Volume 9, Number 32 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."


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."

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.


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



During the 2nd Quarter of 2020, web sites of the above advertisers were visited by home care and hospice executives and staff 4523 times.

To inquire about placing your message here, contact:

Kristin@rowanresources.com

As of this date, approximately 36,476,000 Baby Boomers have become Medicare eligible.

 

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.


Upcoming Events

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.

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.

Recordings Available: Pandemic Recovery - Rebuild Stronger Than Ever

Texas Association for Home Care and Hospice

Two days of keynote and breakout presentations for home health and hospice providers.

Purchase Recordings

 


Free Webinar: Home Care Marketing Best Practices for Medicaid Agencies

Presented by: Ankota

Featuring: Steve "The Hurricane" Weiss

Date: June 18
Time: 12:00 EDT
Fee: Free

Register

Here are a few biographical fun-facts about Steve:


Virtual Conference: Virtual Summit on Health System Recovery from the COVID-19 Pandemic 

The Nation’s Health System Leaders Engage in a Real-Time Dialogue on Pandemic Recovery and the Future of Health Care in America

Sponsored by: Global Health Care, LLC

Featuring:

Date: June 22-25

The Nation’s Health System Leaders Engage in a Real-Time Dialogue on Pandemic Recovery and the Future of Health Care in America

All health care providers offering full-time, hands-on services to COVID patients click here to register at no cost.

All others register here by June 5 for $200 discount


Virtual Conference: ATA Annual Meeting

American Telemedicine Association

Date: June 22-26

Information and Registration


Free Webinar: What Your Plumber Knows That You Don't: 21 Dangers of Ignoring Online Marketing

Presented by: Savii

Featuring: Tim Rowan, MA and Roger McManus, MBA

Date: June 24
Time: 2:00 - 3:00 EDT

Local businesses used to be able to stand out from the crowd with TV and Yellow Pages ads. Those days are gone. Today, savvy marketers leverage the power of the Internet to make the case that they are the best choice among a throng of competitors. Many home care agencies, however, have not yet learned this lesson. They either ignore this critical tool because they do not understand it, or mistakenly assume that their mostly older clients are not attuned to using the Internet.?Preview: it is their adult child who picks a home care agency for them, not the elderly persons themselves.

Information and registration


Webinar Series: Sales Training, Home Health and Hospice

Presented by: Healthcare Strategica, LLC

Featuring: Michael Ferris

1 - 8-week Hospice & Palliative Care Sales Training Course

2 - 8-week Home Health Sales Training

Rowan Report subscribers: Register with this link to receive $100 discount.

We have taken our best of class industry specific sales training bootcamps and are offering them via Webinar to enable you to continue to train your sales team in today's world of limited travel and social distancing.

The Hospice and Palliative Care course will be offered live every Tuesday starting May 19 through July 7, 2020.

The Home Health course will be offered live every Tuesday starting May 21 through July 9, 2020.

Each class will have participation exercises, homework assignments, quizzes and question and answer opportunities.

Each participant will receive their own course materials and individual coaching and feedback. At the conclusion of the course each student will receive a certificate of completion, an invitation to join the exclusive Sales Mastery Group* and opportunity to join the 52-week Sales Training Excellence Course.*

* Only available to Sales Professionals that have successfully completed the 8-week Sales Training Course – additional fees may apply.

Each session will be offered on-demand and if unable to attend the live webinar, you will be able to view the recording and participate in exercises, questions, coaching and quizzes. If you start after the first webinar date, you will be provided with access to those classes missed so that you can get caught up or you may elect to attend via the recorded sessions.


FREE WEBINAR: COVID-19 Forum: How Coronavirus is Reshaping Home Health and Hospice Financial Operations *

Sponsored by: HealthRev Partners

Moderator: Tim Rowan
Panelists:
Bobby Robertson, Chip Carroll, Holly Miller, John Reisinger, Rachel Bracken (details below)

Date: July 9
Time:
2:00 pm EDT

Register here for all three webinars in this series

Not only is the home care industry under tremendous clinical pressure, but you are also likely feeling a financial squeeze. Because of this, forward-thinking agency leaders are exploring new strategies and opportunities to remain solvent. In this webinar, our panelists will chat about ways to achieve financial success when so many are struggling. They will discuss:
Panelists:
Bobby Robertson | President & Founder, Missouri Home Hospice
Chip Carroll | Director of Strategy & Business Development, Playmaker Health
Holly Miller Chief Revenue Officer, Playmaker Health
John Reisinger | Principal, Innovative Financial Solutions for Home Health
Rachel Bracken | Vice President of Services, HealthRev Partners
Moderated by Tim Rowan | Editor, Healthcare at Home: The Rowan Report

Part III: "Agency Leadership and Operations" is set for July 23.

Virtual Conference: NAHC Financial Managers Annual Meeting

July 27-30

Register


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 or webinar 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



Did you receive this issue as a forward from a colleague? Would you like to have your own free subscription? Click here.

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 12,000 subscribers, write to Kristin in our ad sales department, Kristin@RowanResources.com.