Using Insights to Increase Your ReferralsCraig BettlesProduct LeaderMarket Insights

Craig.Bettles@pointclickcare.com

Housekeeping

• Presentation is being recorded

• All attendees are on mute

• Adjust audio if needed

• Chat window for technical issues

• Q&A session at end of presentation

• Market Share – Positioning my team to succeed• Who are gaining referrals from my key partners?• What is my competitive advantage in the market?

• Quality - Providing the best quality of care• How do I monitor readmissions?• How do I lessen data collection pressure on my staff?• How do I drill down to partner details?

• Engagement – Being a preferred provider• How do I maintain partner engagement during Covid?• How do I weaponize my data?• How do I increase referrals?

Using Insights to Increase Your Referrals

Market Share

Market Share Analysis Report

• Data Source – Cost Report Data• Frequency – Updated every fiscal year• Location: Operations section of Market Insights

• Questions the report can answer:• Is occupancy falling in my market?• What is the payer mix of my competitors?• Are my competitors growing or losing share?• Are my competitors targeting Medicare A

referrals?

Discharge Patterns Report

• Data Source – Claims data purchased from CMS• Frequency – Updated quarterly• Location: Operations section of Market Insights

• Questions the report can answer:• Who are the major competitors for my

partner hospitals?• Are those competitors increasing share of

Medicare A referrals?• What are the largest patient groups

discharging from my partner hospital?• Is Home Health growing as an alternative to

nursing home care in my market?

MCO Enrollment Report

• Data Source – Medicare Advantage enrollment data• Frequency – Updated monthly• Location: Payor section of Market Insights

• Questions the report can answer:• Who are the largest managed care payors in my

market?• Which managed care payors are growing

enrollment?• Which counties might be suspectable to

network adequacy issues?

Quality

CMS Five Star

• Data Source – Nursing Home Compare (NHC)• Frequency – Updated monthly• Location: Quality section of Market Insights

• Questions the report can answer:• Which facilities are out-performers in my

market?• Where does my facility have a quality

advantage?• Which facilities are doing a better job with a

sicker patient population?• Have my competitors gained or lost Stars in the

latest NHC update?

Readmissions

• Data Source – PointClickCare• Frequency – Updated daily• Location: Outcomes section of Market Insights

• Questions the report can answer:• What is my current readmission rate?• What is the readmission rate for different

hospital, payors and physicians?• What programming would be most effective at

reducing readmissions?

Engagement

Report Cards

• Data Source – PointClickCare• Frequency – Updated daily• Location: Report Cards section of Market Insights

• What the report can do for you: • Quickly pull key metrics and patient details for

hospital, payer and physician partners.• Provide an aid for regular communications

with partners.• Weaponize your data to highlight points of

differentiate with your competitors.• Demonstrate value as a trusted partner.

Exporting Data

• Reporting – Available for any Insights report • Methods for Exporting:

• Printing to a PDF or Printer (CTRL+P)• Screenshots of visuals (Snipping Tool)• Exporting tables to Excel

• What exporting data can do for you: • Create compelling presentations for partners• Easily share metrics with partners• Dive into patient details

Guidelines for maintaining partner communications during Covid-19

• Acknowledge Challenges – Address any immediate challenges (theirs and yours)

• Make a Connection – Demonstrate that you value them and their partnership

• Focus on Quality – Show that you are still focused on patient outcomes

• Pivot to the Future – Highlight how you want to strengthen the relationship after immediate challenges have been resolved

Example Facility: Good Shepherd Nursing Care

Example Challenges:• Covid Outbreak – A recent Covid-19

outbreak has forced their hospital partner to suspend regular meetings and restrict access.

• Staffing Issues – Shortage of nursing staff in the county has hit both the hospital and facility.

• Denied Referrals – Due to the shortages, Good Shepherd can’t staff as many beds forcing them to turn away referrals.

The admissions coordinator at Good Shepherd needs a way to maintain regular communication and maintain the relationship with their hospital partner!

Example of Good Communications

Director of Post-Acute Care/Discharge Planner

Report Card filtered to Jones Hospital Patients

Acknowledge Challenges

Make a Connection

Focus on Quality

Pivot to the Future

Q&A

Explore more data. Gain meaningful insights.

Interpret, improve, and communicate the health of your organization through data visualization and interactive dashboards.

Clinical, financial, and operational metrics that enhance patient care,

improve quality and drive reimbursement

Combine real-time EHR reporting with industry data to understand where

you rank in your network

Identify who your sickest and highest risk residents are, how they are

trending, and how well your care team is performing