n4a Trailblazers Learning Collaborative -Health Systems- Aging in America 2019 Conference Presented by: n4a: Maya Op de Beke Collaborative Consulting: Lori Peterson Direction Home Akron Canton: Abby Morgan
The “Business Institute” The mission of the Aging and Disability Business Institute (Business Institute) is to successfully build and strengthen partnerships between community-based organizations (CBOs) and the health care system so older adults and people with disabilities will have access to services and supports that will enable them to live with dignity and independence in their homes and communities as long as possible. aginganddisabilitybusinessinstitute.org
Our Funders Our Partners
Learning Collaborative Background • ACL grant: for Advanced Business Acumen Skills • Awarded on September 30, 2016 • Organize and conduct topically-based action learning collaboratives to address “next generation” issues • Create knowledge and capture insights through these collaboratives to incorporate into future curriculum for national dissemination. • The grants have built on our current grant from The John A. Hartford Foundation • 2 working groups (health systems and health plans) • 30 months, ends in September 2019
Health Systems Members • Elder Services of Merrimack Valley • University of New Hampshire • Ability 360 • Direction Home Akron Canton AAA • Indiana Aging Alliance • New Opportunities Inc. • Partners in Care Foundation
Purpose & Goals • Purpose: Develop strategies for approaching and engaging health systems in order to establish future contracts/agreements. • Goals: Create resources for the larger network of CBOs that highlight lessons learned and tips for successfully approaching contracting with health systems.
Deliverables • 4 Assessment Tools • External Assessment • Competitor Analysis • Opportunity Assessment • Building the Case • Future deliverables • Case Studies (lessons learned) • Expanded Contracts- check list (strategies)
Aging in America Annual Conference April 2019 9 collaborativeconsulting.net
Partnership Readiness Process Internal External Model Business Development The Partnership Assessment Assessment Design • Understand Readiness • Understand healthcare • Adapt service model • Prioritize targets and • Experiment landscape opportunities • Identify skill development • Model cost and pricing • Sustain or refine need • Assess partners • Establish relationships • Prepare staff • Expand and replicate • Leadership • Identify opportunities • Communicate your value • Resource investment • Change Readiness • Assess competitors • Co-design partnership • Build the business case • Define goals and set measures 10 collaborativeconsulting.net
Partnership Re Readiness Pro rocess Internal External Model Business The Partnership Assessment Assessment Design Development + CBO Toolkit Resource List Brand Communication Tool Data Collection Framework Competitor Assessment • • • • Partnership Profiles Change Readiness Tool Program Evaluation Value Proposition Activity • • • • Organizational Readiness Assessment Opportunity Assessment Healthcare Glossary of Terms Effective Meetings • • • • Capacity Building Plan Idea Prioritization Exercise Healthcare Reform Policies Collaborative Models • • • • Strategic Thinking Tool Mapping the Model Design Healthcare Conferences Strategic Conversation Canvas • • • • Mission Refinement Tool Pricing Mechanisms Healthcare Associations Business Development Cycle Management • • • • Brand Identity Tool ROI Resources External Assessment Tool Tool • • • Partnership Profile Tool • 11 collaborativeconsulting.net
AD ADBI BI Lea earning ning Collabor llaborativ ative Pr Projec ject t rpose: Develop strategies for approaching and engaging Overar rarching hing Purpose: health systems in order to establish future contracts/agreements. gy: Develop up to 4 tools that guide organizations through the One ne Strat trategy: cross-sector partnership development process, ensure they are understandable and valuable, and incorporate into the TLC Road Map 12 collaborativeconsulting.net
Pro rocess STEP STEP STEP 01 02 03 Discover ery y and Cus ustomiza omizati tion on Design ign and Test t Finalize alize and Distribut ribute Learn about TLC workgroup members partnership Outline priority features of tools based • • Refine and finalize each tool based on • development experience on learning in the discovery phase feedback Understand how tools can be tailored to meet the Design and/or refine the selected tools • • Conduct a final review with the workgroup • needs of the workgroup and other CBOs Workgroup to test and give feedback • Determine distribution strategy • Select the tools to develop • 13 collaborativeconsulting.net
Discove very Phase | | Inte terview ews • What do you feel are the primary challenges in partnership development for those beginning the process? What about for those more advanced? • In what ways do you seek to improve your partnership efforts? What processes and practices could be incorporated to help you advance your partnership efforts? • What types of tools and resources would assist you in these efforts? • In using tools such as an opportunity assessment, a competitor assessment, etc., what would you hope to achieve? 14 collaborativeconsulting.net
Discove very Phase | | Opportunities f for the Tools to to Address Identify and understand partnership Convince a partner to invest in social opportunities services Identify, understand and respond to the Overcome the build versus buy competition objection Develop a compelling case for Adopt and sustain partnership development partnership practices 15 collaborativeconsulting.net
Discove very Phase | | Prioritization Results of Tool Ranking: #1: External al Assessment ment #2: Competit etitor r Analy lysis sis #3: Opportunit tunity y Assessme sment nt #4: Buil ilding ding the Busine siness s Case #5: Business Development Cycle Management Tool #6: Data Collection Framework #7: Strategic Conversation Framework 16 collaborativeconsulting.net
Design Phase | Tool Purpose t Identify t Assess Externa ernal Assess essmen ment Oppor ortu tunit ity y Assessm essmen ent and understand potential partners, as internal and external factors that guide well as to better inform strategies for brainstorming and ranking of partnership targeting partners opportunities e Ability to Compe peti titor r Analysi ysis Busin iness ess the Case Identify and profile potential understand how to develop and competition to guide the process of present a compelling case for how to respond to the risks partnership 17 collaborativeconsulting.net
Design Phase | Tool Functionality Ext xtern ernal al Assess essment ment Compe petit titor or Analysis lysis Navigation through external assessment Identification and overview of potential competition and market • • process implications Template for gathering information and data Navigation through the analysis process • • Guide for critical thinking synthesizing the Guide for analyzing the information and identifying primary threats • • information Examples for responding to competitive threats • Process for converting to an ongoing • organizational practice Process for converting to an ongoing organizational practice • 18 collaborativeconsulting.net
Design Phase | Tool Fe Features Oppor ortunit tunity Asses essment sment Building lding the Case e for Pa Partn tner ership ship Template for internal assessment Worksheet for identifying and assessing service needs, cost, • • volume, and pricing Template for external assessment • Worksheet for identifying, assessing and quantifying potential • Guide for synthesizing information and outcomes for partner, • identifying opportunities Navigation on building a case and proposition to various • Scoring sheet to rank and prioritize targeted partners • opportunities based on internal and external factors and criteria Examples of how to present information • Additional resources to reduce tool duplication • 19 collaborativeconsulting.net
Partnership Readiness Process Internal External Model Business Development The Partnership Assessment Assessment Design • Understand Readiness • Understand healthcare • Adapt service model • Prioritize targets and • Experiment landscape opportunities • Identify skill development • Model cost and pricing • Sustain or refine need • Assess partners • Establish relationships • Prepare staff • Expand and replicate • Leadership • Identify opportunities • Communicate your value • Resource investment • Change Readiness • Assess competitors • Co-design partnership • Build the business case • Define goals and set measures 20 collaborativeconsulting.net
Finalize and Distribute te #1 #1 #3 #3 Competitor Analysis External Assessment #2 #2 #4 #4 Opportunity Assessment Building the Business Case 21 collaborativeconsulting.net
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