Learn in this post how to break into the C-Suite at your local hospital!!! It is much easier than you think!!

I was taking to a colleague in Youngstown, Ohio who owns a hospice and who was having trouble getting an audience with the C-Suite Executives in his local hospital. He tried many times with no success. I did work with Mark (my friend) to take the GIP Contract he had with the hospital and build it into a quality well run GIP Cluster Bed Program. There is a BIG difference between a GIP Contact and a GIP Cluster Bed Program. With the GIP Cluster Bed Program in place, we crafted out a very clear and strong value proposition statement around 5 key points on our GIP Program would bring value to the hospital. We wrote a letter to the CEO and within two weeks we had a meeting with the CEO, CFO, CMO and CNO.

We wrote the letter and highlighted how our GIP Cluster Bed Program would deliver value in these 5 areas.

1. Reducing the hospitals Mortality Length-of-Stay. Any way you can assist the hospital lower their Mortality Length-of-Stay, you are going to make friends!! Especially in the ICU setting.
2. Enhancing patient through-put. Showing how the use of hospice can turn over a Medicare Med-Surg bed 45 times per year instead of 39 times because you are able to expedite patient flow through the hospital with the use of hospice will again make you great friends with the CFO.
3. Maximizing the DRG payment. This relates a little to the above point #2. Here is an example. With a stage 4 Heart Failure patient on hospice, we are able reduce the length of stay to 4 days versus 5 days by transitioning the patient out the hospital sooner. This hold great value to the hospital. The hospital gets its full DGR payment with fewer resources used by the hospital.
4. Reducing inappropriate hospital readmissions. Our GIP Cluster Program gives the hospital another tool for their tool box to reduce their readmission rate. A wonderful value to talk with almost anyone in the hospital about.
5. Creating a new stream of revenue. Our GIP Cluster Program after 6-months generated $268,800 in new revenue for the hospital. Now the CFO calls us to go to dinner :=)

The hospital shared with us their data on Mortality, Re-admissions  etc., that allowed us to do some financial modeling. The American Hospital Directory (AHD) web site: www.ADH.com is also a good source to learn more about your hospital. When we met with the CEO and his staff, we were able to talk very specifically about what we believed the financial impact of the work we would for the hospital!!! We showed that by more patients electing to access their hospice benefit both quality and financial indicators improve.

Now a days hospices need to sell to the hospitals very specifically on value and be able to document the rationale for what we say we can do. To deliver these positive types of outcome, the clinical model of care needs to be superiors and be able to handle those high acuity patients.

If you would like to learn more about what the salient elements of our GIP Cluster Bed Program, please write or call.