Including palliative care as a service offering of your hospice organization presents a rich opportunity to change the course of conversation with your physician referrers. Where once you had to explain the eligibility guidelines for hospice care in great detail, lest your conversion rate suffer along with your referral relationships, palliative care allows you to be more inclusive in your dialogue. It also gives physicians who are reluctant to refer to hospice (for a number of reasons) a more comfortable Read more >>
This past year has brought hurdles and hardships to hospice organizations nationwide. Although the Medicare hospice benefit still makes high-quality end-of-life care available to many Americans, the new eligibility severely limits accessibility. However, upon closer examination, these new standards could actually provide an opportunity to move hospice care, and the other services provided by hospices, to the forefront.
While it’s true stricter admission criteria has forced many hospices to turn away once eligible patients, a service gap that may haveRead more >>
It’s a strategy that can be well worth the investment. It’s a proven strategy to engage hospices earlier with appropriate patients. In fact, according to the Center to Advance Palliative Care, “home-basedRead more >>
“We don’t refer to hospice”
“We leave that decision to the patient and family”
“Our patients don’t need hospice”.
How do you respond to these and other objections in a way that encourages meaningful, productive referral relationships?
First of all, recognize that none of these statements is an outright refusal to use your services. On the contrary, each offers valuable information to guide you in exploring further. Rather than debating the point, listen carefully and dig deeper into what the Read more >>
Hospice and palliative care programs across the country, both big and small and in urban, suburban and rural communities, are striving to overcome financial challenges and engage with patients sooner in a life-limiting illness. To address these challenges, many hospice programs are choosing to invest in a physician referral marketing strategy.
It’s a strategy that can be well worth the investment. The chart below illustrates the approximate increase in Medicare reimbursement with increases in ADC. On an annual basis, an Read more >>