New trend has developed in 2019 with SNF referrals

Yesterday I attended a post-acute care provider collaboration meeting. The hospital that holds the meeting invited their 6 preferred providers for Home Health and their 10 preferred Skilled Nursing Facility providers. At the meeting they discussed the regular issues:

  • What patients went back to the ER
  • What patients had a rehospitalization first 30 days post discharge from the hospital
  • What could Home Health or the Skilled Nursing Facility done different to keep the patient out of the hospital
  • What patients should have been referred to Adult Protective Services

At the end of the meeting the Physician that is responsible for the hospitals readmission rate set a new standard of care for the Home health agencies and Skilled Nursing Homes to follow.

New Standard:

Every patient referred to Home Health will have all arrangements made 48 hours prior to discharge and every Home Health will have a representative meet the patient at the Skilled Nursing Facility to ensure that the patient has everything that they need in the home. One issue that served as a catalyst for this change was a recently discharged patient that never received his nebulizer machine and therefore went without the medication. This patient ended up back in the hospital.? All of this could have been avoided if the facility confirmed delivery of the necessary equipment to the home or if the Home Health confirmed delivery of the equipment to the home.

This change is not just an isolated incident. Hospital’s across the country are rolling out similar standards. While it’s a complement to the positive effect Home Health has on the client, many agencies have not prepared for this level of service.

Think about it

How many organizations wouldn?t be able to do this?

How many organizations still haven?t hired (or trained) a sales associate to go the home, introduce the company, and verify demographics and orders?

Are you ready to service at this level?


Don?t panic we can help get your sales team ready to meet these challenges with our High Performance Sales Academy


Cheryl Peltekis, RN “The Solutionist”

Co-Owner of Home Care Sales

1 reply
  1. Craig Morrison
    Craig Morrison says:

    Cheryl, great observation. Home Care Sales seems to be in the right place at the right time, consistently. Thank you for sharing. This is a great example of what a sales consulting agency can do for us in-home care advocates. I?m going to use this with and ACO client tomorrow who just entered their review period on July 1. What better way to position the benefits of the Electronic Care Giver!

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