The following information was emailed to Chief Development Officers, Hospital Leadership and Program Directors from John Lauck on Thursday, August 1, 2019.

We are pleased to announce the Children’s Miracle Network Hospitals Board of Trustees unanimously approved the Market Alignment Process (MAP) recommended by the CDO Advisory Committee.

As many of you know, this has been a long-standing challenge in need of a solution. Aside from the partnership model, this has been the highest priority of the CDO Advisory Committee over the last two years.

Originally in 1989, Children’s Miracle Network Hospitals markets were determined by the Nielsen Research Television Designated Market Areas.  This made total sense when telethons were our primary and most visible vehicle to raise funds and awareness. Obviously, this is no longer the case.  As hospitals have, for a variety of reasons, increased or decreased their service areas, we have seen shifts in patient demographics and markets. What has been lacking is a formal process and timeline to provide appropriate guidance for collegial negotiations regarding what alignment best serves the children in your respective care.

This recommendation was based on feedback from dozens of Chief Development Officers who provided valuable input through the MAP survey, during town hall calls, individual interviews and CDO Summits. It also included feedback from Chief Development Officers who have gone through the realignment process or are currently engaged in discussions with another member hospital.

The desired goal of the recommended process is:

• To take both qualitative and quantitative findings into consideration
• The process provides both resources and guidance, based on best practices that provide for shared accountability between members
• All parties are treated with respect and as equitable as possible

With that background, here is a high-level overview with the accompanying documents.

Beginning September 1, 2019, members can engage in the Market Alignment Process following CMN Hospitals receipt of your signed Amendment.  Below is an outline of the Local Collaborative Process and the Binding Decision Process. The latter may be pursued if members are unable to reach an agreement with the Local Collaborative Process.

• Local Collaborative Process – Members work together to resolve alignment issues. Members must pursue this option first.
  • Any member hospital may start a conversation with another member to discuss a potential realignment of their assigned CMN Hospitals fundraising territory. Once an agreement has been reached, members should work with CMN Hospitals on agreement details.

• Binding Decision Process – If hospital leaders are unable to reach an agreement using the Local Collaboration Option, the Initiator may trigger this option.
  • The Binding Decision is a process by which an impartial committee of member chief development officers, will gather all pertinent information regarding the territories in question and decide appropriate alignment and whether adjustments should be made.
  • There are three points in the process when the Initiator hospital may trigger the Binding Decision Option:
    • If after 30 days from the Initiator’s first request, there is no response from the Respondent;
    • If after 60 days from the initiator’s first request, there has been no meeting set to discuss the issues;
    • If after one year has passed since initial documentation of first communication regarding the Local Collaboration Option and hospital leaders are unable to reach an agreement, the Binding Decision Option can be initiated.

Please note this process is only applicable to U.S. CMN Hospitals members and we are not inviting new hospitals to join the network at this time. The attached materials will provide more information on each of the steps:

• MAP Infographic outlining the process for both the Local and Binding Process
• Approved Process for Territory Realignment Document
  • Outlines the step by step process for the Local and Binding Process
• Fourth Amendment to the 2016-2021 Membership Agreement
  • As explained throughout the process an amendment will be sent for signature to support the alignment process. The signed amendment will be due January 1, 2020.

Send Signed Agreement to:
Children’s Miracle Network Hospitals
205 W 700 S
Salt Lake City, Utah 84101
ATTN: ERICA BECK

We would like to extend our deep appreciation to the MAP and the CDO Advisory Committees for the thoughtful, considerate and extensive process that fostered engagement with more than 140 members. The committee members reflected the uniqueness and diversity of the network. We are particularly grateful for MAP members:

• Sue Doliner, VP Development, Barbara Bush Children’s Hospital at Maine Medical Center
• Phil Salerno, President & CDO, Children’s Specialized Hospital
• Grant Stirling, President & CDO, Lurie Children’s Hospital

Thank you so much for your continued partnership! We believe this new process will invite collaboration and cooperation throughout our Network, and ultimately raise more money for the kids we serve.

If you have questions, please contact Teri Nestel (tnestel@cmnhospitals.org or Shirley Rogers (srogers@cmnhospitals.org).

Tags:

• MAP
• MAP Committee
• Market Alignment Process
• Market Alignment Project