AAO 2025 IMAGINE

Sunday, 3:45PM – 5:00PM EDT
Session 489 Location: W303

Negotiation Skills for Physicians and Ophthalmic Practice Leaders

Topic: Practice Management – Business & Finance
Education Level: Intermediate

Senior Instructor:
Isabelle Bibet-Kalinyak, BBA, JD, MBA – Pullman and Comley, LLC

Instructor(s):
Cynthia Matossian, MD, FACS – American College of Eye Technicians
Ron Reed – Cascade Partners
Thomas R. Biby, MBA – Triad Eye Institute

Description
Synopsis Negotiation skills are essential for all practice leaders because they directly affect clinical and business outcomes. For physicians, these skills enhance patient care and professional relationships, while for administrators, they ensure efficient and profitable operations. This course will present core concepts of negotiation, the phases of the negotiation process and practical strategies to enhance negotiating skills to support a stable, sustainable and patient-centered environment, including how to adapt communication style based on different personality types. The panelists will focus on skills, techniques and tools applicable to physician contract negotiations, interdisciplinary collaboration, patient care decisions, vendor and supplier agreements, operational efficiency, staff management, insurance and reimbursement, regulatory compliance, investors, lenders and strategic partners. 

Objective By the conclusion of this course, attendees will be able to (1) utilize techniques for successful negotiations and predictable outcomes, (2) train and role play with staff to enhance patient care and satisfaction and (3) prepare for critical negotiations with vendors, payers, investors and strategic partners.

AAOE Instruction Course
In-Person, On-Demand

Monday, 11:30AM – 12:45PM EDT
Session: 641 Location: W304AB

Building an Independent Practice at Any Age: Options Beyond Private Equity

Topic: Practice Management – Business & Finance
Education Level: Advanced

Senior Instructor:
Isabelle Bibet-Kalinyak, BBA, JD, MBA – Pullman and Comley, LLC

Instructor(s):
Ron Reed – Cascade Partners
Collin Hart – Real Estate Advisors

Description
Synopsis: Options for the growth and success of your independent practice are not limited to private equity. Shareholders and practice executives should explore all options, including not only private equity but practice expansion on their own, forming/utilizing a management services organization, combining/merging practices, joining a hospital and partnering with a family office. This course, led by a health-care attorney, an investment banker and a practice administrator, will explain (1) factors to consider, (2) generational differences, (3) key challenges and opportunities with various strategies, (4) preparation, (5) regulatory requirements, (6) financing implications and (7) mid- to long-term implications from a business, recruitment and capital standpoint. 

Objective: At the end of this course, attendees will be able to (1) engage shareholders/partners on growth/lifecycle options, (2) define pros and cons of each lifecycle option, (3) recruit younger providers and mentor them to remain independent and (4) begin practice lifecycle planning by identifying resources and actions needed to execute a lifecycle plan.

AAOE Instruction Course
In-Person, On-Demand

We hope you can join us for this year’s AAO 2025 IMAGINE. Click the link to register below.