Volume 9, Number 13 February  12, 2020




Dear Healthcare at Home Colleague,

You have read about the unfortunate ransomware attack that damaged one of our leading home health and hospice EMR vendors. We re-interviewed Casamba president Billie Jo Nutter to see how their recovery is coming along. And we spoke with several customers to find out how they are coping. The story turned out to be too big for one article so, under two headlines, we try to drive home the point that this is not one company's story. Whether you are a Casamba customer or competitor, a private duty home care provider, or anyone who uses a computer, it could happen to you and, according to the odds, probably will. Maybe not today, maybe not tomorrow, but soon and for the rest of your life.

 

In preparing these two stories, we learned that, in 2019:

  • attacks like these cost over $12 billion
  • phishing attempts grew 65%
  • 1.5 million new phishing sites were created each month
  • 76% of businesses reported being a victim of a phishing attack
  • 30% of phishing messages get opened by targeted users

Scroll down to read both articles. "Casamba Coming Back from Ransomware Attack" and "Learning From Other's Mistakes."

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In other news: Staff writer Darcey Trescone, RN, looks at the way healthcare providers and tech companies market to seniors and came away disappointed. Citing research by the Harvard Business Review and Fast Company, she noted that "Only 5 percent of advertising images of people over 50 show them using technology, and even then it is usually a younger person teaching an older person how to use a device." Scroll down and click on "Your Technology Marketing May Not Appeal to Your Patients."

Two new companies that launched last week deserve your attention. in "Revenue Cycle Management Veteran Launches Consulting Group" we interview home care finance veteran Michael Greenlee about his new RCM services firm. And in "Passive Remote Patient Monitoring System Introduced" we describe a new technology that does not make Grandma wear a necklace nor require tech expertise from her.

Lastly, hospice providers will want to register for a CMS webinar on the Hospice Item Set. Space is limited so early registration is recommended.

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Free webinar series: Our friends at Simione Consulting asked us to let you know about a series of five free webinars they have scheduled on a wide range of topics. Scroll down for details. 

Worth the trip: Also, be sure to put the Leading Age Leadership conference and NAHC's PDGM tour dates on your calendar. One of NAHC's 12 cities should be near enough to make your trip worthwhile. When you scroll down for the details, look into Mike Ferris' sales training and sales coach certification program coming up soon. HIMSS is offering a webinar next week on nurturing the next generation of healthcare professionals. Speaking of HIMSS, I will be attending this year. If you are attending or exhibiting, I hope to see you there.

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Congratulations to Thornberry, Brightree, and Health Recovery Solutions for "Best in KLAS" wins in their respective categories. More on that next issue. Have you clicked on the ad from our newest sponsor yet? "Isoratec" is a CRM especially for private duty home care providers.

Have a great week. Keep making a difference!

 

Editor signature
Tim Rowan



CMS Open Door Forum to Review Hospice Item Set
Hospice Item Set (HIS) Data Submission Requirements Webinar, March 3.

Casamba Coming Back from Ransomware Attack
President Billie Jo Nutter, optimistic about company's future, offers cybersecurity advice to peers based on her company's experience.

Learning From Other's Mistakes
If Casamba is the only home healthcare tech company to make operational and technical improvements in response to its ransomware attack, it will be remembered as a wasted opportunity.

Your Technology Marketing May Not Appeal to Your Patients
We need to shift our marketing images to appeal to younger consumers, especially when technology is involved.

Passive Remote Patient Monitoring System Introduced
Startup introduces whole-house, passive remote patient monitoring with family and clinician portal, backed by 24/7 call center.

Revenue Cycle Management Veteran Launches Consulting Group
Company set to disrupt conventional practices by taking a consultative partner approach to revenue cycle management.

 
When you click on these ads,
you make sure HCTR continues to come to you for free.



























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:
AlayaCare Acquires Arrow Solutions
Picking up a handful of southern New York clients, some quite large, will accelerated Canadian company's expansion into the U.S. Medicaid and private duty market.
 
Concern Rises Over Trump's Medicare Promise Pivot
We avoid politics in this publication but we do discuss policy when it directly impacts our readers. The President's reversal of a campaign promise never to cut Medicare, reported by all major news outlets, is worth a closer look.

As of this date, approximately 36,630,000 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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