Driving Service Line Growth: Strategy, Structure, and Activation

Making the Most of a Moment for Service Lines: The Strategic Bets Health Systems Should Consider

Scott Christensen

Managing Director

Kaufman Hall

Zach Jones

Vice President

Kaufman Hall

Transitioning from Mine to Ours: Developing Regional Service Line Strategies

Travis Ansel, MBA

SCEO

HSG Advisors

Krupa Patel, MS

Senior Strategy Consultant

HSG Advisors

Dr. Terry McWilliams, MD

Chief Clinical Officer

HSG Advisors

A Framework for Aligned, System-wide Service Line Planning

Trinity Gomez

Director, Strategic Analytics

MedStar Health

Jennifer O'Connor, FACHE

AVP Strategic Planning & Growth

MedStar Health

Tools/Resources: Service-line Planning Framework “Jump Start” Worksheet

From Complexity to Clarity: The Service Line Management Office’s Role in Optimizing Service Line Performance

Stephanie Jackson

Vice President, Service Lines

Tampa General Hospital

Michael Parsons

Sr. Administrator, Service Line Strategic Operations

Tampa General Hospital

Tools/Resources:

Service Partnership Agreement (SPA) Template
A step-by-step guidance for defining expectations, roles, and performance metrics, as well as built-in checklists for ongoing monitoring and feedback.

Business Plan (SOC) Template
A standardized template for developing Service Line Business Plans (Statements of Operations and Capacity-SOC). It covers data collection, financial projections, resource allocation, and performance benchmarks.

Service Line Evaluation Scorecard
A practical scorecard for evaluating service line performance across key metrics, such as surgical volume, financial outcomes, quality indicators, and process efficiency.

Build Your Service Line Go-to-Market and Team Readiness Roadmap

Karmen Horton

Regional Sales Director

Target Continuum

Laila Waggoner

Chief Dot Connector/Strategic Advisor

Strategy for Hire

Janee Wolf

Director of Insights and Strategy

Core Creative

Tools/Resources: Service Line Readiness Assessment Worksheet, Positioning and Insights Reflection Guide, Team Capacity and Alignment Worksheet, Go-to-Market Roadmap Template

Service Line & Access Growth of the Future: The Old Service Line Is Not the New Service Line

Service line and growth strategies have evolved and accelerated significantly in a short time due to many contributing factors including changes in site of care and payment models, consumer demands set forth by the pandemic, competition for physician talent, and disrupters in the industry. In this interactive session, national health care industry experts representing enterprise strategy and service line planning alongside CommonSpirit Health leadership will share growth, development, and contemporary clinical service line strategies, tools, and concepts to apply across the continuum of care that will help organizations formulate a vision serving as a foundation for success.

Speakers: Lindsley Withey, Managing Director, BDC Advisors and Amanda Trask, SVP Clinical Institutes & Service Lines, CommonSpirit Health

Growth for Scale & Ownership: Different options to develop partnerships

We often track M&A and consolidation in our market. We often think executing these transactions to expand our ownership and control can build scale, synergies, and alleviate cost pressures; but, many organizations that we acquire do quite the opposite: they increase cost pressures driven by eroding margins. Do we need to own and control to build scale, or can we partner just as effectively? We looked to move away from a model of ownership, instead looking to partner. In our journey, we created different tiers of partnerships: contractual, joint operating agreements, and minority ownership (JVs). We encouraged organizations to remain independent and eliminated many of the costs associated with integration and post-acquisition headaches from lack of hitting financial and productivity metrics. Innovative partnership models can yield greater ROI, alternative sources of revenue, and lower capital expenditures on strategic initiatives in a low margin, capital constrained environment.

Case studies on using market and patient insights to accelerate strategic growth

Health systems are facing rising costs, inflation, and staffing challenges, making the need to prepare for uncertain times and build precise strategic growth plans more critical than ever before. During this session, attendees will have a chance to learn how Hackensack Meridian Health and OhioHealth are utilizing market and patient insights to accelerate strategic growth and strengthen marketing plans. They will share best practices and lessons learned for growing market share, driving referral volume, improving network integrity, and optimizing patient flow.

Speakers: David Stephens, SVP, Strategy and Business Development, Hackensack Meridian Health and Ines Vigil, General Manager, SVP, Provider Solutions, Clarify Health

CalvertHealth and Duke Cancer Network: A Powerful Combination Against Cancer and a Lesson in Innovative Collaboration

Learn how a small, independent, rural community hospital in Maryland changed cancer care in their local market by embarking on an affiliation with the Duke Cancer Network in Durham, North Carolina. Hear about how the affiliation formed, how the oncology team worked to garner support from physicians, executive leaders and the board of directors as well as what is working well and where there have been challenges. Consider how this hospital’s experience can translate to projects you may be working on to bring state-of-the-art care to your community.

Speakers: Kasia Sweeney, Vice President, Strategy and Business Development, CalvertHealth Medical Center and Caroline Hester, Assistant Vice President, Duke Cancer Network, Duke University Health System

Creating a Robust ASC Strategy to Strengthen Physician Alignment, Improve Patient Access and Increase System Margin

Increasing physician alignment, expanding patient access points, preparing for expanded site neutral payments, and growing system profitability are core goals for an effective ambulatory surgery strategy. El Camino Health and The Innova Group will share how they developed an ambulatory plan with a combination of claims data, physician outreach and insight, and rigorous financial and financial modeling to achieve these goals.