Getting a Seat at the Integrated Health Care Table is proudly presented to you by National Association for Home Care & Hospice. Thank you. We hope that you enjoy your course.
Home health agencies and hospices find that their ability to get referrals is affected by senior management of referring organizations, such as hospitals/health systems, accountable care organizations (ACOs)/bundle conveners, and managed care organizations (MCOs). Changes in regulations, legislation, and the business of health care delivery put these referral sources at financial risk because of the performance of downstream providers. More focus on what goes on beyond the confines of their own organization prompts agencies to form post-acute networks and make shorter referral lists. What was a simple sales process has gotten more complex. Home care organizations must first receive a “hunting” license for a particular organization before marketing clinicians, as they have done in the past, against a much smaller group of competitors. This presentation will show attendees how to sell in this new environment and what will be required for success.
Learning Objectives
• Describe the new executive sales process and how it differs from traditional sales to clinicians
• Discuss what will matter to this new audience in distinguishing your organization from the competition
• Show how home health agencies and hospices can provide value to referral sources and boost their bottom line
Faculty:
Arnie Cisneros, PT
Michael Deck