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Conference Agenda


Power Home Health Referrals: Show your agency’s value

8:00 – 9:00 a.m.

Registration, continental breakfast

9:00 – 10:30 a.m.

Guerilla marketing: Inspire your sales team, watch referrals boom

Gary Ruvins, JD, MBA, COO, Berkley Home Health Care Systems, LLC

Tides are changing in health care and your agency’s growth depends on your ability to sell high-quality care at low costs for diagnoses that matter. Learn how to prepare your outreach and marketing teams with a quick update on the important government-run quality projects that are impacting your business, including value-based purchasing, ACOs, bundled payments and transitional care management. Get insights into key quality data reports, and learn how Berkley Home Health Care Systems’ nonclinical liaison team is reshaping its messages to generate more than 300 referrals per month.

TOOLS  How to make -star ratings work for your agency; Expert programs - Does your agency really have one?
OBQI data: Do the clinical decision makers know where your agency stands? 

10:30 – 10:45 a.m.


10:45 a.m. – 12:00 p.m.

Equip sales staff with quality data that gets referrals

Christopher Attaya, VP of Business Intelligence, Strategic Healthcare Programs

Star ratings, value-based purchasing and patient satisfaction data are driving referrals and lead generation for home care agencies. Learn what numbers are important for your agency’s bottom line. Hear how you can maximize key metrics to promote your agency’s strengths. Explore how to use data to measure your agency’s overall health and compete with agencies in your marketplace that are already using data to highlight their value.

TOOLS  Sample scorecard showing quality measures by referral sources

12:00 – 1:00 p.m.

Networking Lunch

1:00 – 2:15 p.m.

Social media strategies for improved engagement, referrals

Erica Metzger, social media manager, BAYADA Home Health Care

Social media expert Erica Metzger shares her first-hand experience generating hundreds of clicks on her agency’s Facebook page and the strategy behind a Facebook Live video that drew more than 6,700 views. Learn how BAYADA Home Health Care effectively uses social media to improve engagement, boost referrals, increase Facebook “likes” and gain more exposure with Facebook Live.

TOOLS  8 things you must do to improve your Facebook strategy

2:15 – 2:30 p.m.

Networking Break

2:30 – 3:30 p.m.

Implement a compliant compensation plan, reap the rewards

Elizabeth Zink-Pearson, attorney at law, partner, Pearson & Bernard PSC

The DOJ has started to challenge agencies that are compensating marketers based on how many admissions they generate, and they are going after contract marketers who are being used as patient recruiters. In the meantime, 95% of survey respondents are making sales and marketing bonuses a top priority, but are unsure on how to structure their bonuses to get the biggest bang for the buck and avoid legal ramifications. Home health compliance expert Liz Pearson shares the compliant model compensation plan her client agencies have adopted for success.

TOOLS  Marketers job description and Compliance code

3:30 – 3:45 p.m.


3:45 – 5:00 p.m

Master managed care, grow your market share

Neil Rotter, chief strategy officer, Accredited Home Care

By focusing efforts on managed care, Accredited Home Health Care was able to drive its patient census to 1,000 from 400 in the last three years with about 70% of its census getting paid by managed care. The agency has contracted with about 100 different managed care organizations including health plans, IPAs, MSOs, at-risk hospitals and other third-party payors. Learn how Accredited was able to form these key partnerships, create operational systems that vary from traditional Medicare lines of business and use key data to succeed in a managed care arena.

TOOLS Internal financial worksheet agencies can use when negotiating deals with MCOs;
Sample payer matrix grid

5:00 – 6:30 p.m.

Exhibit Hall Grand Opening/Networking Reception

Who Should Attend?

  • Administrators
  • Owners
  • CEOs / Presidents
  • COOs
  • CIOs / Technology Directors
  • CFOs / Directors of Finance
  • Business Developers
  • Care Managers
  • Directors of Marketing & Sales
  • HR Directors
  • Office Managers
  • Consultants

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