Marketing Home Health and Hospice Services
The Importance of Engaging Referrers
As Medicare and commercial payers implement new reimbursement models—like readmissions penalties and value-based payments—provider organizations are closely following patients’ progress after discharge from the hospital.
With the ability to manage post-discharge care and patients’ chronic conditions in a less costly setting, post-acute providers can lower the cost of care and improve patients’ end-of-life experiences. However, many clinicians still do not recognize the value of post-acute services.
To engage referrers, progressive home health and hospice agencies are building personal relationships through:
- Clinically versed personnel
- Organizing services around clinical specialties
- Tracking referral and clinical quality data through customer relationship management (CRM) software
This brief profiles these and other marketing strategies used by four leading home health and hospice agencies.
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