overview of steps needed to develop partnerships timothy p. mcneill, rn, mph acl/aoa consultant
TRANSCRIPT
![Page 1: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/1.jpg)
Overview of Steps Needed to Develop Partnerships
Timothy P. McNeill, RN, MPHACL/AoA Consultant
![Page 2: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/2.jpg)
Development of Partnerships
• Health Reform is impacting all sectors of healthcare and home and community based services
• Managed Long-Term Services and Supports is shifting traditional waiver services into Managed care
• Successful managed care contracting can occur using a collaborative approach
![Page 3: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/3.jpg)
Market Analysis
• Market Analysis is a critical component to partnership development and sustainability
• Identify the Payer landscape• Market Penetration of payers• State climate for reform• State level initiatives
![Page 4: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/4.jpg)
Partnership
• Partnerships can support Medicare contracting and managed care– One program can have more than one partner
• Relationship must be mutually beneficial• If the negotiations are difficult in the beginning,
they will likely remain difficult for the duration of the relationship
• Both organizations must have a process to track and monitor services
4
![Page 5: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/5.jpg)
Types of Partners
• Aging/Disability Networks• Hospitals• Health Departments• Patient-Centered Medical Homes• Private Practice Doctors or Group Practices• FQHCs• Rural Health Clinics
5
![Page 6: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/6.jpg)
EB Program Contracting Example
• ACL/AoA has embraced the adoption of evidence-based (EB) programs– Medicare Reimbursement– Managed Care Contracting
• ARRA and Older Americans Act funding supported expansion of EB programs
• Funding supports expansion of EB programs and support the growing demand for these services
![Page 7: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/7.jpg)
History of DSMT Benefit
• The Centers for Medicare & Medicaid Services (CMS) provides reimbursement for DSMT
• Benefit began in 2002• Benefit provides compensation for up to ten
(10) hrs of DSMT per 12 month period• All recognized Medicare providers can submit
for reimbursement• Medicare coverage
– 80% Payment– 20% Co-insurance required
7
![Page 8: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/8.jpg)
Stanford DSMP Program site analysis
• Initially conducted an analysis of each DSMP program site– Infrastructure– Staffing mix– Delivery model– Target population– Integration with the health care delivery
system
![Page 9: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/9.jpg)
Recommendation
• Developed a hypothetical model – Anywhere AAA– Partner DSMP program with Medicare
provider partner– Supplement infrastructure to meet National
Accreditation and Medicare billing guidelines– Develop break-even analysis– Provide revenue projection model
![Page 10: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/10.jpg)
Initiative Status
• Eleven (11) programs fully accredited by the American Association of Diabetes Educators and recognized by Medicare – There are other programs that have sought
and achieved accreditation. This slide represents the programs that I have supported under the ACL/AoA consulting contract
10
![Page 11: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/11.jpg)
Business Acumen TA Initiative
• May 2013, ACL launched a learning collaborative to provide expanded TA to networks of community-based aging and disability organizations (CBOs) to improve their Business Acumen
![Page 12: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/12.jpg)
Business Acumen Learning Collaborative
• Collaborative is supported by a team of ACL staff, contractors, and grantees
• 9 networks of CBOs selected across the U.S.• Goal is that each Network secure at least one
contract with an Integrative Health Organization– Medicare/Medicare Advantage– MLTSS– Managed Care– Accountable Care Organizations
![Page 13: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/13.jpg)
Managed Care landscape
Important to understand the market forces for managed care:• Medical Loss Ratio• PMPM (Per Member Per Month) Premium
Payments• NCQA Credentialing Standards
![Page 14: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/14.jpg)
Strategy Development
• Identify the local market drivers• Assess the landscape of health reform initiatives• Understand the political landscape• Develop a strategy• Implement the strategy• Assess current partners
![Page 15: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/15.jpg)
Strategy Dev. (cont.)
• Identify organizational strengths• Complete a gap analysis for your organization
and partners• Identify additional partners that will be needed• Understand the cost drivers and price points• Establish contract capture plan
![Page 16: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/16.jpg)
CBO support of Managed Care Contracting
• Meeting with MCOs have presented the following challenges for CBOs– Capacity to deliver services on a large scale with
uniform quality metrics– HealthIT systems compatible with health care– Quality assurance metrics that align with HEDIS
measures– Alignment of services with Health risk of the
consumer– Potential replication of services currently available
to consumers
![Page 17: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/17.jpg)
Network Contracting Opportunities
• Networks of organizations are exploring contracting as a group
• A Network contracting method can provide greater coverage of defined market area and provide a single contracting point for managed care
• Economies of Scale can be achieved
![Page 18: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/18.jpg)
Network Contracting Issues
• Funding to establish the Network• Antitrust Violation Potential• Legal Structure of the Network• Sustainability of the Network Structure• Shared Governance• Management Services Organization (MSO)
Option
![Page 19: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/19.jpg)
Traditional MSO Services
• Electronic medical record access • Health IT consulting • Contract negotiation • Group purchasing power • General management support • Financial
![Page 20: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/20.jpg)
Summary
• Health Reform is changing the healthcare landscape
• Payers and Providers are reacting to these changes
• Partnerships can provide strength in contracting in the face of change
• Know your strengths, weaknesses and understand the potential of local alliances
![Page 21: Overview of Steps Needed to Develop Partnerships Timothy P. McNeill, RN, MPH ACL/AoA Consultant](https://reader036.vdocument.in/reader036/viewer/2022062518/56649e6f5503460f94b6c6c6/html5/thumbnails/21.jpg)
Questions
• Questions can be submitted in this open forum or by e-mail:
Timothy P. McNeill, RN, MPH
Consultant
Direct: (202) 344-5465
21