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Hello!

Welcome to the October 2010 issue of THE PATHFINDER.

We have had a wonderful response to our two articles from last month's newsletter.  David Haley's article on late referrals to hospice has generated a number of responses directly to him.  The emails clearly agree that this is a problem for most hospices.  If you missed the article you can read it at...

What makes you different?  How can a family member or patient know that you are the right agency for them?  As competition becomes more and more intense in every market, Barbara Gray, Senior Consultant for Beth Carpenter and Associates, writes her second of two articles on differentiation.  In last month's article, Barbara reviewed resources that are available to you in order to gather data and analyze how you are different from your competition.

In this month's newsletter, Ms. Gray discusses differentiation as a growth strategy examining how to choose your most valuable strategy, determining the cost factors and the organization's ability to execute the chosen differentiation strategies.  Whether you manage a hospice, home health or private duty agency, the guidance she gives is valuable to all who struggle in differentiating themselves in a crowded marketplace.

Our second offering takes you to a blog written by Reginald Hislop entitled "Hospices Looking For Census Improvements: Add Some Innovations"  Reg gives you some innovative programmatic change ideas and new programs that tap non-traditional markets for you to consider.  It's a creative and interesting blog entry.  I know that you will enjoy reading it!

HAPPY HALLOWEEN!  I always enjoy seeing what costumes the children will come up with each year.  Don't you?  It is fun to answer the door and hand out the candy, but - to be really honest - the thing I miss most, because my children are all grown up, is my official position as "Candy Inspector".  It was a great way for me to indulge my love of specific types of candy...

If we can provide you with any assistance, please do not hesitate to contact us.

Best wishes,  Beth Carpenter

“Let us realize that the privilege to work is a gift, that the power to work is a blessing, that the love of work is success.”  David O. McKay

DIFFERENTIATE AND GROW!
By Barbara Gray
Senior Consultant
Beth Carpenter and Associates

In the September issue of this newsletter, we began our discussion of the concept of DIFFERENTIATION as a growth strategy.  We defined it as those services and features that set apart an organization from its competition and talked about the common tendency to try to grow by imitating others rather than by developing a marketing plan around those elements of the organization that are special to the customer.  We also suggested a starting point for the DIFFERENTIATION process - data gathering about what exists in the community already...

To read more, please click here

HOSPICES LOOKING FOR CENSUS IMPROVEMENTS: ADD SOME INNOVATIONS
By Reginal Hislop
Managing Partner at Grubb & Ellis/Apex Healthcare Consultants

Most hospices I talk with are finding census gains difficult these days.  As I've written before, a number of factors are conspiring at the moment to keep census somewhat depressed and referrals tough to come by.

With a struggling economy, all providers are looking for paying patient days.  Referrals that should (or would) routinely go to hospice aren't as readily available as upstream referral sources (hospitals, skilled facilities, etc.) don't have the depth of other paying patient pools.  In fact, all downstream providers are seeing compressed referrals.  Simply put: When the queue of paying patients is smaller due to a fall-off of privately insured patients (due primarily to high unemployment), any paying patient including those that would be or should be hospice referred is better than a vacant bed.  There simply are not enough patients with good payment sources for all of the supply of providers today.

Please click here...

WE ARE PLEASED TO ANNOUNCE A NEW SERVICE
Accreditation Commission for Health Care
Beth Carpenter and Associates is proud to announce the addition of a new service for its clients!  We are now able to support your efforts to achieve accreditation through Accreditation Commission for Health Care (ACHC) whether you are a new or existing agency - home health, hospice or private duty.  

To assist you in your efforts to reach and maintain deemed status for Home Health and Hospice agencies as well as accreditation as a Private Duty Nursing and/or Private Duty Aide organization, the following are a sample of potential services currently available through Beth Carpenter and Associates:
• Assistance in preparation of the ACHC Application and the Preliminary Evidence Report (PER).
• Review of  your Application and PER prior to submission to ACHC.
• Assistance with any revisions to the PER requested by ACHC following initial submission.
• Training and instruction to administration and staff to prepare for an on-site ACHC survey.
• Assistance in creating a Plan of Correction, if necessary, following an on-site ACHC survey.

Subsequent to successful accreditation, we are available to work with your agency to continue compliance with the ACHC standards.  For further information, call 847-382-1035 or e-mail bcarpenter@bethcarpenterandassociates.com.

Beth Carpenter
Beth Carpenter and Associates 847-382-1035
bcarpenter@bethcarpenterandassociates.com

Beth Carpenter and Associates has earned a reputation as a company with deep industry experience and one that works closely with its clients to identify solutions that meet their business goals and strategic objectives.  We do not simply advise.  We partner with our customers to implement the solution and ensure its success.

Sincerely, Beth Carpenter

ARE YOU ON THE RIGHT PATH?
Since 1995 Beth Carpenter and Associates has provided its real-world experience to the management of healthcare companies, especially those  organizations with a focus on home health, hospice and private duty, in the areas of operations, clinical services, sales and marketing.  We work with management to identify the strategic direction of the organization and implement the necessary changes that allow health care providers to move forward in today's environment.

We help you choose the right path to success and then we walk it with you.