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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?
 - 
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?
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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.

Revenue cycle: Avoid the spiral

Q. How does inventory and warehouse management play a role in revenue cycle management?
 - 
02/27/2018

A. Too much inventory creates unneeded expenses and too little inventory means lost revenue. For many in our industry, inventory management is a necessary evil that isn’t done well.

Engaged Technology: Focus your strategy

Q. How mHealth technology can engage patients?
 - 
01/25/2018

A. With one-fifth of the U.S. population trending to be 65 or older by the year 2030, mobile health (mHealth) will continue to drive innovation, automation and greater integration for home medical equipment providers.

Rehab sales: Identify your customer

Q. I am an ATP. Who is my customer?
 - 
01/25/2018

A. The past several years have seen the rehab industry shift and change due to, among other things, provider and supplier consolidation. Along with this consolidation comes an institutional focus on margin that places a relatively new pressure on individual ATPs.

Legal: Mind the threshold

Q. Can I pay a lead generation company for leads?
 - 
01/25/2018

A.  Yes, but the appropriate payment terms will depend on the nature of the leads.

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