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Client QBR prep

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briefing.pdf · St. Catherine Health System · Q1 QBR
Cascade Locums
Provider-first staffing
St. Catherine Health System · Q1 QBR
Meeting Prep · May 22, 2026 · 10:00 AM CT · Q1 review · Confidential
12
Placements YTD
94%
Fill rate
$1.2M
Spend
+3
Net new programs

Account snapshot — what we know

  • Year so far: Q1 hit plan. 12 placements across ED, hospitalist, weekend block. 94% fill, 11-day median credentialing.
  • What's working: ED weekend block — went from pilot to standing program in 6 weeks. Their charge nurses now request our specific physicians by name.
  • What stalled: Telehealth overnight reads pilot. Tech integration with their Cerner build hit a wall in February. Vendor sees no path before Q3.
  • Renewal signal: CMO Walker referenced 'how we'd scale this for next year' twice in last week's call. Strong renewal intent — start drafting the expansion proposal.
  • Risk surface: MSP relationship rep (Daugherty) was promoted out of role in March. New rep (Mendez) is unknown — relationship reset risk.
  • Strategic ask coming: Walker will likely ask about a hospitalist program for their Eastern region site (St. Joseph). We have capacity but need 60-day lead time.

Cascade Locums product fit

  • ✓
    ED locum coverageIN SCOPE

    Standing program. Q1 fill rate 96%, no escalations. Q2 plan: hold cadence, propose 3-month rate hold at renewal.

  • ✓
    Hospitalist weekend blockIN SCOPE

    Q1 graduated from pilot to permanent. Q2 plan: extend to weekday-evening coverage if Walker green-lights.

  • Telehealth overnight readsDISCUSS

    Pilot stalled. Their Cerner build doesn't allow remote — vendor sees no path before Q3. Recommendation: park officially, revisit in Q4.

  • Locum-to-perm conversion (Eastern region)OUT OF SCOPE

    Not yet contracted. Walker will likely raise it. Have the conversion-fee ladder ready but don't push — let them pull.

Known objection & intel

Bill rate inflation discussion — anticipate from new MSP rep
Mendez is new and will arrive with a fresh comparison report. Last year's Q1 vs this year's Q1: we're up 4% on EM, 6% on hospitalist. Industry inflation is 7%; we're below market. Have the data ready.
Key counter-points when it comes up
  • •Industry benchmark up 7%: MGMA + AMN + LocumTenens public data. We're under-indexing benchmark by 1–3 points across both specialties.
  • •Their travel-nurse blended rate up 14%: Their own internal numbers — Daugherty pulled them last year. Mendez may not have them yet; bring the chart.
  • •Our retention beat market: 94% fill at <11d credentialing. Lost-shift cost vs market: ~$92K saved YTD. Show the side-by-side.

Meeting attendees — May 22, 2026

JW
Dr. Joan WalkerDECISION MAKERIN MEETING
Chief Medical Officer
jwalker@stcatherine.org
  • •Strong relationship. Will drive the renewal conversation; references 'next year' framing.
  • •Wants Eastern region expansion — listen for the St. Joseph mention; let her bring it up.
  • •Proud of the weekend-block program. Lead the deck with that win.
CM
Carlos MendezKEY INFLUENCERIN MEETING
MSP Account Rep · NEW
cmendez@vmsproviders.com
  • •First QBR with us. Unknown quantity. Likely arrives with a benchmark report.
  • •Pre-meeting: 15 min with him before the QBR to set context. Hand him the YTD scorecard.
  • •Goal: don't let the rate conversation eat the renewal momentum. Park it for a 1:1 follow-up if needed.
MH
Marcus HillDECISION MAKERNOT IN MEETING
Chief Financial Officer
  • •Skip-level. Walker will run the deck past him after.
  • •Cares about: cost-per-shift, escalation count, board-defensible numbers.
  • •Send the QBR deck to Walker's assistant by Friday so it has time to flow upward.

Key questions to uncover — May 22, 2026

Renewal & expansion
  • •How are you thinking about scaling the weekend block model into weekday-evening coverage?
  • •St. Joseph hospitalist program — what's the 60-day lead time look like from your end?
  • •Renewal cycle: confirm the contract anniversary date and expected rate-review process.
Risk surface
  • •How is Mendez's onboarding going? Anything we should know before he runs the rate review?
  • •Telehealth pilot — are you OK with us officially parking it until Q4 and revisiting then?
  • •Any board-level conversations we should be tracking that might affect the relationship?
Strategic asks for Q2
  • •Would a 3-month rate hold give you breathing room to land the renewal cleanly?
  • •Can we get on the medical staff committee agenda for the weekend-block readout?
  • •Who else should we be building relationships with on your team — Eastern region especially?
Prepared by Cascade Locums · Confidential · May 22, 2026
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