Subscribe to Smart Talk

Smart Talk

Rehab sales: No margin, no mission

Q. I seem to be making more choices about money than about clinical excellence. What should I do?
 - 
04/23/2018

A. We’ve seen reimbursement become tougher and tougher over the years and your employers have become more and more squeezed for profit. When I was in the hospital contract management business, CEO Sister Mary Jane Beth Sue said to me, “Sonny, no margin no mission!”.

Legal: Tread lightly with telehealth prescriptions

Q. Can my patients obtain a prescription based on a phone call with a prescribing practitioner that my company or a third-party marketing company pays for?
 - 
04/23/2018

A.  There is a good chance the prescription issued will not be valid, and the payment for the telehealth encounter could be problematic under an anti-kickback statute.     

Revenue Cycle: Avoid pitfalls, reap rewards

Q. What are the top three pitfalls of RCM that I should avoid?
 - 
04/23/2018

The revenue cycle is a complex process with many moving parts. Those “parts” are better known as people and processes, and they need to work harmoniously in order for your company to achieve bottom-line results.

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?
 - 
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?
 - 
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.

Pages