How to Convince Administration THEY Want to Buy YOU a Mass Spectrometer



Wednesday, March 30th, 2022 at 11am EST | 8am PST | 4pm GMT **Wednesday, March 30th, 2022 at 2pm EST | 11am PST | 7pm GMT | The objective of this workshop is to give attendees the knowledge necessary to put together a convincing business case for purchasing a mass spectrometer. This knowledge will be imparted by presenting and discussing successful and unsuccessful examples of such business cases. Throughout the course, essential business terminology will be presented and explained.

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Event Overview:

Many laboratorians can discuss the benefits of implementing mass spectrometry into the clinical research laboratory. From improved confidence in results to minimization of interferences, there are substantial and well-discussed benefits to mass spectrometry. Unfortunately, mass spectrometers cost money and the individuals empowered to write checks rarely relate to such technical justifications. This workshop is designed to help clinical research laboratorians understand what factors matter to financial decision makers. The presenters include a clinical research laboratorian with experience successfully acquiring mass spectrometers and an experienced administrator with significant laboratory and financial expertise. The presenters will walk attendees through the process of preparing a business case. Attendees will be presented with numerous examples of business cases that need improved and the attendees will be given the chance to discuss what is wrong and what needs to be done to fix them. Attendees will also be given a chance to submit their own personal business cases ahead of time if desired. These can be discussed in private after the workshop or (with attendee permission) can be discussed in part as part of the workshop. The goal is to prepare attendees to put together and present a business case that supports the acquisition of a mass spectrometer in terms that matter to financial decision makers.

Key Learning Objectives:

  • How to assemble the worst business case ever (and guarantee failure)- Attendees will begin the session with an introduction to the worst possible business case one can present.
  • From LCMS and qTOF to ROI and DEPR (speaking the language of finance)- The goal is that attendees walk away with an understanding of the important terms and metrics their business cases will be evaluated by. In addition, an overview of hospital accounting and do's and don't's of capital equipment purchasing will be given.
  • Estimating costs- This section will help attendees begin to consider everything they need to account for when proposing how much mass spectrometry will cost- labor, supplies, service contract, etc.
  • Estimating reimbursement- This section will cover how to estimate revenue- whether it is insourcing from a reference lab or setting up a new service line.
  • What's wrong with my business case- Ending where the course started, the final section will cover examples of business cases. These cases will be used to illustrate cases that are very strong and those with weaknesses that can be improved.

Who Should Attend:

  • Anyone working in clinical labs who are interested in purchasing their first mass spectrometer


Joshua Hayden, PhD DABCC FAACC
Chief of Chemistry
Norton Healthcare

Joshua Hayden, PhD DABCC FAACC is the Chief of Chemistry for Norton Healthcare. Prior to joining Norton, he served as an associate professor and director of toxicology for NewYork Presbyterian-Weill Cornell. He completed a clinical chemistry fellowship at the University of Washington and a research fellowship at MIT. His work is aimed at ensuring patients and providers of Norton Healthcare receive the highest quality laboratory testing available. He has particular experience in the implementation of mass spectrometry.

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