Successful acute/post-acute relationships begin before the first meeting ever takes place. We find that the most successful post-acute providers all follow the same basic process when preparing to first meet a potential acute-care partner. Preparation is key. Below, we walk you through a simple three-step process that will improve your ability to create strong and lasting partnerships.

1. Identify hospital goals

Before you start pitching your organizations capabilities, you will first want to know which capabilities your target hospital cares about. This requires that you first understand two things: The needs of your target hospital and the dynamics of the local market. The key here? Don’t guess. Every hospital and local market is going to be slightly different. Without this knowledge, you can’t optimally position your benefits in a way that directly addresses what the hospital cares about.

2. Identify the appropriate hospital contact for outreach

Strong partnerships require engagement at every level. That said, PAC providers should concentrate their strategic conversations at the executive level to secure buy-in. This requires that you not only understand which executives to target, but also their typical pain points. You will also want to determine who from the PAC organization is best equipped to speak to their strategic initiatives. This person should open the meeting with that overview. This insight will ensure that the right people are in the room and allows the hospital executive to tee up the main issues so that you can provide tailored solutions.

3. Craft an argument for how you can meet hospital and executive goals

Aligning your capabilities with the needs of your target partner and delivering that message to the right people is the goal here. We find that there are some commonalities among the processes that the most successful PAC providers use for crafting and delivering their pitch. These include data sources, statistics, how they articulate their offering, and others.

User Guide to Communicating the Value of Facility-Based Care

Identifying hospital goals, getting the right people in the room, and delivering a pitch that aligns with needs is a sure fire way to improve not only your ability to create partnerships, but your ability to create long lasting and successful partnerships.

Download the full report