Provider starts new chapter

Saturday, May 31, 2008

Todd Cressler’s been hitting the books.

“Silos, Politics and Turf Wars” by Patrick Lencioni provided the inspiration for a new incentive program at Harrisburg, Pa.-based CressCare Medical. Employees can earn up to $200 each month by meeting goals based on four metrics.

“You rally around a common cause and goals,” said Cressler, company president. “It’s really a team-building model for our employees.”

Also on his bookshelf: “Death by Meeting,” “The Five Dysfunctions of a Team” and the classic “Who Moved My Cheese?”

“We’ve totally reorganized how we do meetings and what purpose they serve,” said Cressler. “We used to have these board meetings with 15 items on the agenda. Now it’s three things. That’s it. The goal is to have meetings be fun and make the important decisions that need to be made.”

Molding young minds

Provider Sam Clay has found a captive audience for his wealth of professional knowledge.

Clay, president of Petersburg, Va.-based Clay Home Medical, guest lectures at Virginia Commonwealth University.

“We have an entrepreneurship class that trains pharmacy students how to run a store,” said Clay, a pharmacist by training.

The students learn about durable medical equipment, store policy and employee relationships. Clay also talks about DME as a niche market, which he describes as “questionable” in this age of accreditation and shrinking reimbursement.

Clay also discusses competitive bidding with his students.

“It really opened their eyes,” he said. “They have no idea how to deal with a subject that looks straightforward but is so complicated.”