Ron Sconyers Metropolitan Pathologists, PC KEY CONSIDERATONS FOR SELLING YOUR PATHOLOGY PRACTICE

Learning Objectives Implement best practices between hospital and physician interests Demonstrate strategies to prepare for integration Identify practical steps to improve outcomes and physician satisfaction

Economical Pressures Decreasing Reimbursements Moving from Volume to Value Changing alliances

Clinical Pressures Changing clinical guideline Increased Medical Knowledge

Sociological Pressures Increased Demands Improve Population Health Improve Outcomes

Necessary Endings Our world is Changing Necessary Endings – Dr Henry Cloud “Great is the art of the beginning, but greater is the art of the ending” – Henry Wadsworth Longfellow What are we going to do “When Stuck is the new Normal”

EVALUATE OPTIONS INTERNAL AND EXTERNAL ASSESSMENT Environment Assessment Practice Assessment Market Assessment EVALUATE YOUR OPTIONS Build a Different Business Model Align with Healthcare System Sale

Build a Different Business Model Promising Practice Pathways TM High Performance Pathology for High-Value Oncology High Performance Diagnostic Services Coordinated Population Care Services Patient Diagnostic Services Center TM by College of American Pathologists

Align with Healthcare System Develop a relationship with Key Players Visible Pathologist Know your practice – results of Practice Assessment ACO involvement Joint Venture

Sale Strategy Strategic Alignment Venture Capital

Strategic Alignment Minimal Acquisition activity More Joint Venture Activity

Venture Capital Be Prepared

Information Request - Financial Financial Statements for past 3 or more years Revenue breakdown: testing for specialty physicians (by specialty), testing/consulting for pathology practices, contract research Revenue breakdown by payer, indicating Revenue breakdown by CPT code Revenue by customer (concentration report) Revenue by Geographical Area

Information Request - Statistical Complete test menu Specimen volume by CPT code Average accession value Average revenue per case by testing Number of active specialty practice clients Number of active pathology practice clients

Information Request – Additional Compensation plan for sales team Compensation plan for pathologists State licenses held by pathologists State licenses held by lab

Information Request – Strategies Are there any proprietary LDTs or access to proprietary markers? What is your assessment of your strengths and weaknesses (including personnel) Please describe the growth strategies that you have developed for and the implementation status of each

Negotiating Strategies Getting to Yes Authors - Roger Fisher, William L. Ury, Bruce Patton BATNA— Best Alternative to a Negotiated Agreement

Ron Sconyers Metropolitan Pathologists