2015 RLI Leadership Summit Session Descriptions

The 2015 RLI Leadership Summit will help you develop expertise in six areas critical to reshaping your practices to thrive in the transforming health care system.

  1. How Industries Really Change
    Thursday, August 6 – 1:30 - 5:00 p.m.

    Changing times call for new strategies and approaches for any organization to continue succeeding.  Yet you cannot develop effective responses without a good understanding of how industries actually change.

    Drawing upon a variety of real-world scenarios, this session will present fundamental ideas about competition and industry change and address common misconceptions.

    This session will look at industry change from the perspective of both long-established organizations and newcomers that are often the drivers of change. To develop a balanced perspective, we will look at both successes and failures.  We will then practice the ideas by applying them to a case study.
  2. Marketing Concepts to Seed Practice Growth
    Friday, August 7 – 8:30 a.m. - Noon

    Industry changes are often accompanied by new customers and new behavior and expectations of existing ones.  This session will teach you how to better analyze customers, markets and marketing.

    In this session, learn how to identify opportunities for practice growth using core marketing concepts. Together we will work through how to use these frameworks to:
    • Identify growth opportunities by understanding different types of customers and customer needs
    • Better position your practice through competitive analysis
    • Use all of the above to develop more powerful marketing messages and the best marketing and sales tactics

We will discuss the above and then practice applying the concepts through a hands-on exercise.


  1. Strategy: Setting a Course for Your Future
    Friday, August 7 – 1:30 - 5:00 p.m

    Setting a strategic direction is hard enough, but having to do it in a time of regulatory and technological uncertainty - as is the case with the health care industry - makes it even more challenging.  Knowing how to generate a strategy, make the optimal choice for your business, and create a roadmap for execution as well as how to manage and adjust along the way are hallmarks of successful businesses of any size.

    In this session you will learn:
    • What is a good strategy and how to choose one that leverages your strengths?
    • How to think differently about the competitive landscape? 
    • How to build a road map for execution?


  1. Investing in Your Practice, Wisely
    Saturday, August 8 – 8:30 a.m. - Noon

    Imaging is a capital intensive industry with the cost of some systems running into seven figures.  Historically these investment decisions may not have been supported by rigorously “informed” analyses.  Capital was relatively cheap and revenues associated with imaging systems usage were not closely regulated.  The Affordable Care Act is changing this dynamic. 

    Revenue streams in the future will be constrained by both pricing pressures and more scrutiny of treatment options.  To maintain profitability of your imaging practices you will need to build formal capital investment protocols.  But how does one “value” a potential stream of cash flows associated with a purchase option, especially when the purchase decision can have multiple alternatives?

    In this session, we will explore:

    • The basics of building a valuation model for capital investments
    • How purchase decisions can be structured – often called deal structure
    • The impact each deal structure would have on the valuation of the investment option
    • AND, if we have time, how this analysis can also be used to value your practice


  1. Persuading with Emotional Intelligence
    Saturday, August 8 – 1:30 - 5:00 p.m

    Given the rapid advances in imaging and changes in key stakeholder relationships, boundaries and escalating workloads, it is critical for radiologists to cultivate influence skill.  Two factors determine one’s capacity for influence: (1) self-awareness of personal blind spots in reading others, and (2) positive presence that invites high trust engagement. This is especially true as the field becomes ever more patient-focused. 

    The mandate facing medical leaders is to embody empathic leadership that acts to positively shape the direction of thinking and acting in the service of quality. This means making use of reliable lenses through which to assess one’s own empathic abilities while uncovering personal blocks to genuine openness.

    In this session, we will explore:
    • A well-researched framework for examining ourselves in terms of empathy and presence
    • Identification of the impediments to influence
    • An inquiry-based discipline to help sustain personal influence and high trust relationships with stakeholders


  1. Negotiating Successfully
    Sunday, August 9 – 8:30 a.m. - Noon

    Specialization by health care organizations and professionals means radiologists must partner and coordinate activities with others.  When goals and gains are not identical, the ability to negotiate becomes indispensable. 

    The ability to negotiate favorable agreements—with patients, partners, administrators, investors, suppliers, and colleagues—is a vital leadership skill for entrepreneurs to develop to effectively build their businesses. This session will focus on how to discern others’ interests, understand how to connect with relevant parties to negotiate and create lasting agreements for both sides.   Participants will learn a negotiation framework and practice crafting deals when negotiating for critical resources needed for successful leadership.

    Session objectives:
    • How to identify what you should and can negotiate for
    • Practice crafting win-win deals – deals that may benefit both parties
    • Develop a framework for preparing for and analyzing critical negotiations


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