Download - Becoming the Preferred Referral Partner in a Competitive and Changing Hospital Environment
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.bildandco.com
www.IntegraCare.com