Summit Agenda

Key Takeaways for Each Session

Directly Billing Medical Benefits for Pharmacy Services with Leigh Ann Grasso of Annie’s Apothecary

Key Takeaways:

  • How to identify profitable services that suit your patient’s needs
  • Billing MTM to patient’s medical insurance as an individual pharmacist provider
  • Determining patient eligibility for pharmacist led MTM services and number of eligible visits per year
  • The 3 things a pharmacist needs for the credentialing required to bill medical benefits directly
  • ​The one thing Leigh Ann wishes she would have done from the very beginning on building her business

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Understanding Pharmacist Impact on Quality Measures with Mary Ann Kliethermes of Midwestern University, College of Pharmacy

Key Takeaways:

  • The evolution of clinical pharmacy services and how MACRA provides unique opportunities
  • How pharmacists can function in an Advanced Payment Model (APM)
  • The changes that have occurred to make CCM billing a viable business model
  • The average ROI for pharmacist services based on pharmacoeconomic data
  • Two of the biggest barriers to widespread acceptance of pharmacist services

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Community Pharmacy's Impact on Medicare STAR Ratings with Nick Dorich of Pharmacy Quality Solutions

Key Takeaways:

  • What medication-related quality measures are and why they are important
  • Goals of the Pharmacy Quality Alliance and how they are involved in identifying quality measures
  • Why quality measures are important for pharmacists to understand and how we can impact patient outcomes
  • Knowing with medication-related measures are triple weighted and how pharmacists can impact them
  • How to utilize the EQuIPP dashboard to improve patient care and impact measure performance

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Partnering with Prescribers to Achieve Better Patient Adherence with DeArcy Vaughan of United Health Group/Optum Insight

Key Takeaways:

  • Provider reaction to being “measured” on medication adherence
  • Where community pharmacy owners and consultant pharmacists have an opportunity to step in and help physicians
  • Ideas about how a consultant can approach providers in order to offer medication adherence programs and support
  • Utilizing medication reminders and simple tools to help patients monitor their adherence and keep track of their
  • medications
  • Opportunities for pharmacist consultants that are outside of the “normal” idea of entrepreneurship through franchise opportunities

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Building a Cash-Based Health and Wellness Consulting Model with Suzanne Keyes of Keyes’ Compounding

Key Takeaways:

  • How to set up your appointments in an appointment based model
  • Encourage staff to buy in to the service and be your “gatekeepers”
  • Partnering with labs and collaborative agreements with physicians
  • Functional medicine training programs and conferences of note
  • Unique ways of marketing and the person Suzanne says you MUST HAVE on your team

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In-Home Medication Coaching: Creating Innovative Collaborative Relationships with Payers with Josh Akers of Kelley-Ross Clinical Pharmacy Institute

Key Takeaways:

  • In-home medication coaching on referral through the state’s DSHS and the local Area Agency on Aging
  • Challenges of gathering patient data in order to identify and quantify the impact of pharmacist interventions on patient outcomes and healthcare costs
  • Decreasing Virginia-Mason’s average readmission rate for HF from 22% to 8% after a 50 patient pilot program and saving an estimated $62,000 in the small pilot group.
  • Focusing on marketing pharmacist-led clinical services to other healthcare stakeholders and getting in front of community members using local media
  • The average timeline for new project implementation

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Implementing a Cash-Based Weight Management Program in a Community Pharmacy with Tom Barus

Key Takeaways:

  • Identifying a medically designed weight management program that generates revenue & results
  • Utilizing block scheduling to manage time and resources in the pharmacy
  • Dedicated in-field advisor that prepares your store and helps recruit the initial group of “beta-dieters”
  • Identifying your Top 5 metformin prescribers to introduce your new service to
  • Opportunities for offering Point of Care Testing (POCT) services in the pharmacy to help dieter track results and reach health goals

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Pharmacogenomic Testing in an Ambulatory Care Setting with Sue Paul of SyneRxgy Consulting

Key Takeaways:

  • How pharmacogenomic testing can help optimize medication therapy and target therapy
  • What a “normal” day looks like for a clinical consultant pharmacist practicing under 4 different physicians
  • The results she is getting for her physicians in the way of improving productivity and outcomes
  • Certification and training programs to sharpen your PGx skills
  • Why physicians feel PGx testing was a valuable service for clinical pharmacists to provide and how to explain to patients why the test is important

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Integration of Community Pharmacists Into Clinical Settings with Amina Abubakar of Rx Clinic Pharmacy

Key Takeaways:

  • Implementing a residency program to help scale clinical services
  • Utilizing and training “clinical technicians” for help with enhanced services, MTM, and POCT
  • The first step in speaking with providers that you need to take before creating a collaborative practice agreement
  • Collaborating with an FQHC, an infectious disease clinic, an acute care clinic and a clinic with a LTC population
  • Overcoming the biggest barriers to adding clinical services such as POCT in the community pharmacy setting

Amina Abubakar

Boost Efficiency and Productivity to Make Room for Clinical Services with Brian Cristobal of Parata

Key Takeaways:

  • Increasing efficiency in the pharmacy by limiting “overproduction” and planning for peak production times to optimize resources
  • One easy way to streamline your process through organizing and standardizing workstations
  • Taking an objective look at your pharmacy’s layout to identify opportunities to improve efficiency
  • Utilizing quick pick shelves, managing phone cord limbo contests and optimizing inventory management
  • How improving patient communication can also streamline the pick-up and will-call process

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Opportunities for Pharmacists Working in Federally Qualified Health Centers (FQHCs) with Kate Morton of Southwest CARE Center

Key Takeaways:

  • Kate’s job as a bilingual clinical pharmacist running diabetes, anticoagulation, health fairs and MTM services in the ambulatory care setting during her residency at a FQHC
  • Ways to leverage 340B programs as a cost-savings program in order to cover a clinical pharmacist salary
  • Assessing patient’s clinical outcomes in the HIV/HepC population
  • Billing pharmacists services to Ryan White grant funding
  • Barriers to dispensing naloxone in the community pharmacy setting and how Kate’s team helped to overcome those barriers
  • The “peer-to-peer” training program that helped evaluate workflow, improve efficiency of clinical services in general and increase the number of pharmacist-prescribed naloxone orders

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How to Make Your Independent Community Pharmacy Thrive with Randy McDonough of Towncrest Pharmacies

Key Takeaways:

  • How Towncrest Pharmacy took adherence packaging and created their medication adherence program (MAP)
  • Evaluating market demographics and opportunities before moving forward with clinical programs
  • The idea behind “continuous medication monitoring” (CoMM) and how they offer mini-MTM interventions to every patient encounter
  • The 4 ways to “re-engineer your practice” by utilizing your resources EFFECTIVELY, so the pharmacists can focus on patient care
  • The soft skills that pharmacists need to build in order to be successful communicators

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Establishing Integrated Clinical Pharmacy and Telehealth Services in Multiple Settings with Sandra Leal of SinfoniaRx

Key Takeaways:

  • Direction of pharmacy provider status and impact of the new presidential administration of value-based payment programs
  • Changes to the DSMT which allows credentialed staff to provide care without requiring a CDE
  • Sandra’s role and her work at SinfoniaRx to integrate clinical pharmacy services and opportunities in a variety of settings
  • Utilizing tablets and tele-health to connect with epileptic patients in Illinois and the neurologists reaction to working with clinical pharmacists for the first time
  • Online education and group coaching program opportunities for pharmacists to be able to scale their patient reach

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Overcoming the Fear of Selling and Cold Calling with Brendan Alan Barrett of StartInPHX.com

Key Takeaways:

  • Getting comfortable introducing yourself and your services to new primary care offices​
  • Setting realistic expectations about the goal of the first conversation
  • Understanding the progression of conversations in the sales process
  • Moving from cold-calling to the “discovery phase” then to opportunity phase
  • #1 Tip for conversation starters with providers and building rapport

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Tips for Growing and Managing a Consulting Firm with Chad Worz of Medication Managers

Key Takeaways:

  • How ASCP provides training and support for consultants of all kinds
  • The genesis of independently contracted LTC consultants
  • What it was like to build a consulting firm to 35,000 beds in 30 states and employing 70 pharmacists
  • Identifying revenue-generating activities and using resources efficiently to maximize profit
  • Leveraging regulatory requirements and value based payment models to show ROI for consultant pharmacy services

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How to Start a Health and Wellness Consulting Business Online and Off with Anna Garrett of DrAnnaGarrett.com

Key Takeaways:

  • Leveraging your skills and knowledge to offer services in the online marketplace
  • Online service opportunities such as hormone testing, weight loss and lifestyle coaching
  • Local offerings which include GeneSNP testing, supplements and helping physicians set up supplement options
  • Brief intro to Facebook ads
  • Using local seminars to create community marketing and provider networking opportunities

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The Digital Marketing Revolution with Azim Nagree of Digital Pharmacist Inc. (formerly RxWiki)

Key Takeaways:

  • How technology plays a role in medication adherence
  • Interaction is proven to improve refill adherence and decrease “will-call” returns
  • The one piece of online real-estate you MUST HAVE, plus 3 more options to boost your online presence
  • The #1 most effective marketing tool very few pharmacies are using (and could be your secret weapon if done right) and the simple way to get started
  • Appointing a “digital champion” in your business

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Reverse Engineering Your Pharmacy’s Profits with Lisa Faast of Pharmacy Development Services

Key Takeaways:

  • The 80/20 rule that applies to your pharmacy’s VIP prescribers
  • Leveraging clinical services and partnering with local providers showing them a win-win scenario
  • Why and how pharmacogenomic testing can be implemented in the community pharmacy
  • Using accessibility as an opportunity to offer point of care testings and screenings
  • Transdermal immunotherapy (TdIt) as an alternative to traditional subcutaneous immunotherapy (SqIt)
  • Tracking and measuring the right metrics to ensure success and profitability

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How Refinancing Student Loans Can Help Fund Your Dreams with Radhika Duggal of Common Bond

Key Takeaways:

  • The difference between loan consolidation and loan refinancing
  • How to know whether loan refinancing could be right for you
  • The differences between Variable, Fixed and Hybrid loan rates
  • The #1 concern that I had before refinancing and how it worked out for the best
  • How to get more information specifically tailored for pharmacists unique challenges and personal financial goals

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Identifying Profitable Opportunities in Compounding with Mike Haulsee of TCS Consulting

Key Takeaways:

  • The average amount of time it takes a pharmacy to become profitable
  • Marketing strategies for building a business quickly
  • Identifying opportunities to partner with local healthcare practitioners to offer community services
  • How to get started offering compounding services and evaluating ROI and factoring in the time-opportunity cost of implementing a new service
  • The one thing Mike wishes he would have done from the very beginning of his entrepreneurial journey

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Community Pharmacy Enhanced Services Network and Future Developments with Troy Trygstad of CPESN USA

Key Takeaways:

  • Why shifting to a value-based payment model affords a huge opportunity for pharmacists to improve outcomes
  • Tailoring services with the idea of the end outcome in mind: creating a care plan for patients that proves pharmacist impact
  • Understanding the CMS’s new pilot program the Enhanced MTM services and SNOMED CT codes
  • Getting super specific about the terms we’re using to define pharmacist services in order to create a language that identifies a specific activity for each step of the MTM process
  • Examples of enhanced clinical services that local networks around the country are implementing as part of their service-sets

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Building a Multi-Million Dollar Business by Getting Results…Naturally with Jim LaValle of Metabolic Code Enterprises

Key Takeaways:

  • How one patient interaction sent Jim on a path that would affect 3 million Americans per week
  • Jim’s involvement in writing natural therapy databases, handbooks and publications
  • Installing clinics in the Olympic Training Center in Cleveland and also at the N.F.L. Hall of Fame village to offer health care services and diet and performance services
  • The programs and certifications to enhance your integrative medicine education and skills
  • How to nutritional consulting and supplement products doesn’t have to be complicated and it can really increase your pharmacy’s profits

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Thank You To Our Elevate Pharmacy Virtual Summit Sponsors!

 
 
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