Michael Bernas

Questioner
DISC Type : c

Director, Revenue Cycle Business Operations at Children's Hospital of Philadelphia

Philadelphia, Pennsylvania, United States

Overview

Michael Bernas is the Director of Revenue Cycle Business Operations at Childrens Hospital of Philadelphia, focused on building supportive frameworks for revenue operations. Drawing on experience from Duke University Health System and a Masters from the University of Iowa, he is often described by colleagues as creative, self-directed, and detail-oriented.

Outside of work, Michael is dedicated to continuous improvement, frequently completing certifications in areas like Lean Six Sigma and operational excellence. He stays current with business trends by following publications such as the Harvard Business Review and The Wall Street Journal. [Predicted] He may also follow the Iowa Hawkeyes.

He co-developed a predictive analytics software for healthcare claims and successfully negotiated co-ownership agreements between Duke University and the vendor.

Personality Overview

Value Seeker

Cautious & Analytical

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Lean Six Sigma
He is actively pursuing expertise in this area, having recently completed a Six Sigma Yellow Belt certification and related coursework.
Revenue Cycle Management
His entire career is centered on optimizing revenue cycle operations, including overseeing a $9B gross revenue stream in a previous role at Duke University Health System.
Healthcare Analytics
He has hands-on experience co-developing and implementing Invariant©, a predictive analytics software designed for healthcare claims data.

Media Appearances

Michael has no verified media appearances

Work History

5-2023
Director, Revenue Cycle Business Operations at Children's Hospital of Philadelphia
8-2022 - 5-2023
Business Process Consultant, Operations Improvement at Duke University Health System
3-2020 - 7-2022
Business Process Consultant at Duke University Health System
7-2015 - 3-2020
Team Lead and Program Manager at Duke University Health System
3-2012 - 7-2015
Radiology Revenue Manager at Duke University Health System

Education

2004 - 2007
Masters from University of Iowa
1999 - 2003
Bachelors of Science from University of Iowa

More Information

Social Presence :

Prographics :

Exp : 25 Location : Philadelphia, Pennsylvania, United States Job Level : Mid-senior Designation : Director, Revenue Cycle Business Operations at Children's Hospital of Philadelphia
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Michael

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Michael take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Michael

Personality Compatibility


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