Transcript
Samantha Bouchard (00:00) hello?
Josh Brunell (00:02) Hey, hey.
Samantha Bouchard (00:05) We meet again?
Josh Brunell (00:06) Yes, we do.
Samantha Bouchard (00:13) What does your wife do for work josh?
Josh Brunell (00:16) She’s a teacher?
Samantha Bouchard (00:17) First grade. Oh, yeah, Vaughn’s wife’s a teacher.
Nicole Campbell (00:23) Too, yep my own background. The pink, okay. I like learned about, I was googling the remodel of this hotel this morning because I was like, what, why is it so hot in here? What’s going on? And the reddit reviews of the remodel are great if you want to go look at them, people like just really had not nice things to say about this.
Josh Brunell (00:50) I’m letting them in, but yes, we should talk about that.
Nicole Campbell (00:53) Oh, yeah. Let them in, but, yeah, if you want to, if you want a little laugh later. Oh, my gosh. Highly recommend. Yeah.
Josh Brunell (01:03) I’ve heard a few people now complain about that.
Samantha Bouchard (01:06) Okay.
Nicole Campbell (01:08) Hi, Roxanne. If you overheard us, we’re all in Austin together for our like business reviews for the week and they, we’re in a hotel that got very shoddily remodeled at some point recently, and we all have these very weird pink backgrounds if you can’t see. So, it’s a, it’s a very interesting hotel to say the least. Oh,
Roxanne Williams (01:35) what part of Austin? We?
Nicole Campbell (01:37) Are we’re right? We’re downtown. It’s a, it was the old Sheridan property. It’s now a marriott. It’s called the downright okay.
Roxanne Williams (01:45) Yeah, I was just in Austin a couple of weeks ago, so, and from Texas.
Nicole Campbell (01:49) So, okay. Yeah.
Josh Brunell (01:52) Yeah.
Nicole Campbell (01:53) We like are across the street from a Franklin barbecue, which I found out last night. We could walk around tomorrow. Yeah. So, yeah, it’s we were, I was just reading reddit to them and telling them there’s some good, funny things going down some.
Roxanne Williams (02:08) Good reviews. Great.
Nicole Campbell (02:09) Great. Interesting reviews, but we.
Samantha Bouchard (02:12) got to, we got to see Austin’s biggest tourist attraction, the bats leaving the bridge at sundown. I had never heard anything about.
Nicole Campbell (02:23) That.
Samantha Bouchard (02:23) But that was interesting. People were like on kayaks, and canoes. I’m like,
Nicole Campbell (02:28) yeah.
Samantha Bouchard (02:29) Very, very interesting tourist attraction here.
Josh Brunell (02:35) John, Roxanne. How are you? How are you two? How are you doing?
Roxanne Williams (02:39) Doing well. Thank you.
Josh Brunell (02:41) Awesome. Yeah. So I’ll just dive into the agenda just to make sure we’re all lined up here as far as what to cover.
Josh Brunell (02:53) So, yeah, we obviously sent over the edits to the proposal deck. We sent the msa over, so maybe we could touch on any specific feedback on those since we provided those documents and then want to make sure the reference calls all set up and squared away and then talk about like anything else that we can assist you with as you’re going through in making this decision like any other points of validation that we can help assist and then talk about next steps from there. Don’t know if we’re going to need the 30 minutes today, but if we do, I just want to let you all know, me and Nicole have a hard stop at the half hour mark. So just want to make sure we make the most of your time. Is there anything else that we’re not seeing here on the agenda that you all want to make sure we cover?
John Pearl (03:49) Not from my side, I think we’re good.
Josh Brunell (03:51) Awesome. So we’ll kind of start with, I think point one. So we sent over the updated proposal anchoring on the 75 day SLA piece for the updated revenue acceleration. We also sent over the msa with the SLA language included in that. Has there been any review of both of those? And any feedback coming out of sending those your way?
John Pearl (04:22) From my side, yes, I have reviewed. And thanks for making those updates and sending over. We’re taking a stab at like some internal review of the msa language and just starting to loop in legal team just because we wanted to get ahead on that. All of that is to say that ball is in our court right now. So thanks for sending that over.
Josh Brunell (04:48) Yeah, of course. Yeah. And if and when it makes sense, after legal makes the review, if they have any questions they want to discuss live like our legal team is happy to jump on a call with them anytime. Okay. Cool. On the reference call. Do you all have the meeting set up with matt for later this week? Okay?
John Pearl (05:11) Yes. Yeah, we have that tomorrow. I think no Thursday at. Yeah, 12 central. So thanks for facilitating that.
Josh Brunell (05:24) Yeah. I thought it was a good fit. I know it’s a different specialty but as far as like size multi state footprint using us for direct enrollments and the fact that they’re also PE backed, matt was worked in partnership with their PE firm during the evaluation process. So I think he can both help on from like an operations standpoint because he’s like kind of like our core main contact at family care center around the business value, of medallion. Talk about, you know, he was there when they implemented us when they decided to partner with us. And so any, yeah, any questions I think that you have and want to validate? I think he’d be a great person to talk to so awesome. And then the, I think next V series is really like, you know, following everything looks good on the msa and proposal. Like what do you, what does a good next step look like from here? Like, would it be us getting the proposal in front of the executive team and meeting and kind of presenting that live? Or I guess, what do you feel is like a good path following like these couple items?
John Pearl (06:43) Roxanne? You want me to go or do you?
Roxanne Williams (06:46) Yeah. Either one. If you want to go ahead. That’s fine.
John Pearl (06:49) Yeah. So yeah, we’re working internally with the CFO just to make sure we’re aligning on Roi and making sure kind of, the story makes sense. We also at TWH have like a pmo process where any initiative that we’re kicking off, we go through the PM office and goes through approval. So we’re still working through some of that documentation and getting that ready to go. All of that is to say we want to make sure we’re still like moving in the right direction in a timely manner. But there are a couple of items on our side that we need to make sure we’re on top of before getting into like, the final state there. But Roxanne, I don’t know if you had anything on top of that to add to mention.
Roxanne Williams (07:42) No, I think, I mean that, yeah, I think that hits an owl on head. I think the only thing that we could possibly need an update on is we’re working on just really fine tuning what the true denial rate is. So once we have that nailed down, we may want to like ask you to tweak that to match what it actually is.
Josh Brunell (08:06) Yep. That could.
Roxanne Williams (08:07) Change the model a little bit?
Josh Brunell (08:09) Yeah. I know, we were basing it off of the January timeframe. I think you had mentioned looking at the entire year and then really breaking out the categories of what would were the main causes, of those claims, denials and Rios and ensuring that they were due to credentialing errors.
Josh Brunell (08:25) So, yeah, if you have a revised percentage or number or dollar amount that you want to share, like happy to update the proposal deck and find before and before that’s all finalized. Okay?
Roxanne Williams (08:38) Yeah. I’m trying to work with our RCM team to get that finalized, it’s.
Josh Brunell (08:43) a tough thing to do like we work with a lot of organizations and they just, they have no clue one way or the other. And so at least it’s good that you all are reporting on that on some degree.
Roxanne Williams (08:55) Yeah, awesome.
Josh Brunell (09:02) All right. And then as far, hold on, let me just.
Nicole Campbell (09:11) I think, well, I guess while he’s pulling this up too, I think from, I know this is a newer buying process. I remember Roxanne that we’re going through internally. Now. I know we kind of never had like a hey, the desired go live date. I just don’t want to get to a point where I just want to make sure we have good implementation time for the potential hopeful go live. Is that something that’s been discussed internally just so we can then work backwards if necessary? Yeah, perfect.
Josh Brunell (09:39) Perfect. Yeah.
Roxanne Williams (09:40) Yeah. I think, you know, the bulk of our providers start in August, September timeframe. So I think we would want to have some type of like go live or pilot at least beforehand to capture that bulk of providers. So I think we’re thinking, I don’t know may June something to hopefully even if it’s like a small pilot that we work towards doing that’s our timeframe that we’re hoping to get it implemented.
Nicole Campbell (10:14) I think that’s a very fair timeline. I think I was going to say as long as we’re not thinking like August first for two weeks later in August really where we would be like the most comfortable for you to have like a good full live if we had finalized partnership by the end of may, beginning of June and then starting to roll that at the beginning of June for implementation. That kind of aligns with that eight to 12 weeks of like. And normally, we give a broader timeline and we can always condense it and give you work ahead of time to start that process. And I know we talked about that, but wanted to just then make sure that we, after we got all this feedback, we are still aligned there.
Roxanne Williams (10:52) Okay. And then I apologize if I missed it because I’m looking back now, josh, were you able to send the turnaround times or did we get that yet?
Josh Brunell (11:03) So, are you asking for the?
Roxanne Williams (11:07) I know we talked about doing it for our payr mix.
Josh Brunell (11:10) Yeah. I think Sam had actually followed up. We did not send them but we had asked, we wanted to understand out of the whole list of payr’s do you have ones that you have higher volumes with in particular that would like move the scale if you will or move the needle?
Roxanne Williams (11:31) If you will, I would say obviously like the core payr’s the blues, uhc, Aetna, cigna, we definitely want to have those… in Michigan. There’s a few like priority health or hap, that we could point out. But I think really just the primary commercial payr’s those payers in each market would be helpful. Yeah.
Josh Brunell (12:00) Well, we can pull that together fairly quickly. Sam. Now that Sam’s back from vacation, we’ll work on that and then get that sent over. Yeah, we.
Nicole Campbell (12:10) just don’t want one of the like longest payr’s just happens that you only use for one percent of your, you know, mix to draw like take anything away from your turnaround times that’s why we asked that question?
Roxanne Williams (12:22) Yeah, I would be interested to know though how long is it taking? Some of the governmental payers just for reference. So that would be helpful to know because I know those are the ones that are a little lengthier even though they might be a smaller percent of our business. I’d still be curious to know.
Josh Brunell (12:45) Okay. Sounds good. Yeah, we’ll put that together for you and have that included as well… anything else that is being discussed internally or that we can help support like as you’re building out kind of this business case internally, like any requirements from the pmo that we might need to put together regarding, you know, any… sort of like vendor requirements questionnaire or like anything that’s like typical process to get in place?
Josh Brunell (13:24) I.
Roxanne Williams (13:24) Don’t know, John, can you think of anything that in addition to what we’ve already kind of put together?
John Pearl (13:31) Yeah, I think from the like pmo submission, I… think we’re pretty solid right now. We just want to finalize some of like our internal Roi stuff before like officially submitting, but I don’t think anything from like a vendor questionnaire or vendor analysis perspective is required. One thing and… apologies, I’m in like contract review paralysis at the moment. But so I don’t recall off the top of my head the msa for medallion. But one thing we have been talking about related to this initiative is like say for I,
Roxanne Williams (14:15) guess as.
John Pearl (14:16) I’m saying this out loud, I think I have the answer given some of the slas, and like if there’s a… large percentage of misses there’s an opt out, right?
Roxanne Williams (14:27) Yeah.
John Pearl (14:28) Okay. Yeah. My head was just going like for whatever reason, if we see like the turnaround time staying at baseline of what it is today, we’d want to make sure that we’re not in for the three years, but it sounds like we’re covered there, so.
Nicole Campbell (14:41) Yeah.
Josh Brunell (14:42) Okay. Absolutely.
John Pearl (14:45) Answered my own question, but yeah, I think otherwise, we’re like I said, kind of still driving alignment internally. I think making sure like the CFO team is on board with kind of the model that we’re putting forward and then… just getting our kind of pmo ducks in a row. I think like I said, we want to move quickly but there’s probably still a little bit of time that we need to make sure we have everything on our side wrapped up before kind of making a decision.
Josh Brunell (15:20) Okay. So action items we’ll be getting the payer list over. Sounds like we’ll also potentially be receiving updates to the claims denials, and write offs a piece of the equation. From there, there also may be next steps with potentially legal based off of their review of the contract, happy to set up a call there. And then sounds like timeline wise like may decision, end of may decision. And then ultimately, if we do, if you do decide to partner with us, we’d be planning to prep for implementation kind of end of may start of June, correct? Cool?
John Pearl (16:06) Awesome. Potentially a little bit earlier, but that’s generally.
Josh Brunell (16:10) Yeah, we can move as fast there’s not going to be like any sort of significant delay after signing that we’d be able to kick off like we’re ready to go on our side.
Josh Brunell (16:19) But yeah, we understand you have a process that you want to follow and do this the right way. So, yeah, excited for you all to have the call on Thursday with matt and, I would suggest maybe next week we regroup and can debrief after that. That will maybe give you some time or at least legal some time to review the contract. We’ll have the payer list over sent over here shortly. So you’ll have that ahead of that call next meeting. And then we’ll go from there. But as far as timeline goes, yeah, I feel like we’re on good track here to kind of meet, where and when you want to get this in place by.
Josh Brunell (17:02) Is there any like, I guess like my last question is, are there still any like glaring gaps that you feel like we need to solve for anything that is like been brought up whether like in internal conversations, like I just want to make sure as we’re presenting this to, you know, or as you all are presenting this internally, like you have any questions answered? Are being brought up by the CFO or pmo teams?
John Pearl (17:40) I’m sorry, no.
Nicole Campbell (17:41) Go ahead, no.
John Pearl (17:44) I’m trying to think, I don’t think so. I think I mentioned this last week, but like I said, we have our own version of like the Roi model, and there were including like contribution margin and things like that. So obviously, when that comes into play, like, the numbers look a bit different, I think depending on where we get with some of like the internal review that we’re doing at some point, it might be good to like high level discuss kind of the Roi from, as we’re approaching it just to give you the opportunity to like say like we’re not thinking about it correctly or any like gaps in our modeling ultimately just to drive alignment as we continue the conversation because I mean, we want to make sure everyone’s kind of on the same page of what the goal is, right? So, yeah, and that’s yeah, that’s more of like to be discussed because we still need to finalize on our side but just something that’s kind of front of mind for.
Josh Brunell (18:50) us. Awesome. Yeah. And, and I, I’m sure when you talk with matt on Thursday too… I’m sure he’d be open to sharing like how they modeled out the Roi during the evaluation process too, if you want to get feedback on that. Yeah.
John Pearl (19:06) That’d be great. So. Awesome.
Josh Brunell (19:08) Well, thank you team for the time. Maybe we could put some time back in your day, a little bit here. And then I think maybe with the last couple minutes, is there a time maybe next week next Tuesday that works for us to regroup potentially the same time?
John Pearl (19:26) I think we should wait until we should have red lines soon, right? Yeah.
Josh Brunell (19:34) We could do that. Yeah, if you’re expecting those this week, then, yeah, we’ll get those over to our legal team and then we could schedule, you know, how it typically goes. So it might be a call where we all meet, clarify anything if needed. And then once again, happy to bring in our legal counsel for any one on one discussions with your legal counterpart as well. But… yeah.
John Pearl (19:56) And to that point, there is actually a TWH board meeting next Tuesday. So Martha, the CFO is probably prepping for that. So it might not have everything locked up by then. So, okay.
Josh Brunell (20:12) Maybe we can, yeah, if and when, the, when the msa is ready to be sent back for us to review, we can maybe target maybe end of next week or whenever that comes through a couple days out from then. So our team has time to review and get responses prepared. Okay?
John Pearl (20:30) That sounds good.
Josh Brunell (20:34) Okay. Nicole, Sam, anything else on your end? Nothing?
Nicole Campbell (20:39) Just, we didn’t say hi to Tom haven’t seen you in a couple calls. Sorry, we jumped into things, but no, I think this makes sense. I think if, even if we don’t have something ready to discuss, we should probably have a check in two weeks no matter what. So we’ll reach out even just to make sure we get feedback from the executive meeting at least and then potentially see where we are in red lines. But we’re excited that we’re moving along forward in the process. And if there is, it sounds like we’re kind of working through the semantics of Roi less like concerns if medallion is a good fit. And that sounds like a great place to be for us. And we’re excited to keep going, yeah.
Josh Brunell (21:19) Thank you. Awesome.
John Pearl (21:21) Exciting plan for the rest of the day in Austin or well.
Nicole Campbell (21:24) We do have our team dinner tonight, so we’re going out to this place called laundrette. It’s like a inside of an old laundromat. I don’t know. It’s gotten a lot of good. Josh will report back if I picked a bad place or not. Yeah.
Josh Brunell (21:40) Yeah, no, yeah. I don’t know. It’ll be a good time. And then, yeah, still unsure of what, the one, what Wednesday night I?
Nicole Campbell (21:50) Think we’re going to Franklin’s I figured out we can walk okay barbecue place. So we’re going to.
Josh Brunell (21:54) Franklin, we’ll get some good barbecue. You gotta do that. Yeah, you have.
Nicole Campbell (21:57) To have barbecue?
Josh Brunell (21:58) There for?
Nicole Campbell (21:59) Sure. Exactly. So we’ll tell you all about it. Hopefully not make you guys too jealous.
John Pearl (22:04) Yeah, I was gonna say, consider me jealous so well.
Nicole Campbell (22:09) If we ever get an offsite in place, then we’ll make sure we find it somewhere where there’s good barbecue. Awesome. It’s not terrible. It’s not Texas, but it’s not terrible stuff. All right. Thank you. Thanks.
Josh Brunell (22:25) All right. Have a good day, everyone. Thanks.
John Pearl (22:27) Appreciate it.