Post-Acute Care providers, especially Homecare, Hospice, and Long-Term Care, are scrambling to form meaningful and beneficial partnerships with physicians, health systems, and ACO & Payer networks. One way to ensure that your organization is considered in this process, is to focus on advanced education for their caregivers, including health care aides.
Very few healthcare providers, especially in Homecare and LTC, provide adequate chronic disease education. If your clinicians do not master the basics, how can your agency possibly drive positive outcomes and be seen as a viable partner in this changing landscape?
Winning at Sales & Marketing starts with preparation and "doing your homework." In a recent article, the Top Three basic elements of preparation were discussed. In this follow up piece, there are three additional, and often overlooked, areas of preparation that are critical to establishing credibility with your target market and referral sources. Don't just do your homework - but get the Extra Credit and watch your numbers go up!
Sales & Marketing professionals are under increased pressure to grow volume and close business. Not only are healthcare providers tasked with doing more with less - so too are the grinders and hustlers of the Sales profession. This increased pressure and scrutiny causes many salespeople to cut corners.
This article highlights the importance of staying true to the basics - especially that of Preparation. Not everyone loves Doing Their Homework, but you will have a hard time making the grade without it.
Since an Electronic Medical Record system in the home care and hospice space is not "shrink wrapped" software bought off the shelf at your local Best Buy, it is critical that its deployment be done well, that it be configured to each customer's business needs. In part two of Darcey's series on software implementation, she offers a broad stroke outline for team structure, with a list of specific roles and responsibilities, that has been the foundation of successful software selections and implementations for many organizations she has worked with over the years.
Competitive advantage is what any organization in any industry strives for. There are numerous articles and hundreds of books written about “How to gain a competitive advantage”. In the homecare and hospice industry we continue to ignore that a solid Electronic Health Record implementation becomes irrelevant once the initial purchase is made.
Clinicians are taught clinical pathways. They have protocols for visits and treatments. This structure helps ensure a standard of care and creates repeatable outcome. Protocols reduce care variation and performance variation resulting in significant improvement in outcomes. The overall purpose is to improve outcomes by providing a mechanism to coordinate care and reduce fragmentation and ultimately cost.
What about how we approach our referral cycle? The best way to help support our sales & marketing representatives is to give them the skills they need to follow a referral generating system to a profit pathway. This webinar by Melanie Stover will help you improve these skills.