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Payer Communication Guide for Home-Based Medical C ...
Payer Communication Guide for Home-Based Medical C ...
Payer Communication Guide for Home-Based Medical Care: Navigating Value-Based Care Contracting - 2024
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Pdf Summary
This document provides guidance for home-based primary care (HBPC) providers and practice staff on how to effectively meet with payers and communicate the value of their services. It emphasizes the importance of understanding and articulating your unique value proposition, based on measurable results with patients. Researching the organization and identifying decision-makers and influencers is also important. When meeting with payers, it is recommended to bring examples of key data points that demonstrate your practice's value and the positive impact on patients. It is crucial to determine what you are asking for and to lead with value rather than cost. Preparing a "leave-behind" package that includes your business card, brochure, recent newsletter, and key data points is recommended.<br /><br />During the meeting, it is important to discuss how your vision and mission align with that of the payer and inquire about their expectations and desired outcomes. Highlight the benefits you can offer, such as reduced admissions and emergency department visits, increased deaths at home, more accurate healthcare cost and utilization (HCC) scores, and transitional care coordination. Explain the specific services you provide to patients and the relationships you have with community partners/resources. Articulate the financial value of your practice's accomplishments and the potential savings implications. Finally, ask for the business or to continue the conversation and follow up with a thank-you note.<br /><br />The document also provides information about additional resources available through the Home Centered Care Institute, including a Unique Value Proposition tool, a hotline for assistance, webinars, and downloadable tools and tip sheets. It notes that HCCIntelligence is funded in part by a grant from The John A. Hartford Foundation.<br /><br />Overall, this resource aims to help HBPC providers effectively communicate their value to payers and secure mutually beneficial partnerships.
Keywords
home-based primary care
HBPC
providers
practice staff
communicate value
unique value proposition
measurable results
payers
key data points
positive impact on patients
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