Health and Senior Care
The Future of Care Traci Bild, Founder Bild & Company Loriann Putzier, President & COO IntegraCare
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?
Where Are You In the Process? 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.
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?
Securing the Future The future of care is at your door step.
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 ►
A Dingy or a Battleship The IntegraCare Model ► Systems, Processes and Outcomes ► Invest in Technology and Knowledge ► Appear Like an ACO ►
► We
need to INTEGRATE
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
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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
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Move-Ins from Referral Sources – 21% Increase in 2014 – 32% Increase projected in 2015
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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 920
90
900
88 86
880 LOS
84
860
82
Occupancy 840
80
820
78
800
76 2012
2013
2014
Outcomes – Pines/Fox Improved clinical results ► Reduced admission to hospital for falls ► Early fall risk identification ► Improved outcomes for all ►
Outcomes – Tyrone / Omni ►
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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 ►
Driving Occupancy 2.0 Co-collateralize ► Social media co-promotion ► Website co-promotion ► How to videos together ►
Q&A @bildandco @integracare
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www.bildandco.com www.IntegraCare.com
Feel free to ask any questions, thank you for your time today!