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Outpatient Therapy

Grow Your Rehab Therapy Practice Using Paid Ads and Search Engine Marketing

When done right, paid advertising and search engine marketing are amazing tools to reach new patients and grow your business. By applying several basic tactics, you can start using powerful digital advertising platforms like Google and Facebook to target specific audiences and help ensure a steady flow of business for your practice. Click to View […]

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Hospice

Five Key Stressors Hospice Professionals Face, with Guidance for Support

Hospice professionals help others face death and loss, while juggling interdisciplinary communications, quality compliance regulations and ever-evolving technologies. You are continually there for families and their dear ones who are passing away. But what about you? Get the eBook In caregiving professions, it is easy to get swept up in the needs of others and forget […]

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Leadership

Net Health’s CIO discusses diversity and how it can build a stronger organization

Diversity in the workplace is an on-going issue but it’s an issue with solutions. To build diversity, it takes forward-thinking initiatives, a reexamination of the hiring philosophy, and the support of the company’s decision-makers.  One such supporter of diversity in the workplace is Net Health’s CIO, Jason “JJ” James.  Recent social movements like Black Lives […]

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Our Culture

Tough Questions | Real Answers: Net Health’s Fireside Chat about Race

Net Health did something different recently. Nearly two hundred employees and their families gathered around their computer screens to take part in a landmark event in our company’s history – we called it a “Fireside Chat about Race”.  The purpose of this event was to have a truly open conversation about the controversial but relevant […]

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Blog Posts How Strategic Partnerships Can Help Hospices Gain Referrals
Hospice

How Strategic Partnerships Can Help Hospices Gain Referrals

October 7, 2020 by Net Health

It’s been a rough year for those of us in the hospice field, and many of us are seeking new tactics to stay financially whole in this new world order. A recent survey from the National Association for Home Care & Hospice (NAHC) revealed hospices across the country are reeling from deep drops in revenue in 2020.1 With a full 60% predicting decreases in revenue in 2020 – along with increases in costs due to Personal Protective Equipment – many hospices are wondering how they can turn the tide. One idea: increase referrals by creating strategic partnerships in the community.

Types of Organizations to Consider

 When seeking potential partners and referrals, home health care organizations may be an untapped resource for your agency and a good place to start. Home health services include physical, occupational and speech-language pathology, as well as monitoring serious illnesses and those with an unstable health status. Home health patients with two or more ADL impairments and multiple chronic illnesses experience severe pain, increased hospitalizations within 12 months and a third pass away within two years.2 At any given time, 15-20% of home health patients are truly hospice eligible.3 This patient group presents a potential seamless handoff to hospice for improving continuity of care.

Another strong potential source for referrals: Personal Care Attendant (PCA) companies, which are responsible for providing personal care needs services like feeding, showering/bathing, dressing and more. These are becoming more popular with an increased focus on home-based care. Approximately 5-25% of PCA clients are hospice eligible.4 Here are other organizations to consider for potential strategic partnerships:

  • Accountable care organizations (ACOs)
  • Assisted living facilities/long-term care facilities
  • Primary care
  • Independent physician association (IPA)
  • Personal care attendant companies

How to Work Together

When evaluating partnerships, look for alignment in values and mission. Both parties’ mission and values should complement one another to create a foundation for successful collaboration. When the partnership is being formed, we recommend that you get together and determine the following:

  • Complementary areas of expertise and potential collaboration
  • How to identify patients in need of hospice care
  • How often to meet
  • What success metrics to use
  • How to split payments
  • Best ways to communicate with each other

There are many aspects to consider when looking for partnership candidates. For instance, is your hospice still relying on paper-based processes? It will be increasingly difficult to partner with other palliative care providers and generate referrals without EHR software. Net Health offers an EHR solution for hospice management that can help you support partnerships to thrive and grow in the COVID-era and even post-COVID.

1National Association for Home Care & Hospice, ”Hospice in the Time of COVID-19: Findings from the NAHC National Survey,” May 27, 2020,

2-4 Relias, “Developing Strategic Community Relationships for Hospice Providers” 2020

 
 
 
 
 
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