Seizing Momentum and Opportunity How to Sell the Program Gilbert Uban, San Mateo County May 2016

Pitch Practice Turn to your neighbor(s) and share one sentence for how you would sell the MAA program to: Upper management Fiscal staff Non-compliant staff Line staff

Agenda Challenges with selling the MAA program Selling MAA to upper management Case study from an LGA Selling MAA to line staff Q&A

Challenges with selling MAA Audit risk/fear of giving back money Differing Views (A&I, DHCS) Don’t see where the money goes More work (time study) Other?

Selling MAA to Upper Management Identify MAA Opportunities (Big Picture): Nationwide “push” for accreditation Counties’ role as Chief Health Strategist to improve the overall health system MAA as a means to achieve and sustain organizational goals

Selling MAA to Upper Management Identify MAA Opportunities: Plan to include MAA opportunities when developing programmatic SOW Leverage MAA programmatic reach and financial benefits to build and maintain partnerships

Selling MAA to Upper Management Create a 5-year Roadmap: Understand your organization’s health improvement goals and how increasing Medi-Cal access and utilization will help achieve them ID measurable short and long range goals Incorporate into existing local planning

Upper Management Strategies Invest in educating and informing management and governing boards Train, train, train Opportunities: Community Corrections Partnerships, Mental Health Services Act, AOD Strategic Planning, Community Health Needs Assessment/Improvement Plans

Improved Community Health Outreach Enrollment and Retention multi-agency workgroup Express Enrollment at K-12 Schools ACA Health Systems coordination across hospital, tribal, nonprofit and public agencies Never miss an opportunity – recoup multiple benefits

A Success Story from an LGA Claiming Unit X: In the Beginning Pilot Program in FY 04/05 8 staff housed in a supply room Where are they today? Claim about $1M per year 35 staff in multiple sites How it Worked? Buy – in/ bigger picture Willingness to Expand

Tips for Selling to Non-Compliant Staff Focus on encouragement Consistent MAA coding reporting shared with all levels of staff Engage managers Improve trainings

Tips for Selling to Line Staff Empathy Transparency Connection to big picture Demystify myths Easy to use materials

Tips from YOU Reach out to other Counties Do your homework Look for allies in the units Don’t be a cheesy salesperson Know when to talk about the $$$

Your Successes Program review by higher level county officials (address sense of risk) Knowledge sharing Investing yourself in the program Other?

Thank you! Gilbert Uban