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Engaged Technology: Connect the circle

Q. What are care circles?
 - 
04/23/2018

A. As we live longer, it is normal to experience mild memory loss, and to be aware of the unfortunate consequence of cognitive decline and diagnosis of dementia and Alzheimer’s disease.

Rehab sales: No margin, no mission

Q. I seem to be making more choices about money than about clinical excellence. What should I do?
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04/23/2018

A. We’ve seen reimbursement become tougher and tougher over the years and your employers have become more and more squeezed for profit. When I was in the hospital contract management business, CEO Sister Mary Jane Beth Sue said to me, “Sonny, no margin no mission!”.

Legal: Tread lightly with telehealth prescriptions

Q. Can my patients obtain a prescription based on a phone call with a prescribing practitioner that my company or a third-party marketing company pays for?
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04/23/2018

A.  There is a good chance the prescription issued will not be valid, and the payment for the telehealth encounter could be problematic under an anti-kickback statute.     

Revenue Cycle: Avoid pitfalls, reap rewards

Q. What are the top three pitfalls of RCM that I should avoid?
 - 
04/23/2018

The revenue cycle is a complex process with many moving parts. Those “parts” are better known as people and processes, and they need to work harmoniously in order for your company to achieve bottom-line results.

Legal: Don’t run afoul of statute

Q. My patients need a qualifying test and a physician interpretation of that test in order to obtain a prescription for an item. Can I pay for all or part of the cost of the test or the interpretation?
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04/23/2018

A.  It depends on how the item will be paid for and where the patient lives, but for most patients this would not be acceptable.

Revenue Cycle: Establish KPI goals

Q. What KPIs show I have strong revenue cycle management practices?
 - 
04/23/2018

A. Industry experts suggest that every team member have performance goals, engage in monthly feedback sessions with their team and manager, and receive incentives for performance improvements.

Rehab sales: Gain commitment

Q. How do I get a commitment or sale without coming off like a used car salesperson?
 - 
04/23/2018

A. So far, we’ve established a relationship with our prospect (a prospect is someone you want as a customer) by:

Understanding their needs

Aligning expectations

Engaged technology: Use tech for seamless transition

Q. How can I ensure the transition to the home is successful?
 - 
04/23/2018

A.

Legal: Don’t violate payer contracts

Q. I am not in network with a certain third-party payer. Can I enter into a subcontract agreement with another DME supplier that is in network with that payer?
 - 
02/27/2018

A.  This is probably not a good idea.

Rehab Sales: Ask the right questions

Q. How can I be more influential or persuasive with a skeptical customer?
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02/27/2018

A. As we discussed in the last article, the first steps toward providing a great solution are to clearly understand the problem that needs to be solved and to make certain that you and your customer are in agreement.

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