HCCIntelligence™ Webinar Recording: Strategies for Growing Provider & Patient Referrals for Your Practice

Slide Presentation Handout

Pdf Summary

The provided text outlines strategies for increasing provider and patient referrals to a medical practice, particularly within a home-based primary care model. Presenters Tammy Browning, PA-C, and Brianna Plencner, CPC, CPMA, detail methods for identifying patient referral sources, discussing recruitment techniques, and engaging with potential new patients and providers. They stress understanding community needs, the competitive landscape, and the unique aspects of the practice to tailor services effectively.<br /><br />Key referral sources identified include senior living communities, local area agencies on aging, ER/hospital discharge planners, skilled nursing facilities, community primary care physicians, and home health and hospice agencies. Effective networking and community engagement play vital roles, with recommendations for participating in boards, leveraging inpatient relationships, and seeking speaking opportunities.<br /><br />Important talking points for new patients emphasize comprehensive care at home, assistance with ADLs (Activities of Daily Living), IADLs (Instrumental Activities of Daily Living), chronic condition management, and the benefits of a dedicated care team. For referral sources, it's crucial to convey how home-based primary care (HBPC) suits high-risk patients and how it can reduce emergency room reliance while improving health outcomes and patient satisfaction.<br /><br />The document also touches on internal preparation, such as having a clear mission and vision, and ensuring all team members can articulate the practice’s values and benefits. It highlights marketing strategies like maintaining an updated website, exploring new facility partnerships, and meeting with discharge planners.<br /><br />Additional sections cover the importance of tracking referral data, preparing for discussions with payors, defining the practice's product, and understanding cost structures. Suggested metrics to demonstrate competence include advanced care planning rates, medication management, patient experience metrics, and costs.<br /><br />Finally, creative partnerships, like contracts with Medicare Advantage plans for in-home wellness visits or participation in shared savings models, are presented as viable strategies. The document concludes with a note on upcoming HCCIntelligence events and resources for ongoing support.

Keywords

patient referrals

provider referrals

home-based primary care

networking

community engagement

chronic condition management

marketing strategies

referral data tracking

Medicare Advantage

HCCIntelligence events