The Dating Game is On:
Advocate, Communicate and Connect
for Managed Care Success
Texas Health Care Association
63rd Annua...
The Dating Game is On:
Advocate, Communicate and Connect for Managed Care Success
Clint Maun, CSP

1. 100% Personal Accoun...
7. Reimbursement Opportunities
A. Readmissions
B. MedPAR
C. Emergency room placement - back to LTC; PACE

8. Technology fo...
RULES OF 3 TEAM - A GREAT FIRST IMPRESSION!
Develop a “room readiness” team/process to assure the room is in order and the...
11. Every evening the Licensed Nurse makes contact with the New Admission’s Family/Responsible
Party with a GOOD NEWS call...
Marketing Your Uniqueness
Clint Maun, CSP

Successful marketing in healthcare must go beyond simply stating who you are, w...
Works Cited
Carter, Susan. "11 Monstrous Small Business Marketing Mistakes and How to Avoid Them." The All I
Need. Lexur P...
Physician Marketing
Clint Maun, CSP

Healthcare organizations that are trying to increase referrals, admissions and census...
ATX41 Closing Keynote - "The Dating Game is On: Advocate, Communicate, and Connect for Managed Care Success"
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ATX41 Closing Keynote - "The Dating Game is On: Advocate, Communicate, and Connect for Managed Care Success"

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ATX41 Closing Keynote - "The Dating Game is On: Advocate, Communicate, and Connect for Managed Care Success"

  1. 1. The Dating Game is On: Advocate, Communicate and Connect for Managed Care Success Texas Health Care Association 63rd Annual Convention & Trade Show November 8, 2013 Clint Maun, CSP Maun-Lemke Speaking and Consulting, LLC • 8031 West Center Rd, Suite 222 • Omaha, NE 68124 800.356.2233 • 402.391.5540 • Fax: 402.391.1025 • www.maunlemke.com
  2. 2. The Dating Game is On: Advocate, Communicate and Connect for Managed Care Success Clint Maun, CSP 1. 100% Personal Accountability 2. 50/50 Rights and Responsibilities 3. Transitions (not “Discharges”) A. Right care B. Right time C. Right place D. Right outcome E. Right price 4. Partnerships for Transitions (maybe not ACO) 5. Within the QST Framework 6. Bundling Opportunities A. DMT B. Home Care C. Lab D. Xray E. Transportation F. Physician services G. Shared staff H. Common Purchasing I. EMR J. Laundry K. Training Maun-Lemke Speaking and Consulting, LLC • 8031 West Center Rd, Suite 222 • Omaha, NE 68124 800.356.2233 • 402.391.5540 • Fax: 402.391.1025 • www.maunlemke.com
  3. 3. 7. Reimbursement Opportunities A. Readmissions B. MedPAR C. Emergency room placement - back to LTC; PACE 8. Technology for Healthy Living 9. Service Excellence Opportunities A. Joint programs B. Shared training C. Common services marketing D. “Safe Transition” planning (not “discharges”) E. Joint basis / “Do it” Teams 10. Marketing Opportunities A. Economic development for community - Chuck in Michigan (100M and others) B. Keep customers in your market C. Create continuum for customers a) Seminars b) Programs c) Loyalty program D. Hospital want LTC employee families??? E. Concierge doctor programs F. Common team-based marketing efforts 11. Change 1, 2, 3, 4 12. No BMG Continuum of Care - Not One Way! (Somebody else’s problem could be your gold) Maun-Lemke Speaking and Consulting, LLC • 8031 West Center Rd, Suite 222 • Omaha, NE 68124 800.356.2233 • 402.391.5540 • Fax: 402.391.1025 • www.maunlemke.com
  4. 4. RULES OF 3 TEAM - A GREAT FIRST IMPRESSION! Develop a “room readiness” team/process to assure the room is in order and the equipment, etc. the patient will need is in the room Admission Staff can greet and take to the room in the first 3 Seconds and 3 Minutes. Use the resident’s name. Nursing and Admissions together can give the patient their “Welcome Basket” to be opened later. The Welcome Basket should have the Resident’s name on it. A Licensed Nurse and Nursing Assistant are usually the ones who need to be with the patient (using the resident’s name and accurate care information provided prior to admission by the Admission staff) during the first 30 Minutes for the immediate getting safely settled which includes, toileting, comfort/pain, food/ drink and equipment needed. In the FIRST 3 HOURS OTHER TEAM SUPPORT is needed WHEN A NEW PATIENT IS BEING ADMITTED to assure the OTHER patient’s needs are met at this time when the Nurse and Aide are with the new Patient. The other support can be provided by other Nursing Staff, Housekeepers, Activity Staff, Unit Secretaries, Laundry, Dietary, Maintenance, Business Office, Administrative Support Staff, and Therapy Department Staff. How they can help will be a joint effort by this team and the staff from these departments. Call lights are an obvious choice, along with helping with meal service. In the remainder of the First 3 Hours the following could be a likely scenario based on discussion: 1. A Licensed Nurse has to immediately inspect and complete Data Collection about the newly admitted patient to assure their medical condition is stable and there are no unidentified needs and they are SAFE. The Nurse also needs to reconcile the Physician’s Orders/ Data Collection with the Nurse Practitioner (Assessment) to assure accuracy and completeness. 2. By the end of the first 3 hours, a Dietary (Advance) Supervisor or Server will need to assure the correct meal was served and was satisfactory to the customer. Sometimes the Supervisors in Dietary serve the new patient their first meal. 3. By the end of the first 3 hours, a Nursing Supervisor and Evening Administrator will check on the new admission to assure their admission experience is satisfactory and they are safe (they need a checklist of what to check on and ask). 4. By the end of the first 3 hours, Dietary and Therapy may need to do a “little” assessing to assure safety but should not complete an entire “assessment” if at all possible. Other team members should also not overwhelm the patient and family in the first 3 hours with questions. 5. At the end of the first 3 hours, a yet to be identified person/department such as Social Services or Activities/Recreation gets to help the patient and family open and review the contents of the “Welcome Basket” and orient the person to their room and the dining room. 6. In the first 72 hours the Shift Supervisor and Evening Administrator will round daily (Time of Day?) on all new admissions with front line staff caring for the patient. Each time they round the key question is, “Are you satisfied with the first day, second day, then third day of their care and service?” 7. In the first 72 Hours the Activity Staff will assure haircare needs, bathing/spa, manicure/pedicure, guest meals for families, and leisure time needs are met. 8. In the first 72 Hours the Advance Shift Supervisor will round on all new admissions daily to assure meals are satisfactory (Time of Day?) 9. In the first 72 Hours Therapy will determine the level of therapy intervention needed/ordered and reconcile this with the patient/family expectation. 10. In the first 72 Hours Maintenance, Housekeeping, and Laundry Staff will round on the new admissions daily to assure expectations are met in their respective departments. (Time of Day?) Maun-Lemke Speaking and Consulting, LLC • 8031 West Center Rd, Suite 222 • Omaha, NE 68124 800.356.2233 • 402.391.5540 • Fax: 402.391.1025 • www.maunlemke.com
  5. 5. 11. Every evening the Licensed Nurse makes contact with the New Admission’s Family/Responsible Party with a GOOD NEWS call or personal contact to let them know how things are going (so they don’t just get called with bad news). 12. In addition, on weekends (Friday evening to Sunday night) the facility will have a staff person assigned as the “concierge” to assure they are acting as Julie McCoy on the Love Boat to assure our customer’s expectations are being met. This person will coordinate the weekend for the new admissions from the past week to assure satisfaction. 13. At the end of 3 Days, Admissions does the 72 Hour Survey (Were you satisfied with your first 3 Days of Care and Service?) 14. The Business Office? The Administrator and DNS? The Unit Manager? Celebrate, recognize, and reward the implementation of this plan and keep telling the story of successful experiences by newly Admitted Patients and their families. Team-Based Admission Assessment will be a part of this process – it will start as a pilot on one or two residents a week and evolve to all Admissions on this Unit by the end of the plan. Maun-Lemke Speaking and Consulting, LLC • 8031 West Center Rd, Suite 222 • Omaha, NE 68124 800.356.2233 • 402.391.5540 • Fax: 402.391.1025 • www.maunlemke.com
  6. 6. Marketing Your Uniqueness Clint Maun, CSP Successful marketing in healthcare must go beyond simply stating who you are, where you are, and what you offer. Because "many healthcare practitioners allow themselves to be lumped into broad categories without establishing any real point of differentiation... consumers assume that all providers are basically the same" (Thompson). They aren't.You aren't. It's critical to pinpoint and market that piece of your organization that makes you unique, the something different no one else has. As an illustration, we have a client who went through a dedicated process to begin operating agency-free. The dollars flowing out for agency fees resulted in poor morale, an ailing bottom line, and decreased quality of service. Eliminating the use of agencies in all their buildings engendered positive outcomes that have set them apart from their competitors. One of those positive developments is a marked increase in the comfort level felt by patients and their families.They see the same faces in front of them every day - faces who are familiar with the patient's situation and who need not navigate a learning curve each day to reach a workable starting point. These faces are not from an agency.They are the organization's own employees - part of a stable, dedicated and well-trained staff. It is this piece that sets them apart from all other providers in the area. The organization subsequently developed a marketing program highlighting the benefits of being agencyfree, creating "in the customer's mind an idea that a particular product is different in an important way... [producing] a competitive edge over others in the marketplace." (Marketing the Uniqueness of Small Towns) In addition to the benefit of having consistent and adequate staffing levels with a stable workforce of welltrained professionals, the organization can boast of being not only the provider of choice, but also the employer of choice. Being agency-free creates greater job security and staff retention, fostering that stable workforce - always a plus for patients as well as for the organization's positioning in the market. They can tout a twenty-seven percent annualized turnover in staff compared to the average of eighty-five percent. This commitment to long-term retention of well-trained staff helps create a focal point around which a marketing program can be built. A similar situation is possible in any type of healthcare organization. Find the way in which you are unique and utilize it to "differentiate your products and services from your competitors, giving customers a reason to choose you over your competitors." (Carter) If you own the best outcomes in surgeries, treatments, rehabs, or percentages that show off well, you should be positioning those in outcome documents, spotlighting your difference and why that difference is important. Dedicated outcome-based documents that get to the point are vital for effective market positioning. The more specific, meaty and dedicated the information you provide, the better it markets to referral sources, case managers, practice partners, and the community at large. Include specifics: numbers for successful cases, results with certain types of treatment, testimonials from customers whom prospective clients can call to ask about experiences with your organization, quotes from customer surveys, differences in cost or pricing alternatives, and most of all, that piece you offer that no one else does. Utilize those pieces that are exclusively yours. Each organization owns its intellectual property as well as its product and service property. Remember that "no matter how you choose to be different, the important thing is to be different." (Thompson) If you don't take advantage of that difference in positioning your organization in the market place, then you are simply out there offering what everyone else offers: location, ambiance, ample square footage, newness of the equipment, a gorgeous van, and the like. By careful positioning, you can move from selling mere stuff to offering something that no one else does, and thereby reap the resulting rewards. Maun-Lemke Speaking and Consulting, LLC • 8031 West Center Rd, Suite 222 • Omaha, NE 68124 800.356.2233 • 402.391.5540 • Fax: 402.391.1025 • www.maunlemke.com
  7. 7. Works Cited Carter, Susan. "11 Monstrous Small Business Marketing Mistakes and How to Avoid Them." The All I Need. Lexur PWHM Networks. 2004. August 2004. http://www.theallineed.com/ad-marketing-2/ marketing-009.htm "Marketing the Uniqueness of Small Towns." Western Rural Development Center. Via Michigan State University Extension Division. June 2002. August 2004. http://www.msue.msu.edu/msue/imp/ modtd/33529767.html Thompson, Gary. "Differentiation: Why Promoting Your Uniqueness is Critical to Your Success." What's Working in Practice Building. July 2003. Vol. 2 Issue 7. pp.1-2. August 2004. http:// www.praticebuilders.com/pdf_newsletter/WhatsWorking_0703.pdf Maun-Lemke Speaking and Consulting, LLC • 8031 West Center Rd, Suite 222 • Omaha, NE 68124 800.356.2233 • 402.391.5540 • Fax: 402.391.1025 • www.maunlemke.com
  8. 8. Physician Marketing Clint Maun, CSP Healthcare organizations that are trying to increase referrals, admissions and census must consider ways to involve themselves with the medical community. We have found that many organizations are designing systems that develop referral source relationships, but are ignoring the role of the physician in those admission decisions/admission patterns. When making a decision to develop a physician marketing program, it is important to include your existing Medical Director and key attending physicians in your organization. If your Medical Director and physicians are not capable of assisting you with physician marketing, then you should question their ability in general as it relates to your organization's success. In other words, does your Medical Director have the necessary contacts, influence and positioning in the medical community to make a difference for your organization? Is your Medical Director respected and involved with the medical community (including his/her own practice)? In addition, does the Medical Director and key attending physicians have the desire to produce great medical care for the residents/patients in your organization? The Medical Director and attending physician involvement in Physician Marketing is the #1 way to make a successful Physician Marketing program occur. Doctors talk to doctors. Doctors tend to not spend a lot of time talking to other facility personnel. In fact, sometimes they shun these individuals in day-to-day contact for various reasons. When the medical community is communicating with the medical community there is a greater chance of success and penetration for future referral source inroads. You should have your Medical Director and key physicians involved in hosting seminars or luncheons, dinners (away from the facility) so the physician community can become comfortable with your physicians and staff. We're suggesting these hosted meetings be on topics that are important to the medical community versus topics of marketing your facility to them. We also believe topics can be developed by setting up a geriatric medical community advisory committee which looks at issues of geriatric medicine in general in your community. In addition, we believe your Medical Director and key physicians should be involved in sending letters to other key physician referral sources. They should also be making visits, in some cases with you, to other key physician contacts. It is important however, to note that this might come as an additional marketing cost to your organization. Some facilities are very short-sided in their approach to asking physicians to be involved in the physician marketing component because of the dollars associated. We believe this effort produces a great amount of success in getting referral source patterns to change over time. It's also important to note you would spend marketing money anyway in other activities that might not produce the same type of return on investment. The first step to developing a Physician Marketing program is to assess your current Medical Director and key physicians for their ability to assist you. You must also take a look at their ability to have a genuine interest in your facility and send referrals. You must talk with them to determine what we might be doing that would interfere with their own involvement with our facility. This would also set up an assessment process we can use with other critical physicians we would like to see more involved with our facility. We would then find out what is going right or wrong in our relationship with that physician or practice. This would allow us to make changes as necessary. This brings on the ability to set up ways that our existing physicians can assist other physicians in taking care of attending physician requirements for their patients in our facilities. We also can design our programs of involvement with physicians at their visit times to ensure it is successful in their eyes. We can set up the right kind of protocols with their office so we are a positive influence on their practice versus being involved constantly in bombarding or harassing their office with our needs. We can develop the appropriate internal training that is necessary in our facility to ensure we have the right kind of relationship with that physician or their practice. In addition, we're then able to find out what they believe is important for us to consider in change of protocol, practice or types of individuals we serve. This allows us to develop an on-going advisory committee relationship as mentioned above which can influence not only the medical community's involvement with the overall healthcare environment, but specifically with our own facility. Maun-Lemke Speaking and Consulting, LLC • 8031 West Center Rd, Suite 222 • Omaha, NE 68124 800.356.2233 • 402.391.5540 • Fax: 402.391.1025 • www.maunlemke.com

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