2015 saw many hospice organizations experience stagnant, organic growth with ever-increasing competition and CMS regulatory pressures being sighted as the two external contributing factors. But for many organizations the lack of growth performance comes from internal controllable factors. So in order to not repeat the sins of 2015 in 2016, it is time to “look in the mirror” as you lead your organization into the New Year. Following are 3 key growth success factors and metrics that need to be assessed and corrective action taken if needed.
I was at the Michigan Chapter of the National Speakers Association meeting last week. The presenter was Colin Sprake who spoke about growing your business for professional speakers. There were several key points worth sharing.
As some of you may know, I do a great deal of work with not only businesses but also with families and individuals as they mature through life. I strive to help people better understand and address their own “Aging Manifesto,” on how to enjoy the process of advancing through the different stages of life, and dealing with both the pleasure and pain of life experiences related to aging. I see a strong parallel between businesses and personal maturation.
Consolidation in the Post-Acute Care market place has been occurring for years now. Health Systems have struggled to find the best strategy and approach to create a post-acute care continuum. So let’s be honest, is it working for you? Most health systems have tried to assemble the talent required to be successful with mixed results. Most systems are strong with home care leadership but lack in other areas such as hospice. Understanding the market is also a key factor that can make or break a strategy.
There has been a significant shift in the hospital key decision makers on selecting preferred home health and hospice services providers. Understanding who makes these decisions, and more importantly how this affects your sales strategy is imperative.
New Book: A Son’s Journey – Taking Care of Mom and Dad
I am proud and thrilled to announce “A Son’s Journey: Taking Care of Mom and Dad,” officially launches on July 13th, 2015, and will have all copies available to purchase. I am eternally grateful of the hard work that I and my colleagues have put into this book, as it has become an important part of my professional career as an author, speaker and coach. All the preparation, editing, and everything down to the last detail couldn’t have been accomplished without their expertise. With that being said, check out my brief video of what the book entails, and how it can be of use to you and your loved ones!
Please contact me with any questions regarding the book, speaking or consulting, at 734-658-6162, kaznow@comcast.net. Or, Ava Frakes, Public Relations Coordinator, at 313-919-0878 or afrakes@homewatchcaregivers.com.
I am excited to present my new book,“A Son’s Journey: Taking Care of Mom and Dad.” The book entails my personal journey as my brother and I dealt with our aging parents. The stories told are heartbreaking at times, but also joyful with love and laughter. It illustrates how love and loss is simply the cycle of life we all must endure sooner or later. The lessons my brother and I learned are the gems in the book I would like to share, so that when faced with this inevitable part of life, it can be filled with more positive experiences.
So many hospitals I work with have greater length of stay for those patients where a hospice referral was made. Here are some actual dates from a hospital in the southeast that mirrors other hospitals.
This hospital made 201 hospice referrals during a 12 month period. The LOS on these hospice referrals was 13.3 days, ouch! The hospital’s overall LOS is 4.9 days. Why the big difference? A few thoughts are below along with some possible measure on how to lower that LOS.
Hospitals and Health Systems still don’t get hospice! I am working with several hospices that are trying to forge deeper working relationships with their local hospitals. Hospice can be such an important tool in:
- Decreasing their Mortality Stats (the actual number and related Length-of-Stay)
- Maximizing their DRG payments
- Reducing inappropriate hospitalizations
- Creating a new stream of revenue
Billable hours are the economic engine that drive Personal Care Home Health (Private Duty) companies. I know this well, because I actually own a Personal Care Home Health Company called Homewatch CareGivers, www.thehomecareexpert.com and my challenge over the years has been understanding how best to drive billable hours.
My initial efforts started with a traditional sales model. I had three sales people working the segments of Geriatric Case Managers, ElderLaw Attorneys, Assist Living Communities and the well. Maybe I didn’t have the right people and/or I didn’t do a good job with training, but the results were poor.
