75% of home care agencies did not track simple data points such as readmission rates<\/a>, according to data from Idaho-based market research and education firm Home Care Pulse. For those that did, their means of recording that data was often elementary and conducted by Excel or just paper and pen.<\/p>\n\n\n\n\u201cA lot of times people don\u2019t think about that as value,\u201d Carlson said. \u201cAnd they\u2019ll take the out-of-network from a referral and revenue perspective, but they don\u2019t understand how that data can be used from a value proposition point of view.\u201d<\/p>\n\n\n\n
Narrow networks help payers from a clinical coordination perspective. Keeping a small group of providers as their go-to\u2019s allows them to shed themselves of the burden of working with hundreds of agencies and systems across the country.<\/p>\n\n\n\n
That means home care agencies looking to break into these networks need to clearly define what they are, what they do, and how they\u2019d help if they were to become part of that smaller network.<\/p>\n\n\n\n
Payers are looking for specific performance indicators. That\u2019s why \u201cvalue\u201d is not just about the value of an agency, but rather the value they can provide to a particular payer.<\/p>\n\n\n\n
\u201cIt\u2019s not all about you,\u201d Carlson said.<\/p>\n\n\n\n
Gaining insight into how a home care organization can provide value to a payer can start with something as simple as conducting a SWOT analysis to gauge strengths, weaknesses, opportunities and threats. Additionally, an agency knowing more about how it fits in a market in regards to scale, geography and other factors can help it make more meaningful relationships with payers.<\/p>\n\n\n\n
\u201cIn home care, it\u2019s especially important because this space has so much potential to continue to reduce readmissions and keep people out of higher levels of care \u2014 and in their preferred place of care as well,\u201d Carlson said.<\/p>\n\n\n\n
Approaching payers without a value proposition or a sense of what value an agency can offer in each situation is futile.<\/p>\n\n\n\n
Without the legwork and without a plan, looking for new business may just end up hurting business overall.<\/p>\n\n\n\n
\u201cAll of this is saying that you need to understand what the health plan is trying to accomplish, and if they have any of these pre-existing network designs or desires in place,\u201d Carlson said. \u201cBecause if you don\u2019t, you\u2019re going to waste a lot of time, and not be able to get past the first<\/p>\n\n\n\n
potential barriers.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"
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