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Making it Personal:Provider workshop
Steve Scown
Workshop aims
To enable participants to consider the key questions Dimensions faced during our journey.
To enable participants to explore areas prompted by the presentation
What Paul wants
Paul has an Individual Budget of £34k.
Paul pays Dimensions £22k a year for: Support in the mornings whilst his Mum is at work Support 2 days a week whilst he works in a garage keeping the
floor clean and the place generally tidy Support every 4th weekend whilst he goes away for short
breaks – either camping or on a city breakOne of his support workers is his cousin at his family’s insistence.Paul is offering a one-off £3k payment if Dimensions can find him a job which he can keep for 6 months.
In groups please consider
How will you ensure Paul and his family/circle of support knows about you?
What are the ways families can learn about your organisation?
Who’s heard of your organisation?
Who answers the phone?
How do you know how well they answer it?
How aware are your staff that they are nowsales people?
Questions to ponder…
What do you want Paul and his family to think of you and your company?
Which brands spring to mind and are they good or bad – and what makes you think that?
Your organisation’s brand
What five words would be used by the person who really likes your organisation a lot?
Your organisation’s brand
What five words would be used by the person who really doesn’t like your organisation?
What do people say about your organisation behind your back?
What evidence do you have?
How could you really find out what they think?
How can you improve their opinion?
Questions to ponder…
Which role in your organisation would be sent out to meet Paul and his mum?
Questions to ponder…
How much priority will their enquiry be given?
How many people will be involved in your decision making/
What will you negotiate on
What are your red lines?
So how about the money?
Overhead activityABC/ Insurance Model/ Variable Input
PremiumsClient Group/ Postcode
SpecialsRefunds/ discounts / free offers
What will you offer Paul and his family/circle of support?
One-off Offers
Something a family may purchase which may or may not lead on to further business
Facilitation of a PCP Support Design Behaviour Analysis
Review AT Assessment Holidays
Service Design Benefit Review H&S Environment
Review Housing Brokerage
Defined Term OffersSomething a family may buy for a fixed period of time with a pre-determined out-come• Life skills training• Community integration• Active support• Job skills training• Facilitation of PC Review
On-going OffersSomething a family would purchase without an end timeframe
Personal care & support
Sleep-in Live-in Support Short Breaks Training of PAs Quality Assurance
Waking night Housing related support Recruitment of PAs Management of team of
PAs On-call & out-of-hours
support
Questions to ponder…
How much priority will their enquiry be given?
How many people will be involved in your decision making/
What will you negotiate on?
What are your red lines?
In pairs
Please select one of the Dimensions offers
In pairs
Identify three characteristics that would convince a family to pay a price 10% more than your competitor.
How will you help Paul recruit the right people?
What makes a good support worker good?
What are the different characteristics between a good support worker in a residential care home and a good personal assistant?
In pairs – 5 mins
How could you test new applicant’s suitability to be a personal assistant?
You Decide – We Employ
Question to ponder…
How comfortable would it be for you / your managers / your HR department to let go to the extent of “You Decide, We employ”?
Bespoke - Person Specification- Job Description- Employment Contract- Rate of Pay
Question to ponder…
Could your organisation agree to increase the pay of a personal assistant if the family offered to top it up?
If you contract a personal assistant to work with Paul, how would that change your HR current practices?
“I am always doing what I cannot do in order that I may learn
how to do it.”Pablo Picasso
The money
Individual allocationIdentify each person’s share of the funding we receive based upon their individual need
Core support and shared costsIdentify what support and costs are necessary as a result of the service being shared
In my personal controlIdentify ways of enabling each person to maximise their control over what resource they have once they’ve paid their share of the core support and shared costs
The current model
A 6 bed home with a budget of £300k
Each placement is charged at £50k per person
Occasionally extra costs on an individual basis can be negotiated
The ISF model (1)
A 6 bed home with a budget of £300,000
Person A: individual allocation of £50kPerson B: individual allocation of £42kPerson C: individual allocation of £45kPerson D: individual allocation of £53kPerson E: individual allocation of £65kPerson F: individual allocation of £45k
The ISF model (2)
From the budget of £300k
Core support costs are determined to be: £30k x 6
Shared costs are determined to be: £10k x 6
Total budget for core support and shared costs is £240k
The ISF model (3)
Leaving In My Personal Control money as:
Person A: £10,000 (£50k – £40k) Person B: £2,000 (£42k – £40k)Person C: £5,000 (£45k - £40k)Person D: £13k (£53k - £40k) Person E: £25k (£65k - £40k) Person F: £5K (£45k - £40k)
The ISF QuestionsWhat areas of your budget would not comprise shared costs or
core support?
How much of someone’s in my personal control money could be spent with another organisation?
What will happen if a session someone is buying from you is cancelled due to an agency staff replacing the named person?
How much surplus will you expect to include within your costs?
Will you be able to repay any unspent in my personal control money?
Questions to ponder
Do you believe your organisation needs to change anything to respond better to the challenges of responding to someone with a personal budget?
Do you think the decision makers in your organisation would agree with you?
And finally…
What are you going to do as a result of hearing what you’ve heard?
Any Questions?
