?BecauseoftheimpactofdemographicandmarkettrendsonMSMSmembersandsubsidiaryrevenue,themidsummerboardmeetingwaschangedfromamulti-dayupnorthretreattoaonedayboardmeetingatMSMSheadquarters.Thisresultedinasavingsofapproximately$70,000.Forthecomingyear,plansarebeingmadeforadayandahalfmeetinginEastLansing,withsomefamilyactivitiesandagroupdinner.Thiswillallowtheboardtotestoutanotherwaytodevelopcollegialrelationshipsasagroupwithouttheaddedexpenseoftheoldformat.Thebudgetwillincreaseabout$15,000nextyearforthispurpose.Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?Seeattached.Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture?
Norevenue.It’ssubsidized.
Program:BoardofDirectors
MSMS22
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
ProgramObjectives/ValueProposition:TheBoardofDirectorsistheexecutivebodyoftheSocietyandmeetsperiodicallythroughouttheyeartooverseeimplementationoftheorganizationspolicyandlegislativeagenda,financialoperations,membershipgrowthandotherorganizationalactivities.AsdescribedinbylawstheMSMSBoardofDirectorsresponsibilitiesareto:
• MakecarefulinquiryintotheconditionoftheprofessionineachcountyintheState,increaseinterestatthelocallevelandpromotephysicianengagement.
• TodirectandcontrolthepublicationoftheJournaloftheMichiganStateMedicalSociety.• ToprovideandmaintainsuchheadquartersforthisSocietyasmayberequiredtoconductitsbusinessproperly• TorenderanAnnualReporttotheHouseofDelegates.• Overseethedisbursementoffundsandborrowmoneyasneeded.
Onapracticallevel,theBoardofDirectorsactsonbehalfofthemembershipasneededbetweensessionsoftheHouseofDelegates.Itiscomposedofdistrictdirectorswhicharegeographicallyelected,officerelectedbytheHouseofDelegates,andrepresentativesnominatedbythevarioussectionsandformallyelectedbytheHouse.Eachisresponsibleforbringingpertinentinformationfromtheirconstituencytotheboarddiscussionsandconveyinginformationback,aswellasengagingphysiciansintheorganization’sactivities.TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):TheBoardservesthegeneralmembershipandcarriesoutpoliciesenactedbytheHouseofDelegates.MemberSurveyFeedback(ifavailable): AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]
FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?TheoperationoftheBoardofDirectorsisafundamentalresponsibilitydescribedintheMSMSbylawsandisnotexpectedtogeneraterevenue.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?TheoperationoftheBoardissubsidized.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years?
MSMS23
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
BecauseoftheimpactofdemographicandmarkettrendsonMSMSmembersandsubsidiaryrevenue,themidsummerboardmeetingwaschangedfromamulti-dayupnorthretreattoaonedayboardmeetingatMSMSheadquarters.Thisresultedinasavingsofapproximately$70,000.Forthecomingyear,plansarebeingmadeforadayandahalfmeetinginEastLansing,withsomefamilyactivitiesandagroupdinner.Thiswillallowtheboardtotestoutanotherwaytodevelopcollegialrelationshipsasagroupwithouttheaddedexpenseoftheoldformat.Thebudgetwillincreaseabout$15,000nextyearforthispurpose.Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?Seeattached.Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture?
Norevenue.It’ssubsidized.
Program:HouseofDelegates
ProgramObjectives/ValueProposition(To…):
MSMSBylawscurrentlyrequiresatleastonemeetingofthedelegatebodyperyear.TheMSMSHouseofDelegatesprovidesmemberstheopportunitytosubmit,debateandapprovepolicy.
TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):
Approximately200delegatesattendtheHouse.
MemberSurveyFeedback(ifavailable):
AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?] Stateandnationalspecialties,AMA. FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?
Subsidized.
MSMS24
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?
Subsidized.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years? Revenuehasremainedfairlyconsistentoverthelast5years.
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture? Expenseshavedecreasedsignificantlyprimarilyduetoeliminatingonedayfromtheagenda.Sponsorshipsandexhibitrevenuecontinuetobechallengingformanyreasons.Delegatestendtobeolderandmanyareretired.Commercialentitiesprefertofocusonspecialtyeventswithyoungerattendees.Additionally,manyphysiciansdonotenjoyvisitingwithexhibitors.
Program:AMADelegation
ProgramObjectives/ValueProposition(To…):
TheprimaryobjectiveoftheAMADelegationistoprovideMichigan’sperspectiveinAMApolicy.MSMSsendsapproximately20resolutionsperyeartotheAMAforaction.AMApolicyincludesnationalreimbursementpolicy,publichealthprioritiesandregulatoryhassles.
TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):
PrimarycustomersarethemembersoftheAMADelegation.However,theyrepresentallMSMSmembers.
MemberSurveyFeedback(ifavailable): None
AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]
Nationalspecialtysocietiesprovidesadvocacy.
FinancialPosition:
Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?
MSMS25
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Subsidized.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?
Subsidized.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years? N/A
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture? N/A
Program:CountyMedicalSocieties
ProgramObjectives/ValueProposition(To…): Theobjectiveofthisprogramistoprovidethenecessarymembershipdata,billing,andphysicianrecruitment/retentiontothecountymedicalsocieties(CMS).MostoftheworkputintothisprogramisbasedonsupportingtheCMSthatarelargeenoughtohavetheirownstaff.TheCMSdonotdoanyoftheirownbillingandtheamountoftimeandresourcestheyputintomembershiprecruitment/retentionvariesgreatlybycounty.Thesamecanalsobesaidfortheamountofinformationthattheykeeporattempttosecureontheirownphysicians.Monthlycallswiththecountyexecutivesaboutcurrentactivitiesarepartofthisprogram. TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments): TheCMSareourprimaryaudience.95%ofoureffortsinthisprogramarespentwiththestaffedCMS.MostCMSthatdonothaveatleastparttimestaffarelargelydormant.MemberSurveyFeedback(ifavailable):
AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]
MSMS26
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
NootherorganizationinteractswiththeCMSlikewedo.SomeCMSdohavealooserelationshipwiththeAmericanMedicalAssociationorareactivepartnersinlocalpublichealthconsortiums.
FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)? MSMSdoesnotreceiveanyrevenuefromtheCMS.Wehandleallbilling,paymentprocessinganddatabasemanagement.SomeCMSareactiveandwillingpartnersinoureffortstorecruitandretainmembers,butthoseeffortsaremostlylimitedtoaveryfewcounties.Thisprogramissubsidized. Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?ThisprogramissubsidizedbyMSMS.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years?NorealrevenuestreamfromtheCMSexists.Aspartoftheoverallmembershipefforts,thatrevenuestreamhasbeentrendingdownward.
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture? ThechallengesfortheCMSaresimilartothatofMSMS.Inordertoremainfinanciallyviable,theyneedtoillustratevaluetophysicians.Also,thefactthatsomeCMScontinuetochargeduesanddonotprovideanythingofvaluehasbecomeaproblemforMSMSasmembershipinaCMSisrequiredtobeamemberofMSMS.
Program:MedicalStudentSection
ProgramObjectives/ValueProposition(To…):
Theobjectiveoftheprogramistofirstrecruitandthenengagemedicalstudentsinorganizedmedicine,withthegoalofkeepingthemengagedthroughresidencyandintopractice.RecruitmentisdoneatallsixallopathicmedicalschoolsinMichigan,withthestudentselectingtheirownleadershipandsendingthemtoboththeMSMSandAMAHouseofDelegates.
TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):
MSMS27
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Thetargetaudienceisfirst,second,thirdandfourthyearmedicalstudents. MemberSurveyFeedback(ifavailable):
AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]
TheAmericanAssociationofMedicalStudentsandtheAMAdoprovidethemostanalogousalternativeformsofengagementformedicalstudents.WedoactivelyrecruitwiththeAMAtoencouragemedicalstudentstojoinbothorganizations,butsomemedicalstudentsdochoosetojointheAMAwithoutjoiningMSMS. FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?
The program is subsidized by MSMS. In a normal year, the dues collected from medical students is around $1,500 while the budgeted expenses for the medical student section, not factoring in staff time and travel expenses, is over $15,000.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?
Subsidized.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years?
The revenue stream is trending upwards this year. We have seen better engagement from the medical students and an increase in membership for 2017. Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
See attached.
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture? The opportunity exists to work more closely with the medical schools to increase medical student membership. Considering the extremely low amount charged for medical student dues, this will have little impact on the financial wellbeing of MSMS.
MSMS28
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Program:OtherSections
ProgramObjectives/ValueProposition(To…): Theobjectivesofthesesections,theYoungPhysicianSection,Resident/FellowsSectionandInternationalMedicalGraduates(IMG)Sectionaretoengagethesetypesofphysiciansandfocusontheuniqueissuestheyface. TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):Thetargetaudiencesofthesesectionsareanyphysicianwhoqualifiestoparticipateinthem.Eachsectionhasspecificcriteriathataphysicianmustmeetinordertobeconsideredpartofthisconstituency. MemberSurveyFeedback(ifavailable):
AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]Allofthephysicianswhoarepartofthesegroupscanalsobelongtotheirspecialtysociety,theAMAorinthecaseoftheIMGSectiontheyoftenbelongtotheirethnicmedicalsociety.TheAMAhasasimilarsetupforeachoftheseconstituenciesaswell. FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)? None of these programs generate any revenue above the membership dues that each of these physicians are already paying to be a member of MSMS. Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?ThisprogramisentirelysubsidizedbyMSMS.Ithasneverbeenintendedtogeneraterevenue.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years?Notapplicable. Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
MSMS29
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture?Notapplicable.
Program:MSMSAlliance
ProgramObjectives/ValueProposition: TheMSMSAllianceisagroupofphysicianspousesthatengageincommunityactivitiesandsupportlegislativeagendasatthestateandlocallevel.PreviouslysupportedwithastaffpersonsubsidizedbyMSMS,theAllianceisnowvolunteerrunwithsomestaffsupportfromtheWayneCountyMedicalSociety.TheAlliancemanagestheirprogramwithsomeduesrevenueandasmallsubsidy($9,000annually)fromMSMS.AlthoughitcarriestheMSMSconnectioninitsname,itisaseparateorganizationthatpartnerswith,butisnotmanagedby,MSMS.TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):Physicianspouses,primarilytheBoomergeneration,asyoungerphysiciansaremorelikelytobeintwo-physicianmarriagesorhavespouseswithfulltimecareers.Alliancemembershiphasbeendecreasingovertheyears. MemberSurveyFeedback(ifavailable): AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]Twoorthreecountymedicalsocietiesstillhaveanactivealliance,mostlyfocusedoncivicengagement.Althoughdemographicdataisavailable,thelackofyoungerspousesthatengageatthestatelevelwouldindicatethatthedemographictrendsaresimilaratthelocallevel.
FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?TheMSMSsubsidyissignificantlylessthanthefinancialandin-kindsupportofferedseveralyearsago,butitwasneverexpectedtogeneraterevenue.Inthepast,theAlliancewasseenasapartnerontheMSMSadvocacyagenda,andmanyprivatepracticeswererunbyphysicianspousessotheywereengagedindaytodaypracticemanagement.TheirsupportwasmeanttoengagepracticesatanotherlevelandprovideadditionalvalueforthephysicianmembershipinMSMS.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?Subsidized.
MSMS30
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Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years? No revenue.
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?Byconvertingfromstaffingtoasmallsubsidyaroundfiveyearsago,MSMShaseliminatedthesubstantialexpenseofsupportingtheorganizationwithpartofanFTEandotheroverheadcosts.Otherthan1-2hoursperyearoftheCEO’stimetoprovideanupdateonMSMSactivitiestotheMSMSAllianceboard,therearenostaffcosts. Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture?ThereisnoexpectationthatthetrendinAlliancemembershipwillreverseduetosignificantsocialandeconomicchangesinthelastseveraldecades.TheMSMSsubsidyisasmalltokentosupportthefewgoodleadersthatarecurrentlyengaged,allowingthemtotrytorecruitnewmembers,buttheexpectationisthatthedownwardtrendwillcontinue.
Program:EducationalProgramming
ProgramObjectives/ValueProposition(To…):
Providingcosteffective,highquality,timelycontinuingmedicaleducationforphysicians.
TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments): Allphysiciansandpracticeadministrators.MemberSurveyFeedback(ifavailable):
AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]
Otherhealthcareassociations,healthsystems,onlineeducationcompanies
FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?
Breakevenorgeneraterevenueoverexpense.
MSMS31
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?
Breaksevenandoftengeneratesrevenueoverexpensebeforeoverhead.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years?
Revenuehasremainedsteadyoverthelastfewyears.
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture? CompetitioninthestateforCMEishigh.However,MSMShasanicheonclinicaleducationforouroldermembersinadditiontosecuringseverallarge,multi-yeargrantsonleadershipanddocumentation.
Program:ContinuingMedicalEducationAccreditation/Programming
ProgramObjectives/ValueProposition(To…):
TheprimaryobjectivesoftheCMEprogramaretoaccreditcontinuingmedicaleducationprogramsforCategory1CMEwhichisrequiredbystatelicensureandtorecognizeotherhealthcareorganizationstoallowthemtoaccredittheirownCMEprograms.
TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):
AllphysicianswithanactivelicenseneedCMEcredits.
MemberSurveyFeedback(ifavailable): AlternativeProviders(currentorpotential):
[i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]
ManyotherhealthcareorganizationsprovideCMEincludingspecialtysocieties,healthsystemsandevenforprofiteducationcompanies.
FinancialPosition:
MSMS32
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?
Breakeven.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?
Closetobreakevenbeforeoverhead.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years? Recognitionrevenuehasbeentrendingdownduetohospitalmergers.Additionally,somearechoosingnottoruntheirownCMEprogram.Revenueforjointsponsorshiphasbeentrendingupagainsincemanyhospitalsarechoosingsponsorshipoverrecognition.
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)? See attached. Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture?
TheadministrationofCMEistediouswork.Westruggletokeepthefeesaffordablewhilestillcoveringthecostsoftheprogramincludingstafftime.WhilethereiscompetitionforCME,organizationsstillvaluethestatemedicalsocietyapproval.Asmentionedinapreviousquestion,physiciansarerequiredtohave50hoursofCMEperyear.So,membershipdependsontheirprofessionalassociationtooffersomeamountofeducationonlineandinperson.
Program:ElectronicMedia,ie:Medigram,MSMS.org,Mobileapp,andsocialmediasites.
ProgramObjectives/ValueProposition(To…): All electronic media are means to provide the latest, most in-depth information to the members of the Michigan State Medical Society.
TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):
In most cases, the targeted customers are members of the Michigan State Medical Society; however, there is an element of public health initiatives and solicitations that would benefit non-member physicians as well as the general public.
MSMS33
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
MemberSurveyFeedback(ifavailable): n/a
AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]
Most, if not all, health care-related associations offer similar electronic media.
FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?
Medigram is to generate revenue. The mobile app and MSMS.org offer advertisements as well; however, these are more for information purposes without any obligations to revenue. Social media is to be subsidized.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?
Subsidized.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years? Medigram is trending upward. Website and mobile app is flat.
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
See attached.
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture? Sales to potential advertisers and sponsors. Specifically with Medigram, we use a third-party service as the delivery mechanism, but also as the sales rep. I think smart packaging is an opportunity, but because of a third-party, it’s also a challenge, ie: multiple points of contacts from MSMS.
MSMS34
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Program:MichiganMedicine
ProgramObjectives/ValueProposition(To…):MichiganMedicineistheofficialjournaloftheMichiganStateMedicalSocietyandisdedicatedtoprovidingusefulinformationtoMichiganphysiciansaboutactionsoftheMichiganStateMedicalSocietyandcontemporaryissues,withspecialemphasisonsocio-economics,legislationandnewsaboutmedicineinMichigan. TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):
Physician members of the Michigan State Medical Society.
MemberSurveyFeedback(ifavailable): n/a
AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]
Michigan Osteopathic Association (TRIAD), Michigan Academy of Family Physicians (Family Physician)
FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?
Break even but also to generate revenue to continue the product.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?
Subsidized.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years? Trending downward due to advertising sales. We are currently in the process of changing the sales structure to help with increases.
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
See attached.
MSMS35
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture? Challenge is advertising revenue. Opportunity is outreach to untraditional advertisers. Also, developing smart packages with sponsorships/exhibiting, Practice Solutions, etc.
Program:Engage
ProgramObjectives/ValueProposition(To…): Engage is a grassroots effort for physician members to contact their lawmaker(s) on a variety of issues being considered in the legislature.
TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):
Physician members; however, users outside of the organization are able to send messages to their lawmaker(s).
MemberSurveyFeedback(ifavailable): As a means of continually asking members if they like Engage, in a follow-up email letting them know their message was sent, there is an option to send an email asking for their input and/or experience. 100% of those responses have been “easy to use”. There have been no negative comments regarding its usability and product. There have, however, been comments made regarding a specific issue a physician may not agree with.
AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]
Some associations offer this service, MHA, MOA, etc. However, for those associations who are not financial solvent or with a smaller budget, this is not available.
FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?
Subsidized
MSMS36
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?
Subsidized
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years? No revenue.
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
See attached.
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture? Subsidized.
Program:Guides/Checklists/Alerts
ProgramObjectives/ValueProposition(To…):
A member benefit, the MSMS guides/checklists/alerts supply advice and tips on various issues affecting the health care industry.
TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):
Members of the Michigan State Medical Society.
MemberSurveyFeedback(ifavailable): n/a
AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]
MSMS is in a unique position offering these pieces as compared to other associations; however, health care attorneys, IT-related companies, financial-related organizations may already provide this advice to their customers. MSMS’s unique approach is that our focus is 100% on the physician.
MSMS37
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?
Subsidized
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years? No revenue.
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture? There is a level of sponsorship opportunities that may become available. For example, on our legal alerts, we may want to work with a specific law firm to sponsor them, etc.
Program:Lobbying
ProgramObjectives/ValueProposition(To…):translatethepolicypositionsofMSMSthataredeterminedbytheBoard,HouseofDelegatesandStandingCommitteesintolegislativeorregulatoryinitiativesthatservethephysiciancommunitybroadly.
TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):theprimarycustomersaretheactivemembersinMSMSthatunderstandthatMSMSistheirvehicletomagnifytheirimpactwithinthelegislativeprocess.TotheextentthattheprocesswithinMSMSisdemocraticandourpoliciesarereflectiveoftheprofessionofmedicinebroadly,thesecondarycustomerisallphysicians. It should be noted that in the instance of lobbying that the customers are physicians, but that the audience is often the elected officials or regulator that have jurisdiction over the policy change that is being sought.
MSMS38
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
MemberSurveyFeedback(ifavailable): AlternativeProviders(currentorpotential):TheaggregateimpactofMSMScouldconceivablybeundertakencollectivelybymedicalspecialties,thechamberofcommerce,politicalparties,andseveralothergroupsthatadvocateforsegmentsofthoseissuesimportanttophysicians. [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]Dependinguponthetrajectoryofhealthcaredelivery-hospitalsorlaborunionscouldbesituatedtocompetewithMSMS.
FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?Advocacyisheavilysubsidizedfrombudgetaryperspective,andgenerallyanyadditionalrevenuesspecifictoadvocacyareplowedbackintoadvocacyefforts.Fromafinancialperspective,thereisacasetobemadethatadvocacyingeneralandlobbyingspecifically,istheprimarypurposeforduespaidbyphysicianstoMSMS.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?Heavilysubsidized
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years?N/A Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture?Corporatefundingofpoliticalcandidateshasbecomemoreofthenorminthepost“CitizensUnited”decisionworldcoupledwithanacrosstheboarddecreaseoverallinpoliticalgivingbyphysicians.
Program:PolicyDevelopmentProgramObjectives/ValueProposition(To…):…):
MSMS39
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Toserveassingularentityforphysicianstouseastheirconduittolegislativeandregulatoryinvolvementatthestateandfederallevels.Toaggregatethecollectivevoicesofphysicianstoserveviaoutreachandinfrastructurecompileactionableitemstohelpmitigatetheimpedimentstophysiciansdeliveringcaretopatients.ForMSMStoserveastheprimarysourceofinformationtothelegislatureasitrelatestopatientandphysicianissues.
TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):theprimarycustomersaretheactivemembersinMSMSthatunderstandthatMSMSistheirvehicletomagnifytheirimpactwithinthelegislativeandregulatoryprocess.TotheextentthattheprocesswithinMSMSisdemocraticandourpoliciesarereflectiveoftheprofessionofmedicinebroadly,thesecondarycustomerisallphysicians.MemberSurveyFeedback(ifavailable): AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]Nationalspecialties,AMA,othernon-medicalorganizations(ieChamberofCommerce,SierraClub,etc.).Differentiationissignificanthowever,MSMSissoleorganizationdedicatedtophysicianissueswithsufficientstafftoimplementthem.
FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?Norevenueassociatedwiththisarea
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?
subsidized
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years? n/a
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
see attached
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture? subsidized
Program:Grassroots
MSMS40
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
ProgramObjectives/ValueProposition(To…):Toserveassingularentityforphysicianstouseastheirconduittolegislativeandregulatoryinvolvementatthestateandfederallevels.ToaggregatethecollectivevoicesofphysicianstoserveasthebasisforactionbylegislatorsandregulatorstoactinamannerconsistentwiththepoliciesofMSMS.ForMSMStoserveastheprimarysourceofinformationregardingtheactivitiesofthelegislatureasitrelatestopatientandphysicianissues.
TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):Primarycustomersarethephysicianswhoaremostpoliticallyactive,secondaryaudienceisallphysicians,andtertiaryaudiencearetheelectedofficialsandregulatorsthathavethepotentialtoaffecttheagendaofMSMS.
MemberSurveyFeedback(ifavailable): AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]Specialtysocieties,Counties,othernon-healthrelatedgroups,apathy
FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?Ideally,grassrootshelptoprovidepoliticalgivingthatsupplementsthelobbyingactivitiesofMSMS.Overall,grassrootsandlobbyingshouldbecomplimentaryonmanyfronts.Grassrootsdoesrequiresomefundingformaintenance,butitisdifficulttodistinguishwheregrassrootsendandlobbyingbegins,yetlobbyingisfarmoreeffectivewithsignificantlyactivatedandengagedgrassroots.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?Revenuesinthisareaareusedtofacilitatepoliticalgivingandnottounderwritetheservicesofstaff.Fromabudgetarystandpoint,thisaspectprobablyoperateswithasubsidy,howeverthatisalsobasedonthedecisionthatpoliticalgivingbyphysiciansshouldgotowardspoliticalcandidatesandnottheadministrationofthegrassrootsprogramitself.ThisisthestandardfornearlyallassociationsinMichigan
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years?PACrevenueshouldincreaseoverthenextthreeyears,however,partofthatprobabilityisbasedontemporarydownturningivinginprioryears.Asthattrendlevelsoff,marketingstrategiescanbere-tooledtobesttargetdonors.
MSMS41
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture?Physicianemploymentarrangementsservetofurtherinsulatephysiciansfromtheimmediacyofpoliticalandregulatorychallenges. Program:PracticeManagementandHIT
ProgramObjectives/ValueProposition(To…): Advocacy,educationandresourcesintheareasofHIT,practicemanagementandpayerrelations.Thiswouldincludepayerrelations,broadpayerpolicysuchasPCMH,practicemanagement,EHRs,diseaseregistries,qualityreporting,PQRSandMeaningfulUse.TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments): Allmembers,andtheirstaff.MemberSurveyFeedback(ifavailable): AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]
Noothersocietiesinthestatehavestafftrainedinthisarea.
FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?
Subsidized.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?
MSMS42
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Subsidized.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years? N/A
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
Seeattached.
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture? Thisisavaluableresourceformembers.Itconsistentlyrankshighinmembersurveys.However,ifa
practicehasonephysicianmember,theyareentitledtothisservice.Manypracticeswillhaveonlyonephysicianmemberintheirgroup.
Program:Coding&ReimbursementAdvocacy
ProgramObjectives/ValueProposition(To…): Advocacy,educationandresourcesintheareasofbilling,codingandreimbursement.Thiswouldincludefrontofficecollections,billing,AR,benefitanalysis,coding,paymentpolicy,incentiveprograms,payercontractsanddenials.TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments): Allmembers,andtheirstaff.MemberSurveyFeedback(ifavailable): AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]
Noothersocietiesinthestatehavestafftrainedinbilling,codingandreimbursement.
FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?
MSMS43
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Subsidized.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?
Subsidized.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years? N/A
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
Seeattached.
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture? Thisisavaluableresourceformembers.Itconsistentlyrankshighinmembersurveys.However,ifa
practicehasonephysicianmember,theyareentitledtothisservice.Manypracticeswillhaveonlyonephysicianmemberintheirgroup.
Program:LegalandRegulatoryAdvocacy
ProgramObjectives/ValueProposition(To…): Advocacy,educationandresourcesintheareasofhealthcarelawandbothstateandfederalregulations.Thiswouldincludemedicalrecords,HIPAA,Stark,medicalmarijuana,employmentcontracts,workerscompensation,physiciansalaries,quality,andMACRA.TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments): Allmembers,andtheirstaff.MemberSurveyFeedback(ifavailable): AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]
Noothersocietiesinthestatehavestafftrainedintheseareas.
FinancialPosition:
MSMS44
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?
Subsidized.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?
Subsidized.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years? N/A
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
Seeattached.
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture? Thisisavaluableresourceformembers.Itconsistentlyrankshighinmembersurveys.However,ifa
practicehasonephysicianmember,theyareentitledtothisservice.Manypracticeswillhaveonlyonephysicianmemberintheirgroup.
Program:DPAForms
ProgramObjectives/ValueProposition(To…):
The Durable Power of Attorney for Health Care is an important legal document anyone should discuss with their physician. In cooperation with the State Bar of Michigan, Michigan Osteopathic Association, and the Michigan Health and Hospital Association, the Michigan State Medical Society has produced the DPA form for physicians to use in their practices.
TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):
Michiganders, 18+.
MemberSurveyFeedback(ifavailable): n/a
MSMS45
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]
Because of the partnership, no other association offers such a form. However, there are other folks, ie: Western Michigan University Homer Stryker MD School of Medicine, who offer such a thing at no additional charge.
FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?
Generate revenue to expand the program.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenissubsidized(runningataloss)?
See attached.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years? Trending flat and projected to remain flat.
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
See attached.
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture? Marketing efforts will grow the program.
Program:MSMSPracticeSolutions
ProgramObjectives/ValueProposition(To…):
The primary purpose of MSMS Practice Solutions is to provide discounts on various products and services physicians use both professionally and personally. Secondarily, it is to provide an opportunity for non-dues revenue through marketing dollars, commissions/revenue shares and/or exclusive rights.
TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):
MSMS members and their office managers are the primary target for the benefits; however, companies that offer products or services which help physician practices are the primary target for negotiating discounts and revenue share.
MSMS46
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
MemberSurveyFeedback(ifavailable): A couple of surveys have been completed specific to medical supplies trying to help MSMS Glove Program determine messaging.
AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]
Most other associations have an affinity program; however, some are more active than others.
FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?
Revenue over expenses.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?
Subsidized
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years? Trending flat.
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture? Continue to search for partners who provide both a service/product to members and non-dues revenue to MSMS.
Program:PSIManagement/Consulting
ProgramObjectives/ValueProposition(To…):
MSMS47
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
OffersbenefitandotherconsultingservicesincludingPhysicianReviewOrganizationmanagementservices.
TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):
Physicians,PhysicianOrganizations,Employers,andHealthcareCompanies
MemberSurveyFeedback(ifavailable): NotAvailable
AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]
Boutiquehealthcareconsultingcompanies.
FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?
OneofPSIManagement/Consulting’sprimarygoalsistogeneratenon-duesrevenueforMSMS.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?
PSIManagement/Consultingisgeneratingrevenueoverexpenses.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years? Revenueistrendingup.
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture?PSIManagement/Consulting’sopportunityisitsaccesstomorethan15,000medicalprofessionals.
Program:MSMSPhysiciansInsuranceAgency(PIA)
ProgramObjectives/ValueProposition(To…):
MSMS48
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
TheMSMSPhysiciansInsuranceAgency(PIA),awhollyownedsubsidiaryofMSMS,isafull-serviceagency,offeringphysicians,theirfamiliesandtheiremployeesanentirelineofinsuranceproducts,includingprofessionalliability,workers'compensation,health,dental,auto,home,business,andmuchmore.BydoingbusinesswithPIA,notonlydophysiciansreceivediscounts,value,anddedicatedcustomerservice,buttheyalsohelpprotectyourprofessionbysupportingtheeffortsofMSMS.
TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):
Physicians,theirfamiliesandtheiremployees.
MemberSurveyFeedback(ifavailable):WorkingwiththeMSMSPhysiciansInsuranceAgencyteamisprofessional,informative,efficientandfriendly.-AnnuMohan,MD,RosewoodHealthCare,MountPleasant
NotonlydidMSMSPhysiciansInsuranceAgencysavemypracticemoneyonourinsuranceproducts,buttheyareveryresponsivetoourneeds.It'sgreattoworkwithanorganizationthatprovidesexcellentcustomerservice.-RoseM.Ramirez,MD,JupiterFamilyMedicine,Belmont
AlternativeProviders(currentorpotential):AllMichiganinsuranceagencies.
FinancialPosition:Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?
OneofPIA’sprimarygoalsistogeneratenon-duesrevenueforMSMS.In2015,non-duesrevenuemadeup54percentoftheOperatingFund’srevenue.PIAwasamajorcontributorofnon-duesrevenuewithmorethan$1milliontransferredtoMSMSfromthewhollyownedsubsidiary.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?
PIAisgeneratingrevenueoverexpenses.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years? PIA’srevenuestreamistrendingdownandisprojectedtocontinuetotrenddownoverthenext3years.
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture?
MSMS49
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
Asanagencythatservicestheentirestatewithover4FTEsweregularlyconfront/competewithlocalagentsthatliveandworkinthesamecommunitiesasourphysicians.WeremindourmembersthatbydoingbusinesswithPIA,notonlydophysiciansreceivediscounts,value,anddedicatedcustomerservice,buttheyalsohelpprotecttheirprofessionbysupportingtheeffortsofMSMS.Stilltheideaofsupportingorganizedmedicineoftenisn’tenoughbyitselfwhencompetinginamarketwithanagentthatisrootedinthecommunity.Whenaphysicianclosestheirsmallpracticetojoinalargerpracticeorthehospital,theytypicallyjointhatentity’sinsurancecoverage.Thisresultsinlossofbusinessfortheagency.Additionally,in2014oneofPIA’scompetitiveadvantagesended.PIAhadtostopsellingtraditionalindemnityplanstophysiciansbecauseindividualplanscouldnolongerbetreatedasagroupproductundertheACArules.TheseplanswerepopularwithMSMSmembersbecausetheyhad100percentcoveragewithnoorsmallco-paysanddeductibles.
Program:ProfessionalCredentialVerificationServices(PCVS)
ProgramObjectives/ValueProposition(To…):
Professional Credential Verification Service (PCVS) is a non-profit Credentials Verification Organization (CVO), accredited by National Committee for Quality Assurance (NCQA), Utilization Review Accreditation Commission (URAC) and is fully compliant with The Joint Commission’s credentialing standards. PCVS is one of only six CVOs in the nation that is dually accredited by both NCQA and URAC.
PCVS was founded in 1992 and is owned by the Physician Holding Company, a wholly-owned subsidiary of the Michigan State Medical Society (MSMS).
Through MSMS, PCVS is able to maintain a dynamic understanding of the state of health care and health-related issues.
PCVS has more than 100 active clients and has credentialed more than 82,000 providers.
As initiatives and projects arise, PCVS will embrace those changes within credentialing that allow for simplification of the administrative process.
TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):
Health plans, hospitals/health systems are the main targets.
MemberSurveyFeedback(ifavailable): PCVS does an annual survey to its customers. The majority of its responses are either Satisfied or Very Satisfied. PCVS does a great job with turnaround and customer service. The clients are please.
AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]
n/a
MSMS50
TeckerInternational,LLC301OxfordValleyRoad,Suite1504B•Yardley,PA19067•(215)493-8120•Fax(215)493-8125•www.tecker.com
FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?
Revenue over expenses to support MSMS activities.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?
Revenue over expenses. 2016 should reach their highest billables ever.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years? Upward. Continue to increase.
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture? The opportunity is to be determined; however, reaching outside of Michigan and focus on a national marketing strategy is PCVS’s biggest opportunity. There are some levels of efficiencies that may also be incorporated. Also, PCVS is in the process of identifying potential new products and services.
Program:WealthCareAdvisors(WCA)
ProgramObjectives/ValueProposition(To…):
WealthCareAdvisorsistheonlywealthadvisoryfirmpartneredwithMSMS.WealthCarewasestablishedbyMichiganphysicianstoserveMichiganphysicians.Additionally,WealthCareAdvisorsisafiduciarywealthmanagementfirm.Thedifferencebetweenafiduciaryandthetypicaladvisoristhatafiduciarymust,bylaw,puttheclient’sbestinterestsfirst. Mostofourclientsalreadyhavecompetentprofessionaladvisors(suchasattorneysandaccountants)thathaveprovidedthemwithacertainleveloffinancialplanning.WealthCarereviewsourphysiciansclientsentirefinancialsituationfromacross-disciplinaryperspective,notjustfromalegal,taxorinvestmentviewpoint.Thisallowsustoidentifybothcoordinationgapsandplanningopportunitiesthatareoftenmissed.Ourclientshavefoundthatthedifferencebetweenmerelyhavingtheirplanning“done”vs.havingit“doneright”canleadtopeaceofmindwhilesavingtimeandmoney.
TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):
Physiciansandtheirfamilies
MemberSurveyFeedback(ifavailable):
MSMS51
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NotAvailable
AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]
WealthandFinancialManagementFirms
FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?
Generatenon-duesrevenueforMSMS.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?
Revenueoverexpensesbeforeoverhead.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years? Therevenuestreamisflatandprojectedtostaysooverthenext3years.
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture?
Alotoftheservicesadvisorsusedtoprovidefortheirclients(assetallocation,alphageneration-platformtechnologysolutionusedinalgorithmictradingtodevelopquantitativefinancialmodels,ortradingstrategies,thatgenerateconsistentalpha,orabsolutereturns.)arebeingcommoditizedbyrobo-advisorsandETFs.
Program:QuantumMedicalConcepts(QMC)
ProgramObjectives/ValueProposition(To…):
QuantumMedicalConceptsisapartnershipoftheMichiganStateMedicalSociety.ThroughourpartnershipQuantumprovidesearly-stageinvestmentfundingtocompaniesinthemedicalsector.Ourbusinessmodelisunique,inadditiontoinvestingupto$250,000instartupfunding,weprovideaccesstomorethan15,000medicalprofessionalsandactivemanagementsupportforourportfoliocompanies.Thisallowsustoquicklyidentifyandsupportproductsandcompaniesthathaveahighlikelihoodofsuccess.
TargetedCustomers,Audience,MarketorMemberSegment(identifyprimaryandsecondarycustomersegments):
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Medicalsectorproductsandcompanies
MemberSurveyFeedback(ifavailable): Notavailable
AlternativeProviders(currentorpotential): [i.e.,Whatinternaland/orotherorganizationscurrentlyprovideormayprovideinthefutureacompetingprogramwithsimilargoals,eventhoughtheprogrammaybedesigneddifferently?]
Thisisauniqueoffering,wearenotawareofanyotherhealthcareassociationsdoingthistypeofwork.
FinancialPosition: Whatistheprogram’sfinancialstrategy?Isitsupposedtogeneraterevenueoverexpenses,breakeven,ortobesubsidized(runataloss)?
Quantum’sprimarygoalsaretogeneratenon-duesrevenue.
Whatistheprogram’scurrentfinancialposition?Isitgeneratingrevenueoverexpenses,breakingevenorissubsidized(runningataloss)?
Quantumiscurrentlyoperatingataloss.
Istherevenuestreamtrendingupordown?Isitprojectedtoincrease/decrease/stayflatinthenext3years? Therevenuestreamisprojectedtoincreaseinthenext3years.
Whatpercentageoftheorganization’stotalexpense/revenuedoesthisprogramrepresent(includinggeneraloverheadandstaffsalaries)?
Whataretheprogram’sfiscalgrowthchallengesand/oropportunitiesforthefuture? Theopportunitiesinthisareaareabundant…thechallengeissuccessfullygrowingandexitingcompaniesoverthenext3–5years.
MSMS53
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Appendix2:GenericProgramStrategiesCELLI HighProgramAttractiveness,StrongCompetitivePosition,andHighAlternativeCoverageGenericStrategyforCellI: AggressiveCompetitionThestrategyforeachoftheseprogramsistoaggressivelycompetetomaintainastrongpositioninareaswheretheorganizationiscurrentlystrong.Thesehighlyattractivestrongpositionprogramscanplayavitalroleinthefutureinthattheycanbeapossiblegrowthbasefortheorganizationaswellasgeneratesurplusresourcesforotherprograms.CELLII HighProgramAttractiveness,StrongCompetitivePosition,andLowAlternativeCoverageGenericStrategyforCellII: AggressiveGrowthTheessentialfeatureofthiscellisthatthefieldisopentotheorganization.Thustheimperativeistoexpandtheseprogramsasrapidlyaspossible,andtoconsolidatethestrongpositionbybuildingupcapabilitiesinasmanyofthecompetitivepositionvariablesaspossible,soastosecuretheseprogramsfromfuturecompetition.CELLIIIHighProgramAttractiveness,WeakCompetitivePosition,andHighAlternativeCoverageGenericStrategyforCellIII:OrderlyDivestmentGenerallythisisatransitionstrategy.Asprogramattractivenessishigh,andtheorganizationisinaweakpositiontoprovidesuchprograms,thekeythemeisresponsibleorderlyconcession,notabandonment.Identifytheexitbarriersandbuildaplantoaddressthosebarriersandexittheprogram.CELLIVHighProgramAttractiveness,WeakCompetitivePosition,andLowAlternativeCoverageGenericStrategyforCellIV:BuildStrengthorSellOutGenerally,thisisatransitionalstrategy.Programsthatfallintothiscategoryareoften,butnotalways,newprogramsforwhichtherearerecentlydeveloped,rapidlygrowingneeds,andtheorganizationdoesnotyethavethenecessaryskillsinplacetobeinastrongpositiontoservethem.Iftheprogramsaretrulyattractive,iftheorganizationhastheresources,andifexitbarriersarenotanticipated,thenthenecessaryresourcesshouldbedeployedtodevelopneededskillsasrapidlyaspossible,thusmovingtheprogramtoCellII.Iftheresourcesarenotavailable,thentheorganizationshouldidentifyotherorganizationswithappropriateskillsandadvocatetheirofferingtheprogram,evenaidingtheminskillbuildingifnecessary.Onceagain,itwilltakestrongleadershiptorecognizethatinthelongrun,thestakeholdersservedwillbebetteroffiftheorganizationdoesnottaketheeasyshort-termoptionofcontinuingtheprogramwithinadequatecapabilities.CELLV LowProgramAttractiveness,StrongCompetitivePosition,andHighAlternativeCoverageGenericStrategyforCellV:BuildUptheBestCompetitor
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Asprogramattractivenessislow,iftheorganizationhasalternativeprogramsonwhichtofocusitsresources,exitfromtheseprogramsiscalledfor.Sincetherearemanycompetitorsvyingfortheseprograms,theonlyfactorthatshoulddelaythetransferofsuchprogramstootherorganizationsisthefactthattheorganizationhasclearsuperiorityoveritscompetitors.Hencetheimperativeforthiscellistotransferprogramcoveragetothebestorganizationcurrentlyservingthesegment(thusincreasingtheattractivenessoftheprogramforthesurvivingprovider).CELLVILowProgramAttractiveness,StrongCompetitivePosition,andLowAlternativeCoverageGenericStrategyforCellVI: SouloftheOrganization(UnattractiveButEssential)Programsthatfallinthiscategoryarenotattractivetotheorganization.However,theproblemisthatiftheneedsbeingaddressedbytheseprogramsareessential,theorganizationmaybetheonlysourceforsuchservices.CELLVIILowProgramAttractiveness,WeakCompetitivePosition,andHighAlternativeCoverageGenericStrategyforCellVII:AggressiveDivestmentForeachoftheseprograms,itappearsthattherearesubstantialcompetitorsprovidingsimilarprograms.Ifthesecompetitorsareabletoprovidesuperiorservices,thereisreallynojustificationfortheorganizationtooffertheseprograms,nomatterhowattractivetheymaybe.Thedecisiontoconcedesuchprogramsisoftenaverydifficult,requiringstrategicvisionandleadership.Ifthereisanyclearcompetitioninthemarketplace,continuationofsuchprogramsisdetrimentaltotheorganization,astheseprogramsareconsumingresourcesthatcouldbebetterusedelsewhere.CELLVIIILowProgramAttractiveness,WeakCompetitivePosition,andLowAlternativeCoverageGenericStrategyforCellVIII:TransitiontoOthersorJointVentureProgramsfallinginthiscellareneededbuttheorganizationvastlyunderestimatedtechnicalskillsrequired.Thegenericstrategyistoidentifyand/orsupportotherorganizationsthatarebetterpositionedor"jointventure"withthem.Thekeychallengeistofindwaysoftransferringprogramstothoseorganizationsthatmayhavetheskillsandprovidingthemwithsupport,(orjointventuringwiththem)ortakinganactivistpositiontoattracttheattentionofconstituentstotheproblem.