Volume 6, Number 39 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.

 
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During the 3rd Quarter of 2017, web sites of the above advertisers were visited by home care and hospice executives and staff 2425 times.

To inquire about placing your message here, contact:

Kristin@rowanresources.com

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

http://www.healthcarefirst.com/webinars/

  • 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

Hospice Financial and Administrative Management Conference
Presented by The Health Group
November 6-7
Caribe Hilton
San Juan, Puerto Rico
Registration: conference@healthgroup.com
 

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

*HCTR will see you there.
Connected Health: RPM and Telehealth Summit
6th Annual Care Coordination and Technology Conference
January 24-26
Renaissance Atlanta Waverly Hotel & Convention Center
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
Date(s)
Hotel or Conference Center, City, State
URL

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

Registration


International Guidelines for Home Health Nursing

Presented by: International Home Care Nurses Organization (IHCNO)

Wednesday, October 25
11
:00 a.m. - 1:00 p.m. EDT
Registration

www.ihcno.org/Registration

Contact person: Marilyn Harris marilyn@ihcno.org



Home Health Conditions of Participation: Charting a Course for your Success

Presented by: Kinnser Software

This 5 part series begins

Thursday, September 28
11
:00 a.m. - 1:00 p.m. EDT
Registration

Contact person: Chip Schneider chip.schneider@kinnser.com




Strategic Use of Technology in Home Health and Hospice Organizations

Presented by: Elevating Home and Brightree

Thursday, October 12
1:00 p.m. EDT

Speakers include:

  • Melissa Polly, Brightree (Moderator)
  • Paul Pisano, CEO, Interim Healthcare - Hartford
  • Tarrah Lowry-Schreiner, CEO, Sangre de Cristo Hospice & Palliative Care
  • Todd Montigney, Managing Director and Founding Member, BlackTree Healthcare Consulting
  • Nick Knowlton, CommonWell Alliance and Brightree

Registration



The Homecare & Technology Podcast Series

Presented by ElevatingHOME and Curaport

ElevatingHOME and Curaport have teamed up for a series discussing technology and the future of home-based care. Hosted by Tripp Matthews of Curaport and Danielle Pierotti, RN, PhD of ElevatingHOME, this five-part series features discussions with a new roundtable of industry leaders each week and dives into a range of topics focused on technology in home-based care. Download and subscribe on iTunes or SoundCloud. Episodes remain available after initial release. Topics:

What do we know about technology in the business of home-based care?
The impact of technology on home health policy and regulatory issues.
Financial impacts of technology in home-based care
OASIS in home health: The backbone of quality reporting
Leadership: What's a leader to do?



The Clinician's Role in CoP Compliance

Presented by: SelectData

Thursday, October 19
1:30 p
.m. EDT
Registration


Contact person: Lisa Engle services@selectdata.com



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.

HCTR is free to subscribers and supported by its generous advertisers. To inquire about presenting your message to our 5,000 subscribers, write to Kristin in our ad sales department, Kristin@RowanResources.com.