The Census Scene in 2018 - ohca.org 31 - Linda Saunders.pdfThe Census Scene in 2018: ... 2016 Census Scorecard Percentage of Days by Payor Source 2 ... Scorecard 4 4 Relationships

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The Census Scene in 2018: Strategies to Optimize

Occupancy During Change

Linda L. Saunders, LNHA

Founder, President

2016 Census Scorecard1

[email protected] // (614) 582-6733

84% 82%

Ohio Overall Licensed Occupancy

Ohio Overall Certified Occupancy

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2016 Census ScorecardPercentage of Days by Payor Source

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Medicaid Traditional Medicaid 38.15%

MyCare Ohio Medicaid 23.54

Total Medicaid 61.69%

Medicare Traditional Medicare (Part A) 10.21%

MyCare Ohio Medicare 0.95%

Total Medicare 11.16%

Other Medicaid Managed Care 3.01%

Medicare Managed Care, VA, Other 11.25%

Private Pay 12.85%

Total Percentage 100%

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Changing Census Tides


Shorter Lengths of Stay

Demands for Increased Admissions

Increased Competition

More Options and Market Confusion

Dwindling Long-Term Core

Focus on Community-Based Services, Other Options

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Promoting Optimal Occupancy


Relationships

Leadership

Capabilities &Specialties

Rating

TechnologySystems

Scorecard

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Relationships Drive Occupancy


People refer to:

• Who they know and trust• Who is accessible and responsive• Who is consistent in their actions• Who tells it like it is• Who respects their time • Who functions efficiently with no drama

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Current Obstacles to Strengthening Traditional Referral Relationships


• Limited access and enhanced security guidelines• Technology replaces on-site opportunities• Gatekeeper scrutiny and productivity watchdogs• Increased patient caseload and decentralization• Decreased use of brochures and collateral

materials

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New Referral Sources

on the Playing Field


Numbers Gatekeepers (Payments, LOS, Write-

Offs, Readmissions)

Emergency Department and

Observation Specialists

Infection Control and Isolation

Experts

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New Referral Sources

on the Playing Field


Whoever is Responsible for

Handling the Outliers

Physician Extenders

Analytics Experts

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Traditional Referral Sources


Case Managers, Care Navigators

and Social Workers

Physicians and Specialists

Other SNFs, ALFs, Hospice and

Homecare Providers

Payors

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Traditional Referral Sources


Patient Choice Community-Based Word of Mouth

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Capabilities and Specialties


You can’t be all things to all people!

Are you an expert, a generalist or both?

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Capabilities and

Specialties Are

Derived From:


• Market research and analyzing the numbers• Understanding unmet needs • Making a commitment to developing programs of

excellence• Developing protocols and best practices in

collaboration with other experts that drive the business

• Creating compelling messages that penetrate the market at all levels

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Ratings


May Foster:

• Preferred network participation• ACO involvement• Top of list awareness• Added perks

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Ratings


Key Question:Why are four and five star facilities operating below 84% capacity?

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Ratings


Another Key Question:Why are one and two star facilities operating at above 90% capacity?

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Systems


Admissions:

• 24/7/365 • 100% Response • 10 minute or less decision• Communication

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Systems


Expectations:Balance Person-Centered Care, Choice and Expertise

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Systems


• Length of Stay Management• Coordinate Care within a Complex

Landscape• Advocacy Role with Payors• Serve as Active 360 Navigators

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Systems


Occupancy:

• Big picture, small picture• Today, tomorrow, next week, next month• Opportunities, obstacles, risks and

changes• Mindful bed management with

head/heart balance

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Systems


Discharge Planning:

• Leverage prior to admission as a strategic difference

• Align expectations with reality• Establishes the communication commitment• Identify your A team players• Post discharge tools and follow up

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Systems


Individual and Team Accountability is Paramount!

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Technology


How does technology get you better results?

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Technology


• Communication• Accuracy• Speed• Integration

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Technology


• Alerts• Applications• Portals• Reporting Measures• Patient Training Tools• Equipment• Web Site• Social Media/Reviews

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Leadership


• Hire and Retain Exceptional Leaders• Occupancy Ownership• Create a Business and Customer

Service Model• Attention to Details• Inspire Others to Grow the Business

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Leadership


• Reward Innovation and Creativity• Invest in Ongoing Communication

Training• Know Your Numbers• Anticipate Questions and Concerns

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Promoting Optimal Occupancy


Relationships

Leadership

Capabilities &Specialties

Rating

TechnologySystems

Scorecard

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Scorecard


• Answers “Who Are You,Why Should I Pick You?”

• Reflects Your Mission and Indicates Results

• Highlights Distinctive Differences• Add Some Special Sauce• Creates a Call to Action or a Next Step

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Factors That Do Not Guarantee High Occupancy:


• A New Building• All Private Rooms• Expensive Equipment• Gadgets and Gizmos• Inducements, Gifts and Free Stuff

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Occupancy

questions?

Linda L. Saunders, LNHA

Founder, President


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Documents

The Census Scene in 2018 - ohca.org 31 - Linda Saunders.pdfThe Census Scene in 2018: ... 2016 Census Scorecard Percentage of Days by Payor Source 2 ... Scorecard 4 4 Relationships