Marketing Home Health and Hospice Services

As Medicare and commercial payers implement new reimbursement models such as readmissions penalties and value-based payments, provider organizations are more intently following patients’ progress after discharge from the hospital.

Post-acute providers have a unique ability to manage chronic conditions and care in a less costly setting while improving patients’ end-of-life experience, but many clinicians do not recognize the value of post-acute services.

To engage referrers, progressive home health and hospice agencies are leveraging clinically versed personnel to build personal relationships, organizing services around clinical specialties, and tracking referral and clinical quality data through customer relationship management software.

This brief profiles these and other marketing strategies used by four leading home health and hospice agencies.

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