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Utilizing the Tactical Skills of Trial Advocacy to Convince Customers of Network Value

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Rene Cabral-Daniels, CEO, Community Care Network of Virginia
Description
Trial advocacy principles have been refined over the centuries. They are essentially powerful skills lawyers use to convince juries of the credibility as well as value of a perspective. These same skills can be transferrable when attempting to convince potential customers of a network’s value.

What attendees will take away from the presentation:

  • Understand the transferability of trial advocacy skills in influencing potential customer opinion
  • Identify necessary tactics in the creation of confidence building by those interested in your network
  • Learn how to sustain that confidence so that it results in the ultimate vote of confidence- a willingness to purchase network services or become a member of the network

Author Peter Murray distills the tenet of trial advocacy as a lawyer’s ability to “analyze the available raw information to see whether there is a potential fact picture that will fit a legal rule with consequences favorable to the client. . . .” The approach the lawyer utilizes to analyze the information in a manner favorable to her client must be appropriately tailored to both the set of facts as well as the interests of individual jurors. The articulation of network value must likewise be carefully tailored to network component description and individual customer interest. This session will allow participants to leverage relevant trial advocacy skills when communicating network value so that the customer will elect to engage in its benefits.



Materials
Presentation (pdf)
Presenter
Rene Cabral-Daniels is the CEO of Community Care Network of Virginia, Inc. (CCNV). CCNV is an entity created by Virginia’s federally qualified health centers in 1996. It currently provides services in 23 states and has a staff of over 50 employees.

Rene has a long history of leading organizations that champion providing access to the medically underserved. As the Director of the Office of Health Policy and Planning with the Virginia Department of Health, she oversaw programs designed to assure access to quality health care for rural minority and other populations. Rene is an attorney who was formerly employed by the US Department of Health and Human Services and was assigned to provide legal guidance to leaders of the Centers for Medicare and Medicaid Services (CMS). Rene has a Masters in Public Health and a passion for improving the health of communities. She currently serves on two federal advisory boards. She is a member of CMS’ Medicare Evidence Development and Coverage Advisory Committee as well as the Rural Health and Human Services Advisory Board, which advises the Secretary of Health and Human Services.