Cathy Cress

Expert in Aging Life and Geriatric Care Management

Merging Care Management with Homecare Gives You a Competitive Edge.

 

Merging Care Management to Homecare Gives You a Competitive Edge.

Merging care management with home Care gives you a competitive edge, but you need to do a Competition Survey to find out how to position your merged agency ahead of all your completion.

Why should you add geriatric care management to your private-duty home care agency?

It can make a client shopping for a Care Managed homecare agency chooses you instead of your competition because you offer one-stop shopping. The adult child does not have to hire one agency to manage care and a second to do homecare. You offer an enticing package for the beleaguered, stressed caregiver desperately seeking help.

MARKETING POSITIONING. Product, needs,

That’s called positioning.

Merging  care management with home Care gives you a competitive edge and shows what makes you different from your competition.  Adult children in a struggling with their aging parents learn that geriatric care management plus private duty home care is an added bonus to families in a crisis. Thus a care management service can be an important differentiator for agencies offering home care. It helps you get more clients and outstrip your competition. So you need to find out through the competition survey if there are any care-managed home care agencies and what you can offer that they do not in their menu of services like care management like Move Management or Home From the Hospital, all offered in my operations manual.

 A geriatric care manager can do a great job of teaching clients and families why they need care. A geriatric Psychosocial and functional assessment and care plan is a very clear way for families to understand care needs and recommendations and to plainly see all the options for providing this care and choose your agency. The GCM is looked at as a desperately needed guide, not a salesperson, to get services started.

Care manager assessments are broader in scope than a private duty home care assessment and include not only family and social supports and home safety but spirituality, Quality of Life, finances, legal, nutrition, environment, mental status, depression,  sibling rivalry, dysfunctional families, relocation options and assistance and death and dying. A GCM assesses for alcoholism and drug abuse, domestic violence, sleep quality, sexuality, activity tolerance, personal values, and cultural beliefs. So they offer an in-depth overview of clients’ and families’ problems.  

 Your geriatric care manager’s care plan gives recommendations and options to consider so the family and client can make the best choices for providing this care.  The bonus to you is this lengthy, very valuable assessment is billed.

Plus, the Family feels like they have a very involved individual concierge to solve their problems

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Webinar-Why Merge Home Care and Care Management

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The first and most important reason to merge care management to home care is money. You will be able to capture billable hours that you and now giving away for free. The second reason to add care management to home care is market positioning. Clients will choose your agency if you offer this merger and competitors do not. A third reason is that a care manager is perfect for introducing home care to family caregivers. Care Managers sit down with the family and review the geriatric assessment and care plan they created for the client. Last, this 1-1 care manager meeting introduces a concierge guide through the labyrinth of caregiving, showing exactly what homecare plus care management will do to solve the client’s problems, increase their quality of life and offer relief to the sometimes-desperate family members. Find out more by signing up for this free webinar

Learn

How this merger creates more Profit for both Care Management and Home Care

The Advantages of Merging Home Care and Care Management

Competition Survey to make third parties and Adult Children Choose you

Co-Branding the merged agencies.

Technology for both home care and care management

Co-Locating both staff.

Marketing Merged care manager home care.

Critical Success Factors for the Success of the Merger

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Adding Aging Life or Geriatric Care Management? How Do you Market It?

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Adding PDHC to your care management agency can significantly increase revenue

but it also involves several changes to your operations, marketing, hiring, and overall agency management. In the 2013 Care Management Benchmark Study, care managers who owned a home care agency made four times the revenue in-home care in 95% and in all cases made double their revenue.1 The process follows many of the same steps outlined in the previous sections on adding care management to PDHC agencies.

Merger Gives You Ultimate Control

The addition of PDHC staff gives you ultimate control of the care management process because you have control across the entire relationship with the client, from care managers to PDHC staff, if your client chooses PDHC. You do not have to depend on the integrity, safety, and reliability of outside care management agencies to deliver high-quality care to your customers.
However, this means adding a large burden of creating that safe, reliable PDHC staff yourself to those clients who are care management clients (i.e., all PDHC clients must have some level of care management). If you choose to accept PDHC clients who are not care management clients, don’t plan on these clients automatically becoming care management clients because families that start with PDHC alone tend to stick with PDHC only.

To change that, we suggest marketing internally to your  PDHC clients using several case studies that show how care management can enhance the quality of PDHC; otherwise, families often opt for the lower-cost option of only PDHC— and assume you (as their agency) will provide care coordination and perhaps care management for free. You can also present care management services when the home care family is in a crisis like the care provider is burnt out and ready to unnecessarily going to place  the elder, or when the elderly client needs to move because ( Move Management)

Market to your Existing Home Care Clients to Sell care management

We also suggest adding care management products that care managers can do successfully for home care clients like Home From the Hospital. If you have a home care clients who is facing hospitalization and your family is long-distance offer this care management product. Here a care manager can guide the client and family through pre and post-plus in the hospital to successfully help the family, who if long-distance needs a guide who is right on the ground to be the surrogate family member guiding the patient to a successful discharge home without readmission and working with a Medicare agency post-discharge. Adding other care management products to your new merged menu of services. This will be an effective tool in competing against PDHC agencies that will likely position themselves against your practice as a low-cost option. You need to be able to show the incremental model that geriatric care-managed PDHC offers versus stand-alone PDHC.

 

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