The Future of Care

Traci Bild, Founder Bild & CompanyLoriann Putzier, President & COO

IntegraCare

Health and Senior Care

The Future of Care

• Under new payment models, providers must be assessed on clinical outcomes performance as well as alignment around hospital strategic goals and initiatives.

Industry Trends

Rapidly changing healthcare system

• From silos to collaboration

• Establishing partnerships across program types

• Tracking and reporting outcomes

• Locking in care networks

• A move toward single payer system

MINDING TOMORROW: COLLABORATE

Research Being Done Right Now• Can AL offer an alternative structure as

lower cost setting?• Can the community use the expertise in

geriatrics as a community resource?• Can this be an alternate environment

to minimize health risk?• Can AL help to improving transitions in

care?

8 Steps to Get Started

1. Identify your referring hospital leadership team. 2. Access where each hospital is in setting up their care

network.3. Discover each hospital’s criteria for being part of their

network.4. Understand each hospital’s current initiatives in regards to

patient readmission goals. 5. Identify areas of opportunity for your community. 6. Communicate clearly stated action plans as to how you can

help each hospital reach its goals?7. Begin to track and communicate outcomes, in writing. 8. Make professional outreach a part of your weekly action

plan.

Where Are You In the Process?

The Future of Care

What specialties do your referring hospitals have that you can best serve?Cardiac, Stroke, Cancer…

What programs do you have in place that will help reduce readmissions?

• Wellness programs: Targeted cardio activities• Dietary: Heart healthy menu• Specialty care: (Example) Cancer rehab• Technology & the advantages it provides

both resident and referring hospitals.

Sample Outcomes to Track & Share

Create a scorecard:• Patient Readmission Rate• Patient Satisfaction Scores • Clinical Outcomes

• Be specific in showing how your outcomes support specific hospital specialties.

• Ex. Cardio • How does your dietary department speak to cardio health?• How do activities speak to cardio health?

The future of care is at your door step.

Securing the Future

The Future of Care

What can you offer to stand apart?

• Pre-surgery prep• Post-surgery recovery• One minute clinics• In house home health, PT, hospice, etc.

The Future of Care

• Health care leaders are creating post acute partnerships right now.

• Outcomes & relationships are top two drivers.

• No more working in silos.• Get in the network or be

left behind.

Delicate Balance

• Maximizing today’s business• Preparing for tomorrows• Mass change is underway

It’s not what happens that matters…it’s how you respond to what happens.

How IntegraCare is Navigating

► Collaboration

► Families Need Consultation

► Referral Sources

– Simplicity and Outcomes

► The Distinctive Difference

► 10 Sales People

► Guided Occupancy

The Stormy Seas

► Lead Generation

► External Sales

► Impactful Sales Tools

► Limited Access

► Guiding Your Occupancy

Through Change

Who is Steering Our Occupancy Results

► The Capsized Ship

► Unique Markets

► OVER Repdom

► Inconsistencies

– Goals, Communication and Outcomes

► Families Frustrated

► Providers confused

Finding the Absolute Bearing

► Reduce Impact Time for Staff

► Drive Consistency and Support

► Seek Consistent Outcomes

► Fathom the Future

► The IntegraCare Model

► Systems, Processes and Outcomes

► Invest in Technology and Knowledge

► Appear Like an ACO

► We need to INTEGRATE

A Dingy or a Battleship

Everyone Rowing Together

Who Wins with an

Integrated Network of Providers

► Staff

► Families

► Residents

► Community & Providers

► Physicians

► Hospitals

Setting a Firm Course

Identify Key Organizations

• Used by residents

• Improve residents’ health

• Extend LOS

• Refer to us

Select Top 2-3

• Understand benefits of including

• Understand how fit into network

Seal the Deal

• Ensure mutually beneficial

• Outcomes align

• Drive business

The Creation of…

Tactical Sailing

► Set goals & expectations

– Referral volume

– Accountability

► Highlight desired outcomes

► Develop contact process

– Regular meetings with providers –individually and group

► Develop criteria for reviewing providers – do they still make the cut?

Reaching the Port - Results

► Referrals– 31% Increase in 2014

– 36% Increase projected in 2015

► Move-Ins from Referral Sources– 21% Increase in 2014

– 32% Increase projected in 2015

► Targeting of Guided Provider Sales Calls resulted on average– Additional 2-3 new qualified leads/month

– 1-2 Move Ins/month from New Referral Sources

Reaching the Port - Results

76

78

80

82

84

86

88

90

800

820

840

860

880

900

920

2012 2013 2014

LOS

Occupancy

Outcomes – Pines/Fox

► Improved clinical results

► Reduced admission to

hospital for falls

► Early fall risk identification

► Improved outcomes for all

Outcomes – Tyrone / Omni

► Leveraged Relationship with

Physician & Improved Hospital

Relationship

► Implemented resident & family

education & exercise programs

► Cooperative Sales Calls – New

Markets

► Launched new memory care

program

► Opened at 100% occupancy

Life Stories Memory Care

Specialty Programs - COPD

► Partnership Links

► Physician

► Home Health & Care

► Hospice

► Mental Health

► DME

► Extended Therapy

► Defining Your Clinical

Pathway - Together

► Co-collateralize

► Social media

co-promotion

► Website co-promotion

► How to videos together

Driving Occupancy 2.0

Q & A

Feel free to ask any questions, thank you for your time today!

@bildandco

@integracare

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www.facebook.com/integracare

www.bildandco.com

www.IntegraCare.com