Available Until 8/20/2022

Making the Pitch: Selling Your Initiative to the C-Suite

Planned in cooperation with the ASHP Section of Ambulatory Care Practitioners

ACPE Activity Number: 0204-0000-19-028-H04-P
Release Date: August 20, 2019
Expiration Date: August 20, 2022
Activity Type: Knowledge-based  
CE Credits: 1.0 hour, no partial credit
Activity Fee: Members – Free / Non-Member – Not Available  

This activity is a recording from a live webinar and those that claim credit for the live webinar should not claim credit for this activity.

Activity Overview

Making the business case for new medication management services in value-based and traditional payment models can be challenging. This activity will describe key factors that influence decision-making by health system chief financial officers, strategies to consider when developing your proposal, and techniques to employ when making your pitch. Additionally, this program will describe serveral recommendations and challenges identified by a convening of pharmacists in a national collaborative. The discussion will include an example financial value proposition for a new ambulatory care initiative.   


The American Society of Health-System Pharmacists is accredited by the Accreditation Council for Pharmacy Education as a provider of continuing pharmacy education.

Target Audience

This activity was planned to meet the educational needs of pharmacists and pharmacy managers/leaders.

Learning Objectives

  • Identify key factors influencing decision making by Chief Financial Officers (CFOs) in today’s health care environment.
  • Outline five strategies to consider when preparing a business case for new services.
  • List the core elements of a strong value proposition for a new medication management program in an ambulatory care setting.

Schedule of Activities

  • Introduction and Announcements
  • Presentation
  • Questions, Answers, and Discussion


  • Paul Scanlon, B.S., Management Team and Learning Coach, Alliance for Integrated Medication Management, Farifax, VA
  • Toni Fera, Pharm.D., Project Lead and Learning Coach, Alliance for Integrated Medication Management, Pittsburgh, PA
  • Todd Nelson, FHFMA, M.B.A., Director, Partner Relationships and Chief Partnership Executive, Healthcare Financial Management Association, Westchester, IL
  • Amy McKaskle, Pharm.D., BCACP, APh, Advanced Practice Ambulatory Care Pharmacist, Scripps Health, San Diego, CA


In accordance with the ACPE's and ACCME's Standards for Commercial Support, anyone in a position to control the content of an educational activity is required to disclose to the accredited provider their relevant financial relationships. In accordance with these Standards, all potential conflicts of interest have been resolved. An individual has a relevant financial relationship if he or she (or spouse/domestic partner) has a financial relationship in any amount occurring in the last 12 months with a commercial interest whose products or services are discussed in the activity content over which the individual has control.

As defined by ACCME, a commercial interest is any entity producing, marketing, re-selling, or distributing health care goods or services consumed by, or used on, patients. The Standards for Commercial Support do not consider providers of clinical service directly to patients to be commercial interests. The existence or non-existence of relevant financial relationships will be disclosed to the activity audience. All identified conflicts of interest must be resolved prior to the activity.

  • All planners, presenters, reviewers, and ASHP staff report no financial relationships relevant to this activity.

Methods and CE Requirements

This activity consists of a recordings of faculty slides presentations, active learning activities, discussion, and handouts. Participants must participate in the activity in its entirety to claim continuing pharmacy education credit online at ASHP eLearning Portal. Follow the prompts online to complete the evaluation, claim credit and view the statement of credit immediately after completing the activity.

Per ACPE requirements, CPE credit must be claimed within 60 days of being earned. Claim your CE at http://elearning.ashp.org. Once you have processed and claimed your CE credit, we encourage you to check your NABP eProfile account to verify your credits were transferred successfully before the ACPE 60-day deadline. It is an electronic direct-report process so your credits should appear in your account within a few minutes. After the 60 day deadline, ASHP will no longer be able to report your credit(s) for this activity.