Leverage Data to Show Your Value to Referral Sources

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Karen Utterback By Karen Utterback 
Former Vice President, Product Marketing and Strategy, McKesson (Retired)
Home Health Agencies Show Value to Referral Sources

A little data can go a long way, if it’s leveraged effectively, says Martha Tecca, founder and principal consultant at M&M Strategies. In order to participate in emerging care models, providers need to have outcomes data, which Tecca admits can be difficult to obtain in such a way to create apples-to-apples comparisons with competitors.

“Home health and hospice agencies must be present in the ACO presentation, and you need to keep telling your story,” says Tecca. “You need to listen and tell how you demonstrate value and how you will make (other participants’) lives simple.”

Basic research agency executives need to conduct before exploring partnerships includes:

  • Knowing what data and services potential partners are looking for
  • Learning your agency’s strengths and how those strengths would benefit partners
  • Knowing your competitors and how your agency is similar/dissimilar
  • Bringing the right data to the table (ask beforehand what data partners consider crucial)

To learn more about what data hospitals, physicians and other providers believe are important, Tecca recommends bookmarking the websites for the National Quality Forum, the Center for Medicare & Medicaid Innovation and the Dartmouth Atlas of Health Care.

Tecca sees “a huge opportunity” for home health agencies to develop medication reconciliation programs. There may not be a bright line to reimbursement for this service at the outset, but it would be a way for an agency to differentiate itself and open doors to provide other services for which it would be reimbursed. At that point, medication reconciliation would be a value-add offering while a clinician is in a patient’s home.

Another good resource is the Home Health Care CAHPS survey, Tecca says. “A lot of folks submit HHCAHPS data but don’t care to delve further into it or engage it,” she notes. “But it can be a hugely valuable tool.”

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