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A Successful Competitive Bidding Model

A Successful Competitive Bidding Model. Scott Lloyd July 29, 2014. Tools We Have Utilized for Success. Subcontracting Merging with contracted entities Revenue diversification. Subcontracting. Utilized to “fill gaps” in contracts Focus on serving patients – not growing revenue Challenges

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A Successful Competitive Bidding Model

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  1. A Successful Competitive Bidding Model Scott Lloyd July 29, 2014

  2. Tools We Have Utilized for Success • Subcontracting • Merging with contracted entities • Revenue diversification

  3. Subcontracting • Utilized to “fill gaps” in contracts • Focus on serving patients – not growing revenue • Challenges • Misalignment on acceptance policies • Capacity issues • Competence issues • Patient confusion (particularly multi-service) • Available dollars to divide • Keys to Success • Clear expectations in contract • Process collaboration

  4. Merging Contracted Companies • Choosing acquisition targets with limited baggage

  5. Revenue Diversification • Dedicating resources to non-HME businesses • Focus on non-CB items • Retail strategy • Focus on non-CB geography

  6. Scott LloydVice President of Respiratory & HMEAdvanced Home Care, Inc.(404) 328-8594scott.lloyd@advhomecare.org

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