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

Webinar Q and A

Pdf Summary

The HCCIntelligence webinar on June 17, 2020, discussed strategies for growing provider and patient referrals. Participants from hospice and senior living organizations explored tactics to differentiate their Home-Based Primary Care (HBPC) services from concierge practices that typically have upfront costs. HBPC, covered by Medicare Part B or health insurance, offers an economically advantageous alternative.<br /><br />To foster relationships within senior living communities, it is recommended to emphasize patient choice and maintain a visible presence. Building rapport with facility staff and engaging non-patient residents can lead to organic referrals through word-of-mouth. Proactively identifying new facilities and engaging executive teams early also helps establish partnerships.<br /><br />When handling referrals from Home Health Agencies (HHA), it is crucial to respect existing primary care provider (PCP) relationships to avoid reputation damage. Proper intake screening can ensure that only patients who genuinely benefit from HBPC are accepted, preventing unnecessary visits by the provider.<br /><br />For direct-to-consumer marketing, involvement in local boards, councils, faith communities, and support groups, such as Alzheimer's associations, can provide meaningful referrals. Such engagements help in presenting the practice as a genuine support resource rather than having the appearance of aggressive marketing tactics like TV ads or mass-mailed literature.<br /><br />Tammy Browning shared her personal journey, starting as a single provider to growing a practice that serves over 2,000 patients annually through relationship-building and effective communication. Her practice embraces the mission to foster graceful aging with exceptional healthcare outside traditional medical settings.<br /><br />During the COVID-19 pandemic, communication and providing managed care for innovative solutions have strengthened relationships with Assisted Living Facilities (ALFs). Establishing medical directorships and acting as a resource of guidance during health emergencies further solidified partnerships.<br /><br />Overall, the emphasis on relationship-building, tailored patient engagement, and proactive communication has been shown to effectively grow a medical practice in the home-based care setting.

Keywords

HBPC

patient referrals

provider referrals

senior living communities

relationship-building

home health agencies

direct-to-consumer marketing

Medicare Part B

COVID-19 pandemic

Tammy Browning