As an industry, we have historically underinvested in our infrastructure. It is a well-known fact, first recognized by the American Society of Healthcare Engineers (ASHE) in a report published
back in 2017. Now in 2023, the lagging financial challenges imposed by the pandemic will likely continue to exacerbate this situation for years to come; especially when considered
along with other macro-economic trends affecting the national and global economies. Simply put, there is a false narrative that money spent on infrastructure has no return. We all
know that’s not true. In this session, we will discuss the “business” of facility management and introduce a new financial framework to guide you as you construct and sell future budget
requests. Managing a facility is different than maintaining a facility.
Quoting Warren Buffet, “Price is what you pay, VALUE is what you get.” Does your non-facility leadership understand the VALUE of what you do? Let’s change the way we tell our story!
1. Understand the difference between a cost-center and a profit-center and challenge ourselves to redefine the “Business” of facility management.
2. Introduce the basic concepts of income statements and balance sheets to create a framework for communicating facility investment needs.
3. Conduct “Sales” Training 101. Use the Features, Advantages, Benefits framework to articulate the VALUE streams of infrastructure investment to non-facility leadership.
4. Identify common objections that are often used to justify budget limitations and discuss alternative means of “Selling” the ROI of infrastructure investment.
Mark Mochel, MBA, CHFM, PMP, ACABE is currently a Strategic Account Executive at Brightly, a Siemens company. Before joining Brightly, he was a Co-Founder and Senior Vice President
at Facility Health Inc., where he was instrumental in introducing new infrastructure investment solutions and benchmarking capabilities to the healthcare industry. Mark has a bachelor’s degree in Mechanical Engineering from Purdue University, an MBA from The University of Michigan, and has held executive leadership roles in multiple industries, providing a unique perspective on the challenges facing healthcare facility management today. As an active speaker at both state and national conferences, Mark is passionate about sharing his experience with all who serve and are served through the environment of care.
CEU Speaking Experience:
• ASHE National Annual Conferences 2019, (Virtual) 2020, 2021, 2022
• MiSHE (Michigan) Annual Conferences 2016, 2018, 2022
• KHEA (Kansas) Annual Conference 2018
• ISHE/MWHCEC (Indiana) Annual Conferences 2018, 2019
• HESNI (Northern Illinois) Annual Conferences 2018, 2019, 2022
• ASHE Region 8 Annual Conference 2019
• NSHE (Nebraska) Annual Conference 2020
• ACE Summit and Reverse Expo (Virtual) 2021
• THEA (Tennessee) Annual Conference 2021
• WHEA (Wisconsin) Annual Conference 2021
• AAHE (Arkansas) Annual Conference, 2022
• AHA Rural Health Care Leadership Conference, 2022
• ACHE Annual Congress, 2022
• IFMA Facility Fusion Annual Conference, 2022
• ISHE (Idaho) Annual Conference Keynote 2022