403: Getting a Seat at the Integrated Health Care Table
(Room Summerlin E)
12 Jul 16
8:00 AM
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9:40 AM
Tracks:
Educational Session
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.