WHAT’S YOUR ELEVATOR SPEECH? Key Tips and Strategies for Health Care Attorneys
to Help “Market” and Distinguish Themselves Now and Throughout Their Careers
October 24, 2014| 12:00 – 1:30 p.m. EST
This webinar is sponsored by AHLA’s Young Professionals Council, Mentoring Committee, Diversity+Inclusion Council, and the Women’s
Leadership Council Panelists: Joshua Kaye DLA Piper Miami, FL Christi J. Braun
Shands Teaching Hospital & Clinics Gainesville, FL
Thomas M. Donohoe
Hall Render Killian Heath & Lyman PLLC Indianapolis, IN Michael L. Silhol Silhol Law Dallas, TX Moderator: Radha V. Bachman
This Brown Bag is designed to be a spirited and honest conversation between
the moderator and panelists.
Some of the information that will be provided by our esteemed panelists:
2
Examples of individualized elevator speeches.
What are the key components of an elevator speech?
How to tailor an elevator speech for potential clients vs. existing clients
(laymen, firm partners, organizational employees, etc.)
How can social media contribute or detract from a young
attorney’s marketing efforts?
What are some marketing best practices depending on an attorney’s
practice environment?
Which marketing approaches are most useful when transitioning
from a law firm position to an in-house position?
Which marketing tactics have you found effective when you are the one
being marketed?
How do in-house lawyers determine which outside counsel
firms/individuals to utilize?
TODAY’S PRESENTERS:
4
Panelists:
Joshua Kaye, DLA Piper Christi J. Braun, Shands Teaching Miami, FL Hospital & Clinics, Inc.
Gainesville, FL
Thomas M. Donohoe, Hall Render Killian Michael L. Silhol, Silhol Law Heath & Lyman PLLC Dallas, TX
Indianapolis, IN
Moderator:
Radha V. Bachman, Carlton Fields Jorden Burt
Josh Kaye,
Partner and Co-Chair, U.S. Health Care Sector
DLA Piper
• Represented Mednax in its acquisition of Med-Data, a revenue cycle management company
• Represented JLR Medical in the sale of its anesthesia practice to U.S. Anesthesia Partners, a Welsh Carson portfolio company.
• Represent anesthesia practice in its sale to Total Anesthesia, a Moelis Capital portfolio company
• Represented Physical Therapy Network LLC in its sale to CI Capital Partners and In Tandem Capital Partners
• Represented Integrity Healthcare Management in its sale to Health Diagnostics
• Represented Surgery Partners in its sale to H.I.G. Capital
• Represented Sterling Partners in its acquisition of Kids Care Dental
• Represented a Nick Pritzker Capital Management affiliate in its acquisition of Foundations Recovery Network
• Represented Prairie Capital in its acquisition of Riverchase Dermatology & Cosmetic Surgery
• Represented Comvest in its acquisition of FastMed Urgent Care
• Represented Surgem, LLC in connection with its acquisition and ongoing management of multiple physician practices, ambulatory surgery centers, and oncology practices
JOSH’S RECOMMENDATIONS
•
Find a niche(s) – health care law (i.e., HIPAA, Stark), subsector (hospitals, physician groups,
payers, surgery centers, etc.).
•
Understand business market trends and evolving health care laws.
•
Develop a business plan.
•
Build a network of client contacts, referral sources, and key consultants and find reasons
to contact them (interesting article,
their
award or achievement, your achievements,
holidays, etc.).
•
Personal relationship/friendship.
•
Know and leverage your firm’s resources and assets.
•
Invest in yourself.
January 2013
Article:
Outpatient Surgery Magazine
November 2012
Article:
Miami Herald
Article:
South Florida Business Journal
Christi J. Braun,
Special Deputy General Counsel & Senior Advisor
Shands Teaching Hospital & Clinics, Inc.
•
Shands Teaching Hospital & Clinics, Inc.
Special Deputy General Counsel & Senior Advisor
, May 2014 - Present
•
Mintz, Levin, Cohn, Ferris, Glovsky & Popeo, PC
Member,
March 2011 - April 2014
•
Ober, Kaler, Grimes & Shriver, PC
Principal,
January 1, 2010 - March 2011
Associate,
October 2005 - December 31, 2009
•
Federal Trade Commission, Bureau of Competition, Healthcare Services & Products Division
Staff Attorney
, January 2002 - October 2005
CHRISTI’S RECOMMENDATIONS
•
Take advantage of unexpected opportunities and don’t “limit” yourself.
•
Jobs, work assignments, client meetings, marketing opportunities, and networking.
•
Don’t consider failure a possibility.
•
Believe in yourself, believe in your abilities, and put yourself out there.
•
Mentoring makes a difference.
•
Seek out mentors for yourself and be a mentor to others.
•
Word-of-mouth is the cheapest and best advertisement.
•
Do a good job every time, regardless of how you feel about the project.
•
Be careful what you say about others.
• Hall Render is one of the largest health care law firms/practices in the country.
• Regularly advises hospitals and health systems in a number of transactional, regulatory, and
operational matters with specific expertise in hospital/physician transactions, physician alignment, clinical integration and fraud and abuse.
• Currently serves as associate general counsel for a regional health system
• Representative matters include:
Development of statewide clinically integrated network and Medicare ACOs
Hospital sales and acquisitions; Single and multi-specialty physician practice acquisitions Hospital/physician joint ventures (including imaging and ASC joint ventures)
Service line co-management agreements; Other physician hospital contracting arrangements Social Media Coordinator for Hospitals and Health Systems Practice Group (2011 to present)
12
Thomas M. Donohoe,
Attorney at Law
TOM’S RECOMMENDATIONS FOR GETTING STARTED IN SOCIAL MEDIA
•
Establish a presence.
•
Consider and select best social media tools to market your practice - Twitter vs. LinkedIn
vs. Twitter + LinkedIn.
•
Push content and interact.
•
Follow individuals and organizations relevant to your practice area.
•
Find breaking news and other articles that reflect your practice area or desired practice area
and push content to followers.
•
Focus on niche areas and local developments.
•
Interact (retweet or mention) with individuals and groups who you want to follow you or
somehow introduce your content to their followers.
TOM’S RECOMMENDATIONS FOR DEVELOPING YOUR SOCIAL MEDIA
PRESENCE
•
Get Followers
o
Mention others when pushing content.
o
Follow others to be followed (within reason – don’t follow the whole world).
o
Live tweet -
AHLA In-Person Programs/Webinars, Local bar presentations,
other important
live announcements and programs.
o
Use your social media tools and be patient.
•
Promoting and Maintaining a Social Media Presence
o
Include social media tools/handles/addresses on signature block.
o
Promote social media presence when presenting and in other written materials.
Michael Silhol,
Owner
Silhol Law, PLLC
• Darnall Army Community Hospital
Captain, U.S. ARMY JAG CORPS – 1986 – 1989
• Foley & Lardner
Associate – 1989 – 1990
• Waller Landsen
Associate – 1990 – 1995
• HCA, Inc.
Operations Counsel – 1995 – 1999
• Triad Hospitals, Inc.
VP, Legal Operations – 1999 – 2004 • Radiologix, Inc. General Counsel – 2004 – 2007 • Parkland Hospital General Counsel – 2007 – 2010 15
MICHAEL’S RECOMMENDATIONS
•
Join the Bar of the state in which you practice. Clearly disclose if you are not licensed in the
jurisdiction where you are working even when state bar rules allow practice in an in-house
setting.
•
Get certified in health law (Texas, Florida, and New Mexico). If certification is unavailable,
consider HCCA, HFMA, or ACHE certification.
•
Learn the lingo.
•
Assist your co-workers with personal legal matters (within reason). Consumer disputes,
landlord-tenant issues, traffic tickets, etc. If you are not comfortable handling these
matters, have a go-to person.
•
Be fluent in financial and operational speak.
•
Be willing to relocate.
UPCOMING NETWORKING RECEPTIONS
•
Dallas Area Young Professionals Networking Reception
October 30, 2014 | 5:30 – 7:30 p.m. SMU Dedman School of Law
Karcher Auditorium Storey Hall 3315 Daniel Ave.
Dallas, TX 75205
•
Washington DC Area Young Professionals Networking Reception
October 30, 2014 | 6:00 – 7:30 p.m. Blackfinn Ameripub (Farragut Square)
1620 Eye St NW
LEARN MORE ABOUT AHLA
•
Young Professionals Initiatives
•
www.healthlawyers.org/YP
•
Diversity Initiatives or Women’s Network
•
www.healthlawyers.org/diversity
•
www.healthlawyers.org/women
•
AHLA Mentoring Program
•
www.healthlawyers.org/mentoring
WHAT’S YOUR ELEVATOR SPEECH? Key Tips and Strategies for
Health Care Attorneys to Help “Market” and Distinguish Themselves Now and Throughout Their Careers © 2014 is published by the American Health Lawyers Association. All rights reserved. No part of this publication may be
reproduced in any form except by prior written permission from the publisher. Printed in the United States of America. Any views or advice offered in this publication are those of its authors and should not be construed as the position of the American Health Lawyers Association.
“This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is provided with the understanding that the publisher is not engaged in rendering legal or other professional services. If legal advice or other expert assistance is required, the services of a competent
professional person should be sought”—from a declaration of the American Bar Association
