Volume 10, Number 26 March  10, 2021

Dear Healthcare at Home Colleague,

Referrals are your lifeline. Like the body needs food every day, home health and home care agencies need a continuous flow of patients and clients from hospitals, physicians, and that familiar adult son or daughter from far away. For that reason, providers in every Post Acute Care sector will want to study the results of a new survey we found by Porter Research. The headline finding is that more referral sources than ever before say they would abandon their favorite PAC provider if they found another that had better interoperability capabilities.

In other words, patient data exchange technologies are becoming more important than your sales team.

Software vendors have as much to learn from the survey. More PAC providers than last year, in fact about three times more, say they would switch Electronic Medical Record software systems if their current one was costing them referrals because it had limited interoperability capabilities. There are many more details in our interview with interoperability advisor and CommonWell board chair Nick Knowlton, including a link to download two surveys, one directed toward in-home care and one for residential institutions. Click below on "Survey Finds Interoperability A Deal-Breaker for Referral Sources."



You have learned over the last year that wound care reimbursement is more generous under PDGM. Knowing how scarce qualified wound care specialists are, many HHA Directors of Nursing have looked to online services where experts examine their hi-res photos. Until now, a major obstacle has been comparing wound progress over time when photos are not all taken from the same distance and angle, or with the same lighting. Staff writer Darcey Trescone interviewed Kathy Piette, the CEO of Corstrata, about their solution to this problem. See "Maximize Episode Management with Evidenced-Based Wound Care."

Darcey also brings her home care sales training expertise to bear in a plea for your operations people to communicate their needs to your outside sales personnel. If you have experienced that disconnect, be sure to see "Expert Offers Tips to Improve Sales and Operational Planning."


Patient Engagement Tool Slashes Readmissions, ED Visits

Meet Dr. Querubin Iguban, MD, MBA, but please call him "Jun." The founder of Genesis Home Health and Hospice struggled with caring for patients as far as 77 miles from the nearest hospital. The communications and telehealth capabilities he implemented from Synzi reduced the number of miles his clinicians have to drive and increased patient satisfaction, while reducing their need to take those long trips to hospitals. See Synzi's news release and our interview with Jun in this week's "Vendor Watch" column.

Lastly, we offer some links to free CMS trainings. Several were released in January and February and remain available online.


Worth the Trip

"4 Strategies for Creating a Competitive Advantage for Your Agency" is set for Thursday, March 11, at half past noon, Eastern Time. Presented by KanTime, it will feature Joseph Brence, Head of Home and Community Care Strategy and Solutions, MedBridge; Jessica Chew, VP of Marketing, Trella Health; and moderator Kristen Duell, EVP, KanTime.

Do not forget that Lincoln Healthcare Leadership plans to restart Homecare 100 in late June. Scroll down for registration details.

Have a safe and healthy week. Keep making a difference!


Editor signature
Tim Rowan

Survey Finds Interoperability A Deal-Breaker for Referral Sources
76 percent of hospitals and physicians that refer to post acute care say they would stop referring to one agency and switch to another that had superior interoperability capabilities.

Maximize Episode Management with Evidenced-Based Wound Care
Inadequately treated pressure ulcers are the second most common legal claim against healthcare providers after a wrongful death. Darcey Trescone, RN, profiles a company battling the wound care specialist shortage with online assistance.

Expert Offers Tips to Improve Sales and Operational Planning
Sales and operations planning (S&OP) provides continuous focus, alignment, and synchronization among all its functional departments.

CMS News: Free Home Health Training Offered
CMS offers free online training for post-acute care providers. Many courses are aimed at Home Health.

Vendor Watch
— Nevada Home Care provider reduces hospital admissions with Synzi communications

During the 2nd Quarter of 2021, web sites of the above advertisers were visited by home care and hospice executives and staff 5944 times.

To inquire about placing your message here, contact:


As of this date, approximately 40,942,000 Baby Boomers have become Medicare eligible.


Last Week's Most-Read Stories:

Four Home Care Agencies Solve Expensive "Bad Hire" Problem
What does it cost when a new caregiver disappears after orientation and training, never taking a first shift? How often does it happen? One franchise organization has found a way to lower this risk, saving $4,500 or more every time a bad hire is avoided.

Tips for Recruiting Nurses
Among the many reasons there is a nursing shortage in post-acute care, the number of nurses leaving the workforce each year has been growing steadily from around 40,000 in 2010 to nearly 80,000 by 2020. Here are 15 tips to recruit and retain home health nurses.

Upcoming Events

FREE WEBINARS: Virtual Seminar Series 

"Building the Bridge to Hospice" and "How to Increase Referrals"

Sponsored by: WellSky

Featuring: Cindy Campbell, Jody Holmes-Dion, Bob Parker, Melanie Stover

Dates: March 2, 16, 30; April 6
Time: 1:00 - 2:30 EST

Register for one or both webinars

Building the bridge to hospice: Leveraging connections between home health, palliative, and hospice care
Presented by consultants Cindy Campbell and Jody Holmes-Dion of WellSky and Bob Parker of Intrepid USA
CE credit offered – approved for up to 1.25 contact hours
Tuesday, March 2 | Tuesday, March 30

Turn up the volume! How to increase referrals in a value-driven market
Presented by Cindy Campbell and sales and marketing expert Melanie Stover of Home Care Sales
Tuesday, March 16 | Tuesday, April 6

FREE WEBINAR: Tech Titans Join Forces to Tackle Post Acute Care Challenges

Sponsored by: KanTime

Featuring: Terra Vicario (Moderator) CMO, Viventium; Malka Trump, Director of Compliance, Viventium; Kristen Duell, EVP, KanTime; Kim Spence, RN, Customer Success Division Leader, KanTime; James Cohen, CEO & Co-Founder, Nevvon

Date: Thursday, April 22

Time: 11:00 am PDT, 2:00 pm EDT


2021, in many ways, is a continuation of challenges from 2020 and more! During this webinar, experts from companies with solutions for talent/retention and compliance issues, along with the continued challenges that COVID-19 has presented to our industry, will cover rules, regulations, and programs you need to stay on top of so your company can thrive amidst the pandemic.

FREE WEBINAR: New, Science-Based Methodology Reduces Cost of Recruitment and Retention

Presented by: The Rowan Report

Featuring: Eric Becker, CEO, MiliMatch

Date: Thursday, March 18

Time: 3:00 pm EST; Noon PST

Recorded version available soon.



Every time a home care agency hires and trains a new caregiver, it invests about $4,500, which is wasted if that new hire does not work out, often before working a first shift. MiliMatch CEO Eric Becker will explain the company's patented product/service, based on the science of Applied Cognitive Linguistics, which has been proven to help home care agencies avoid those costly bad hires.

Homecare 100 *

Presented by: Lincoln Healthcare Leadership

Date: June 27-30, 2021
Venue: JW Marriott Marco Island Beach Resort, FL

Registration Information

Brave New World: HomeCareCon 32nd Annual Conference & Trade Show

Presented by: Home Care Association of Florida

Date: July 20-23

Venue: Hilton Orlando Buena Vista Palace

Information and Registration

NAHC Financial Managers 2021 Conference and Expo *

Presented by: National Association of Home Care and Hospice

Date: August 1-3

Venue: Sheraton Grand Chicago

Information and Registration

Annual Leadership Conference *

Presented by: Home Care Association of America

Date: September 26-27

Location: Hilton Orlando Hotel

Information and Registration

This event is your opportunity to learn about current issues, trends, and strategies that will help your organization thrive. ?Throughout the conference, the industry’s leading vendors will be exhibiting their latest efforts to support home care providers across the country. Take this great opportunity to learn the newest competitive strategies, discover cutting-edge technologies and network with key innovators across the home care industry—all in one location.


2021 Home Care and Hospice Conference and Expo *

National Association for Home Care and Hospice

Date: October 3-5
Venue: New Orleans

Information and Registration available soon at nahc.org

*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
Hotel or Conference Center, City, State

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