Volume 6, Number 45 August  16, 2017

Dear Healthcare at Home Colleague,

Before we get to the news, I would like to take a moment to congratulate Mark Baiada on the occasion of his retirement, which he celebrated simultaneously with his 70th birthday this past week. He has built a successful, international company based on compassion first, profit second. As he leaves, he is converting the company to a not-for-profit enterprise and turning the reins over to his son David. We wish David the best as he guides Bayada Home Health into its new era.

As we promised, we are keeping a close eye on the "21st Century CURES Act," which was signed into law last December and requires every state to do what 18 states have already done, make Electronic Visit Verification mandatory. We will be speaking to many people to keep track of how each state chooses to comply, a choice the new law gives them.

This week, we report on our conversation with Sandata CEO Tom Underwood. His experience in many of the 18 early adopting states is deeper than most. Consequently, his detailed description of four EVV implementation models that have been tried is especially thorough. What is more, his explanation of why three of those models have not been successful is a point of view that every state Medicaid official should heed.

High intensity sales training is the subject of our interview with veteran home care sales consultants Melanie Stover, OT, and Cheryl Peltekis, RN. They let us know they are starting something new so we spent some time with them to get the details. They have also empowered us to offer a special deal if you sign up for their "High Performance Sales Academy" through HCTR.

CMS re-introduces Probe and Educate with a twist. This time, they are calling it "targeted." Rather than attempt to interpret what targeted means, we are publishing the complete CMS statement introducing the program. They say it has been resurrected and redefined because of the success of the first round of Probe and Educate.

Lastly, in vendor news, eSolutions announces an acquisition of data analytics competitor RemitData. Encompass announces that it has signed a multi-year agreement with Prepared Health.

Worth the trip. We will be presenting our competitive enhancement system, Home Care Reviews Accelerator, at the annual meeting of the Home Care Association of America in Austin in October. We hope to see as many HCTR readers as possible there. Immediately afterward, we will head west for the NAHC annual meeting in Long Beach, California. If learning without travel is your preference, be sure to scroll down to the bottom of this page to learn how to sign up for a five-part podcast co-sponsored by ElevatingHOME and Curaport.

Next week: Look for our next installment of our series on EVV and two exclusive interviews. One is with Kevin Scalia, EVP Corporate Development for Netsmart about the company's innovative interoperability efforts. The second is with Bill Dombi, who was named last week as interim NAHC Director. We will be asking him about Project NAHC 2.0, "a comprehensive strategic planning process to evaluate the needs of the home care and hospice communities."

Have a great week. Keep making a difference! And don't forget my $5 coupon (KH54XYT9) if you order my book, Entrepreneurial Insanity in the Home Care Business here.


Editor signature
Tim Rowan

Four EVV Models States Might Choose; Three Lead to Disaster
According to Sandata CEO Tom Underwood, there are four models that states might use to implement Electronic Visit Verification, which is mandated by the 21st Century CURES Act. Based on experience in early-adopting states, he declares that three of them lead to failure.

Veteran Sales Consultants Create "Transformational Event"
Three years from now, if you are not having high level conversations with referral sources about outcomes, you are not going to see the same sales results you are used to.

CMS Announces New "Targeted" Probe and Educate Program
Get ready for the return of Probe and Educate, this time focused on the most deserving. The administration has also announced that it wants CMS to make major changes in its CCJR bundle program.

Vendor Watch
— eSolutions Announces Acquisition of RemitDATA
— Encompass enters agreement to join the enTouch™ network, focusing on ACO partnerships and home health value based purchasing models.

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

During the 4th Quarter of 2017, web sites of the above advertisers were visited by home care and hospice executives and staff 2855 times.

To inquire about placing your message here, contact:


Last Week's Most-Read Stories:
21st Century CURES Act and Mandatory EVV - Intro
This is the first in a series of articles examining the Electronic Visit Verification mandate that will take effect in 2019.
In Vermont, Telemedicine Will Soon Be Delivered — and Paid For — Where Patients Are
Telehealth reporter Audrey Kinsella caught up with Vermont Governor Phil Scott, who explained why he wrote and pushed through his state legislature a bill that will open the door to reimbursement for in-home telehealth services.

As of this date, approximately 26,620,000 Baby Boomers have become Medicare eligible.

Notable Upcoming Conferences Free Webinars

Home Health Emergency Preparedness CoP Requirements:
Getting Your Agency Ready

Featuring Mary St. Pierre, RN, BSN, MGA
Free, sponsored by HEALTHCAREfirstSeptember 13

1:00 pm Central Time
Omni Austin Hotel Southpark

Details and registration


  • Overview of the emergency preparedness requirement
  • What surveyors will be looking for
  • Steps home health agencies should take to prepare

Our Home Care Landscape: Big Challenges, Bigger Opportunities *
Annual Meeting of the Home Care Association of America
October 8-11
Austin, TX
Information and registration

AHHC 2017 Leadership ConferenceAssociation for Home & Hospice Care of North Carolina
October 9-10
Holiday Inn Resort
Wrightsville Beach

Click here to register

HCSSA Administrator Program
Texas Association for Home Care & Hospice
November 13-15
Westin Galleria

*HCTR will see you there.
CONNECTED HEALTH: Remote Patient Monitoring and Telehealth Summit

6th Annual Care Coordination and Technology Congress

January 24-26
Renaissance Atlanta Waverly Hotel & Convention Center
Designing successful bundles without collaboration between inpatient and post-acute (PAC) providers inhibits the cost-savings opportunities that make bundled payment a valuable model for hospitals and health systems. Designing care management incentives and solutions for complex patients requires integration across hospitals, home care, and the extended continuum of provider organizations.
Register for in-person or online participation

2018 National Leadership Conference
ElevatingHOME Annual Meeting
March 7-9
Grand Hyatt
Washington DC
Information and registration

New England Home Care and Hospice 2018 Conference
Presented by Home Care Associations of:
New Hampshire
Rhode Island

April 25-27
Cliff House Maine Hotel
Cape Neddick

Information and Registration

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

Conference Title
Sponsoring Association
Hotel or Conference Center, City, State

Juggling the New CoPs and Other Applicable Laws

Sponsored by Kinnser Software
Featuring Robert W. Markette, Jr., Esq., CHC, of Hall, Render, Killian, Heath & Lyman, P.C.
Thursday, January 25
1:00 - 2:00 pm EDT

Attend to Learn:

  • Why "legal representative" is a concept you should already be familiar with
  • What compliance with the nondiscrimination provision of the Affordable Care Act may mean for the new CoPs
  • Why you must be more aware of harassment issues and prepared to take action
  • How harassment issues affect your discharge policies

Free: Register here

Creating A Successful Preceptor Program in Home Health Care

Sponsored by Elevating Home
Michael Ward RN, BSN, Division Director; BAYADA Pediatrics; Margit Moran, RN, BA, Director of Pediatric Clinical Education at BAYADA

Thursday, March 29
1:00 - 2:00 pm EDT

Information and registration

Are You Marketing to the Wrong Person?
A Different Way to Get Home Health Referrals

Presented by Healthcare Synergy
Featuring: Melinda Rodriguez, PT, DPT, MSCS, LSVT
Date: Wednesday, March 7
Time: 10:00 a.m. PST; 1:00 p.m. EST

In this Webinar, you will:
  • Learn another way to market inpatient facilities other than discharge planners, case managers or social workers.
  • Discuss the role of Home Health in the challenging healthcare environment – Short Term Home health.
  • Describe the Continuum of Care Concept in the post acute care network
  • Identify strategies to reduce risk of acute care readmission.
  • Discuss options for discharge disposition for potential skilled nursing facility candidates to decrease SNF discharge rate for inpatient rehab units.


How to Attract and Retain Health System Relationships

Presented by Netsmart
Watch now


Increase Referrals, not Overhead- Streamlining the Intake Experience

A streamlined, efficient intake process creates a better patient experience and improves referral relationships. During this webinar, industry experts will share their quick tips and best practices for improving your intake process and managing your organization's revenue cycle.

Sponsored by Forcura
Featuring: Craig Mandeville, Founder & CEO of Forcura Jessica Stover, Senior Manager of Blacktree Healthcare Consulting
Tuesday, Oct 3
2:00 pm EDT


Compliance Program Basics

Presented by Curaport
Featuring: Stephanie Koehn, RMA, CPC, CPPM, CPCO

Tuesday, March 20
2:00 p.m. EDT

Fee (per attendee): $49
Information & Registration

This education session is approved for one (1) contact hour of Continuing Education for Nursing

The Hospice Cost Report
Prepare Your Way With Expert Advice from Maureen Laskowski

Presented by Healthcare Synergy

Monday, March 12
10:00 a.m. PDT; 1:00 p.m. EDT

Click here to register

Home Health Aide Skills and Documentation

Presented by Curaport

Featuring: J'non Griffin, RN, MHA, WCC, Owner & President, Home Healthcare Solutions, LLC
Thursday, March 22
2:00 p.m. EDT
Information and registration


*This education session is approved for one (1) contact hour of Continuing Education for Nursing



What Does Behavioral Health Have to do With Home Health Outcomes?

Presented by: Netsmart/DeVero
Featuring: Katherine J. Vanderhorst ,RN-BC,BSN and Dr. Amy Craven

Thursday, February 22
2:00 p.m. Eastern
Learn why integrating behavioral health with chronic care management can improve star ratings.

Many home health patients have co-existing Chronic Behavioral Health problems that are not dealt with. If not addressed, problems like anxiety and depression leave patients unable to self-manage diabetes, congestive heart failure, CHF, COPD and other serious medical conditions. This presentation will show why recognizing and managing behavioral health diagnoses and can have a positive outcome on your agency’s STAR ratings. Presented by Katherine J. Vanderhorst ,RN-BC,BSN and Dr. Amy Craven.


The Penalty Box Compliance Series Part 6: Audit-Proof Your Visit Notes

Presented by Curaport
Featuring Kristi Bajer, RN, MSN

Wednesday, March 21
1:00 p.m. EDT

Information and registration

*This education session is approved for one (1) contact hour of Continuing Education for Nursing

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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