Unleash a New Referral Source

Everyone is working the “middle” to get there next referral!! The hospital social worker, the oncologist, the SNF, etc. Here is a segment that both I and others have worked that is still under developed. The Parrish Nurse!!

I can hear you asking…..what the heck is a Parrish Nurse? Parrish Nursing actually started in USA around 1982 in Chicago.

The Best Referral Development Strategy for Personal Care Home Health

The #1 best strategy I have come across to increase the number of referral inquires for Personal Care Home Health (aka, private duty) is: THE INTERNET.  Not sales people on the street or community events but the web!! Last year, the Wall Street Journal sighted people using the internet to search for medical and health information only second to people searching for adult XXX content. This fact is a high leverage point for those of us (yes, I own two Personal Care Companies myself) who are looking to increase referrals in a very competitive market place.

Turbo Charging Your Greatest Business Development Investment

Hello from Albuquerque, New Mexico, Land of Enchantment! This post circles back and expands on a previous post that talked about maximizing your Medical Staff investment. I have had several recent calls and emails asking for better ways to develop a more comprehensive and results oriented Physician Engagement strategy. Engagement of both your own physicians as well as physicians in your community.

Here are three basic “blocking and tackling” physician engagement strategies and ways to turbo charge your greatest business development investment: physicians! Your own medical staff is not only there to help you insure that quality compliant care is delivered but to help you serve more eligible hospice patients. There are a number of ways to achieve this. As more of a philosophical statement, “if it is not illegal, immoral or unethical, the more business relationships you can establish the better!

Riding The Aging of America: Developing a Personal Care Home Health Company

Hello from Atlanta Georgia!!! I’m here with several home care executives talking about the merits of getting into the personal care home health business. This post explores that topic.

As some of you may know, I have two personal care home health care companies. One is a franchise model called Homewatch CareGivers that I own in Plymouth Michigan where I live and the other is in Moscow Russia. I am 49% owner of First Home Care

These are GREAT businesses to be in because the world continues to age!! Baby boomers began turning 65 in January, heralding a seismic shift in demographics worldwide. In the United States, by the year 2035, 1 in 5 people are expected to be age 65 or older. America’s aging population has profound implications for society, as well as for policy makers and businesses.

Developing the Physician Office Referral Channel

This Pillar is challenging to build as hospice companies have traditionally done a poor job of understanding how to go about obtaining “traction” in this referral channel. Further, hospice sales staff don’t feel comfortable calling upon physicians and their offices.

Physicians, as we all know, are hard to get to. There are ways to accomplish this. There is value in developing key relationships with the physician office referral nurse and/or office manager.
Knowing how to target key physicians is critical; an obvious statement!! You can buy Medicare physician utilization data that shows the number of hospice referrals a physician makes and to whom the referral goes. This data will give you great focus on where to place your efforts.

Hospice U-Shaped Payment System On The Horizon

At last week’s National Association for Home Care meeting in Chicago, it became apparent that Medicap and CMS are finally on the same page (or at least close) to reform of the hospice payment system.

The reformed payment system comes close the U shaped payment system under consideration the past several years. This payment system focused on paying more at the early and late portion of a patient stay and less for the “bottom” part of the U. Most higher Length of Stay patients have long an elongated shape.

Hospice & Home Care Consultant, Speaker, Trainer, Coach – Kurt Kazanowski

Expert business services for health care organizations looking to improve service delivery, grow market share and enhance profitability.

Successfully Executing 11 tactics in a “Hospital Tool Kit”

Everyone works the “middle” in the hospital referral chain. Those Case Managers, Discharge Planners and Social Workers that get bombarded daily by hospice, home care and LTACH sale people. There are however many other customers in the hospital that need to be cultivated if you wish to develop a productive relationship with an acute care organization. I have a list of over 25 different customers in a hospital and the related value propositions I would be more than happy to share. Just drop me a line.