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Nash Gabrail, MD
Gabrail Cancer Center
Canton, OH
Why am I giving this talk?
1. Looks
2. Accent
3. Age/Maturity
4. Knowledge and Experience
…Forget the first three
Oncology practice revenues
Professional fees
Chemotherapy and Support Care Margin
Administration fees
Ancillary services - Lab, CT scan, PET scan, etc.
CMS watchful eyes Anytime we profit from a service they attack it
Practices are selling out…but some are determined
Survival of the Fittest
Gabrail Cancer Center A Solo Practice, yet will be the last to bend, but WHY?
The Oncology Crystal Ball
We predicted that…
Profit from chemotherapy is about to become history
Profit from chemo administration is going to be curtailed
Oncologists have very few friends in the U.S. capitol
Hospitals don’t like us, soon they will control referrals
We decided to do something that achieved strategic goals…
CLINICAL RESEARCH
GCC Goals Gain a competitive edge
Do something that hospitals suck at
Access for patients with or without insurance
Streamline a unique, non-traditional referral stream
Have a source of income independent of CMS and other payers
Provide the best medicine that few can rival
Minimize referrals to hospital infusion centers
Do something that is fun, exciting, and stimulating
Results
GCC revenues from clinical research
0
10
20
30
40
50
60
70
1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014
% of Net Income from Research
# of Trials Opened Annually
0
5
10
15
20
25
30
35
40
# of Patients Enrolled
0
20
40
60
80
100
120
140
160
% of Referrals
0
20
40
60
80
100
120
ReferralsforClinicalTrials
TotalNumberofReferrals
Join the Fight against
Acute Leukemia
GABRAIL CANCER CENTER
Canton (330) 844-5500
Name recognition augmented by pharm-subsidized advertisement
Myelodysplastic Syndrome & Chronic Myelomonocytic Leukemia
A Clinical Trial—Now may be the time
GABRAIL CANCER CENTER Canton (330) 844-5500
Lymphoma?
Receive An Investigational Therapy A New Clinical Trial
GABRAIL CANCER CENTER (330)844-5500
GabrailCancerCenter.com
GABRAIL CANCER CENTER 330.844.5500
Lung Cancer
A Clinical Trial for Second Line Treatment
Newly Diagnosed
Lung Cancer
GABRAIL CANCER CENTER
Canton (330) 844-5500
Discover Clinical Research Studies
GABRAIL
CANCER
CENTER
(330) 844-5500
Metastatic
Lung Cancer
A Targeted Clinical Trial
Multiple Myeloma with Renal Impairment
Clinical Trial
GABRAIL CANCER CENTER
Canton (330) 844-5500 0414-M-CFZ-009
GABRAIL CANCER CENTER (330) 844-5500
Lung Cancer
A Targeted Clinical Trial Call to learn more
GABRAIL CANCER CENTER Dover (330) 844-5500
An experimental treatment for
Pancreatic Cancer
Pancreatic Cancer A Novel Clinical Trial
GABRAIL CANCER CENTER
Canton (330) 844-5500
Newly Diagnosed
Lung Cancer
GABRAIL CANCER CENTER Canton (330) 844-5500
Discover Clinical Research Studies
Lymphoma?
We’ll fight it with you…
GABRAIL CANCER CENTER Gabrail Cancer Center.com (330) 844-5500
OPTiM Research Study in
Melanoma
Gabrail Cancer Center (330) 844-5500
Sponsored by BioVex
We Conquer
Multiple Myeloma
GABRAIL CANCER CENTER
Canton (330) 844-5500
Metastatic
Breast Cancer
A Novel Clinical Trial
Canton (330) 844-5500
GabrailCancerCenter.com
GABRAIL
CANCER CENTER
The unintended consequences
Why doesn’t everyone do the same?
Clinical Research is a religion
It is tedious, time-consuming and requires investment in time, personnel, and commitment
To do it right, you need balls Conventional wisdom dictates that clinical research is
economically neutral, but
The most conventional thing about conventional wisdom is being unconventional
Clinical Research is… Time-consuming
Cumbersome
Paperwork
Regulatory nightmares
Training of personnel
Significant overhead
How can you do it efficiently and economically sound?
Option 1. Affiliate with a large institution
Option 2. Build your own infrastructure
Option 3. Start small and grow
Option 4. A sound business model
SARGON RESEARCH
There is help for those who ask for it
Sargon Research Services
Access to clinical trials
Regulatory work
Data collection
Budgeting
Optimizing patient accrual
Gradually build the infrastructure for future autonomous operations
The Balance Sheet is healthy Minimum overhead, yet a good stream of revenue to
the practice
The Challenge: Doctors’ getting serious about clinical trials
Otherwise, it is fishing… without casting a line
