Volume 9, Number 13 January  29, 2020




Dear Healthcare at Home Colleague,

Like many of you, we thought Tom and Jennifer Maxwell formed their consulting firm, Maxwell Healthcare Associates, exclusively to help Medicare home health agencies implement EMR software and help them learn to use it effectively. For this reason, we would not be surprised if an eyebrow or two were raised -- as ours were -- by this week's big announcement that MHA will start helping the personal care clients of software company Savii. This expansion into private duty is quite a hard right turn for the former Homecare Homebase executive and his partner. Perhaps it explains why Jennifer told me at Homecare 100 that they are looking to hire dozens more consultants. We wish them the best; it's a partnership between good folks. Read their joint announcement below in "Savii Partners with Maxwell Healthcare Associates."

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CMS News

Both private duty and medical providers will take away some ideas from the processes put in place by some of our largest HHAs to cope with CMS's new payment system, PDGM. The innovations are operational, collaborative, and enriched by data analysis. They might benefit every healthcare provider. We listened to several of the executives who implemented them at the Homecare 100 gathering and spoke to one of them in depth. Scroll down and click on "Bayada Huddles to Confront PDGM."

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When a CMS contractor accuses you of fraud, waste, or abuse, you have the right to appeal the determination. During the lengthy appeal process, is it legal to force you to return the full contested amount to the government, assuming you will lose the appeal two or three years later? Or should you be allowed to hold and use the funds until your case is adjudicated by the Administrative Law Judge? This question has been presented to court after court in recent years. The problem is that every other decision reverses the previous one. Guest author and home care attorney Elizabeth Hogue tells us about the most recent court decision. Click on "Recoupments of Alleged Overpayments Before ALJ Hearings," below. Reminder: to read about the previous cases on this topic Elizabeth has tracked for us, go to our home page at http://homecaretechreport.com, find the "Search" tool, and type "Hogue" into the search field.

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Review Choice Demonstration is underway in Texas, set for a March 2 deadline. North Carolina and Florida are next. We have links to the CMS FAQ pages in "Review Choice: Not to Decide is to Decide."

I hope you find this week's coverage useful. To learn more about all of the services we offer, go to RowanResources.com.

Have a great week. Keep making a difference!

 

Editor signature
Tim Rowan



Bayada Huddles to Confront PDGM
The home health provider's clinical procedure adjustments helped patients so much, they kept them in place even after PDGM was delayed a year.

Update on Recoupments of Alleged Overpayments Before ALJ Hearings
The legal pendulum has swung back in favor of Medicare healthcare providers. A Texas court called the HHS argument "so ludicrous as to be specious."

Review Choice: Not to Decide is to Decide
The choice selection period for Texas HHAs began on January 15 and will end on February 13. Review Choice begins on March 2. North Carolina and Florida are next.

Savii Partners with Maxwell Healthcare Associates
Minneapolis-based consulting firm will provide Private Duty implementation and training services

 
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Last Week's Most-Read Stories:
The Forgotten Home Care Team: Marketing
It is the role of leadership to ensure marketing does not get lost in the regulatory compliance shuffle, and that clear direction and tools are available to your liaisons, that will drive your business forward in 2020.
 
PDGM is Here, Now What?
Guest author Cheryl Peltekis, RN, weighs in with specific strategies for home health owners hearing all the fears that PDGM will destroy cash flow and put 1/3 of agencies out of business.

As of this date, approximately 36,476,000 Baby Boomers have become Medicare eligible.
Notable Upcoming Conferences Free Webinars

Training: Sales Coach Certification

Presented by Healthcare Strategica, LLC

Featuring: Michael Ferris
Location: Westin Lake Las Vegas Resort, Henderson, NV
Date: February 18-21

Information and registration

Your sales management team is critical to the results from the sales teams they manage, day to day, month to month and quarter to quarter. The goal must be to drive more admissions with less expenditure on sales and marketing. The best way to do that is to is to increase the number of admissions generated by EVERY member of the sales team.  That will drive down your acquisition cost of each new admission – this metric, cost of sales per admission, is the one that will drive most top and bottom line success!

Sales Managers have four basic functions – manage, train, coach and mentor. For most, the greatest challenge is to have enough time to spend in the field coaching ALL of their sales professionals.  We know, though our research and experience, that the NUMBER ONE way to increase the results of home health and hospice sales professionals is to have regular, effective sales coaching.  Coaching WILL drive the most results consistently.

Sales Coach is the newest, fastest growing position in home care. A Sales Coach can spend the entire week in the field or in the training room, wherever you need them. This frees up your time and allows you to be able to manage a larger team, spend more time where it counts, have consistent on-boarding practices and a happier sales team that is hitting and exceeding all expectations.

Our new Sales Coach Certification Course is the answer to having a Sales Coach up and operational in a hurry. Sales Coach Certification Course participants will get actual time working with and coaching Bootcamp attendees. And, because this is a very nice, secluded, non-gaming location, there is not the same level of distraction you find at a casino on the strip.

Who should attend?

•            Sales Coaches
•            Sales Managers who want to improve their coaching, training and onboarding
•            Senior Leadership who want to understand how to maximize their sales structure for success

Location:

Westin Lake Las Vegas Resort located in Henderson, NV – about a 30 minute drive from the Las Vegas airport.  Uber or Lyft is your best option but if you drive, parking is free!  Once you are there, you have everything you need and a shuttle to take you to restaurants or stores in the area.  The special room rate is available for a few days before and after the event, so if you want to hit the golf course or just relax, please come early or stay late.  This is a non-gaming property that has restaurants, bars, pools, putting green, sport court, gym, hiking and biking trails.


FREE Webinar: How to Capitalize on Your Agency's Most Precious Resource: Data

Sponsored by: AlayaCare

Featuring: Naomi Goldapple, Head of AlayaCare’s R&D division, AlayaLabs, and Simon Maxwell-Stewart, Lead Data Scientist

Date: March 11
Time: 2:00 pm EDT

Information and Registration

Learn how home care organizations are using machine learning and advanced analytic techniques to deliver better clinical outcomes and improved employee experiences.


Free Webinar Series: Presented by Simione Consultants

The 5 Top Reasons Why Post-Acute Deals Fail & What To Do About Them
Date: March 24
Time: 2:00-3:00 PM EDT
Presenter: Laura Gramenelles, RN, BSN, HCS-D, COS-C, Director, Mergers & Acquisitions, Simione Healthcare Consultants
Register


WEBINAR: Key Documentation Issues for 2020 & the Future

A 90-Minute Lunch & Learn Audio Conference by Elizabeth E. Hogue, Esq. Health Care Attorney

Date: March 18
Time:
1:00 - 2:30 EDT

Encore date:
March 25; On-demand recording available


Information and Registration

Documentation remains a key requirement for home care providers as the consequences for inadequate documentation become more severe.

  • What can home health agencies do to avoid denials by ZPICs, RACs, etc., for lack of homebound status and reasonable and necessary care?
  • What kind of documentation must home health agencies, hospices, private duty agencies and HME companies maintain regarding gifts to referral sources and payments to physicians who make referrals to them?
  • How can providers avoid an increase in enforcement action in this area?
  • What kinds of documentation problems are private duty agencies facing with regard to recoupments from state Medicaid Programs?
  • What dangers do electronic medical records cause for all types of home health providers?
  • Is it true that if it wasn't documented, it wasn't done?
Gather your staff members to emphasize effective documentation yet again. Real examples of cases involving problematic documentation will be presented. Questions and case examples are welcome, and extensive handouts will be provided for use by staff members.

Conference: The 17th Annual World Health Care Congress

17 Years of Empowering and Connecting Leaders in Health Care Transformation

The World Health Care Congress (WHCC20) has been rescheduled and will take place later this year. Given the current circumstances and the impact of COVID-19, direction from Washington, DC officials, and information from the U.S. Centers for Disease Control and Prevention (CDC) and the World Health Organization (WHO), the health, safety, and well-being of our staff, speakers, attendees, sponsors, and partners is of utmost importance to us. We will announce new dates for the 2020 Congress shortly. Please check back for updates.

Information and Registration

It’s never too soon to begin planning your experience at the 2020 World Health Care Congress. View the agenda snapshot and gain access to 100+ sessions across 15+ learning tracks:

  • Payer Transformation
  • Member Engagement and Retention
  • Provider Transformation
  • Care Delivery Integration
  • Medicaid & Health Policy
  • Behavioral Health - NEW IN 2020!
  • SDoH Business Strategy
  • SDoH Tech
  • Pop Health Analytics
  • AI & ML Applications - NEW IN 2020!
  • Innovation & Investments
  • Front Line Leadership
  • Women Leaders in Health Care
  • Self-Insurance Strategy
  • Worksite Clinics
  • Direct Contracting
  • Workplace Mental Health
  • Benefits Adviser Leadership
  • Medical Travel


Seminars Webinars - NAHC and HHFMA PDGM Roadshow 

Sponsored by: The National Association for Home Care & Hospice (NAHC), Home Care and Hospice Financial Managers Association (HHFMA), and NAHC Forum of State Associations, have joined together to co-host 12 intensive, one-day seminars across the country to prepare home health operators for PDGM.  

The Patient-Driven Groupings Model (PDGM) is here and home health agencies are already dealing with the most important change to home health payment in the 21st century. What is working? What is causing problems? Agencies need the latest information and advice on how to make sure their businesses prosper in the PDGM era.

Dates and Locations:

NAHC has announced that they are replacing their live PDGM Summits with a series of four, live-streamed sessions.

Dates: April 28 & 29

Additional Information and Registration To Be Announced Soon!


Conference: Leading Age Leadership Conference

Hosted by: VNAA, Elevating Home, and Leading Age

In light of the President’s national emergency declaration to address the coronavirus pandemic, LeadingAge is postponing the 2020 Leadership Summit originally scheduled April 20-22 to August 10-12, 2020 at the Omni Shoreham Hotel in Washington, DC.

We understand that the possibility or reality of COVID-19 means all-hands-on-deck at our member communities and travel bans for our Business Partners, with a singular focus on the health and welfare of residents, clients, staff, and families.

LeadingAge will continue to assist with information and resources to help you respond to COVID-19. You’ll find a clearinghouse of resources—updated daily—at leadingage.org/coronavirus-resources.

If you registered for the conference, you will be sent an email with information on your registration and hotel reservation.

Information and Registration

With the Leadership Summit, LeadingAge has designed an event for forward-thinking leaders to connect, engage in dialogue, and deepen their knowledge about the future—how we can shape it, and the paths to get there together.

 


*The Rowan Report will see you there.

Your state or national association meeting not listed? Send the details to Conferences@RowanResources.com using this format:

Conference Title
Sponsoring Association
Date(s)
Hotel or Conference Center, City, State
URL

Webinar hosts, send your announcements to: Conferences@RowanResources.com

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