Volume 8, Number 43 December  11, 2019



Dear Healthcare at Home Colleague,

We are happy to report that Casamba is gradually re-emerging from its unfortunate ransomware attack that shut down all of its patients for several weeks. We will keep an eye on it but things seem to be getting a little better each day. One client who requested we not use his or her name told us that functionality is slowly returning. "We are now on Day 27, with either diminished performance or still lacking systems such as direct scanning."

We will continue to try to contact the company and keep readers up to date on developments.

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In this week's news

Remember all those arrests and lengthy prison sentences for home health operators caught defrauding Medicare by billing for services never performed? This week, the Health and Human Services Office of Inspector General released a report of fraudulent activity that dwarfed all of those crimes combined. Be sure to read our analysis of the report titled "Billions in Estimated Medicare Advantage Payments From Chart Reviews Raise Concerns." Scroll down this page and click on "HHS OIG Discovers Billions in Fraudulent Medicare Payments."

While we are on the legal page, you may also find it helpful to study guest author Elizabeth Hogue's explanation of what you can and cannot give to your patients and their families as Christmas — or any other holiday — gifts. Elizabeth is a longtime home care attorney and offers her guidance in clear language. Scroll down and click on "What Can Providers Give Patients for the Holidays?"

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Vendor Watch

In our VW column this week, we have interesting announcements from both Savii and WellSky. The private duty software company has signed a deal with a large customer. The umbrella company that owns several home health, home care, hospice, and HME subsidiaries is set to release a new data analysis tool.

That is it for this week. It was great to meet so many subscribers this week in Columbus at the Ohio Council for Home Care and Hospice's first annual technology seminar, "Com-Care-Con Medical Tech Conference."

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Have a great week. Keep making a difference!

Editor signature
Tim Rowan



HHS OIG Discovers Billions in Fraudulent Medicare Payments
No, it is not Miami-Dade, Houston, or Los Angeles home health agencies this time, but Medicare Advantage Organizations, for-profit insurance companies, that have been caught billing for services never performed.

Overcoming Social Isolation in the Elderly Infirm and in Their Caregivers
A deeper look at the risks for social isolation and some of the proactive steps caregivers and advocates can take to make life better for both the individuals in need of care and the people who spend their days caring for them.

Driving Better Conversations with REACH
Communication regarding the care being provided along with utilizing the data to demonstrate additional services that would be valuable to the outcomes of a patient is an additional goal of REACH.

What Can Providers Give Patients for the Holidays?
There is a lot of talk these days about the relationship between social determinants and health. A key social determinant is, undoubtedly, access to a sufficient amount of nutritious food. What are the current rules about giving food to patients during the holidays?

Savii Inks Deal with Eden Health
Eden Health will retain Savii Inc. as its Home Care business line's agency management software.

 
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During the 4th Quarter of 2019, web sites of the above advertisers were visited by home care and hospice executives and staff 3664 times.

To inquire about placing your message here, contact:

Kristin@rowanresources.com

Last Week's Most-Read Stories:
MatrixCare CEO Stepping Down
President and CEO of MatrixCare, John Damgaard, releases a thank you letter to customers as he steps down from his position:
 
Casamba Reports All Customers Operational After 11/14 Ransomware Attack
Hundreds of home health and hospice providers shut down for two weeks after ransomware attack.

As of this date, approximately 35,937,000 Baby Boomers have become Medicare eligible.



Notable Upcoming Conferences Free Webinars

FREE WEBINAR: Quarterly Home Health Topics Discussion: The Truth about PDGM Reimbursement

Sponsored by: Healthcare Synergy

Date: December 18

Presented by: Michael Tidd, LVN, COS-C, COS-D

Information and Registration


Free Webinar: "One Last PDGM Webinar"

Sponsored by: Gateway

Date: December 27
Time: 12:30 pm - 1:00 pm CST
Featuring: Arlene Maxim, RN, HCS-C

Information and Registration
This FREE, 30-minute webinar will provide answers to the most frequently asked questions on PDGM, and actual solutions to this major challenge.


Homecare 100 *January 19-22
JW Marriott Miami Turnberry Resort
Miami, FL

https://www.homecare100.com/

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.


Conference: The 17th Annual World Health Care Congress

17 Years of Empowering and Connecting Leaders in Health Care Transformation

Date: March 29-April 1, 2020
Location
: Washington, DC

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


Conference: Leading Age Leadership Conference

Hosted by: VNAA, Elevating Home, and Leading Age

Date: April 5-6
Location:
OMNI Shoreham Hotel, Washington DC

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.

 


Seminars - 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:
  • March 30:    Boston area, MA
  • March 30:    Seattle, WA
  • March 31:    Kansas City, MO
  • March 31:    Charlotte, NC
  • April 1:         Ontario, CA
  • April 7:         Orlando, FL                              
  • April 7:    Houston, TX
  • April 7:    Columbus, OH
  • April 7:    Salt Lake City, UT
  • April 8:    New Orleans, LA
  • April 8:    Minneapolis, MN
  • April 14:  Philadelphia area, PA
Additional Information and Registration To Be Announced Soon!


*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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Home Care Technology Report is published by Rowan Consulting Associations, Inc., Colorado Springs, CO. All rights reserved. Request reprint permission by writing to editor@homecaretechreport.com.

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