Contract in Hand: What's Next for Aging Services?
This presentation by Nancy Connelly focuses on the Southern Maine Agency on Aging's strategic direction post-contract award. It outlines the agency's offerings, including up-to-date resource information, health promotion programs, and opportunities for community partnerships. The session highlights healthcare contracts with key local providers and discusses service delivery considerations. It emphasizes collaboration between stakeholders to ensure successful implementation and the importance of measuring outcomes in aging and disability resources.
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Presentation Transcript
Panel #3 Panel #3 WooHoo WooHoo! Contract in Hand ! Contract in Hand Now What? Now What? Nancy Connelly Nancy Connelly Southern Maine Agency on Aging Southern Maine Agency on Aging
Presentation for Meals on Wheels Conference Arlington, VA March 15-16, 2017 Presenter: Nancy Connelly, MBA
SOUTHERN MAINE AGENCY ON AGING / AGING & DISABILITY RESOURCE CENTER Services to adults in search of resources and assistance on aging or disability Private non-profit Funding sources include federal, state, county, municipality, foundation grants, fee for service contracts Donations from business and individuals
WHAT DO WE OFFER? Up to date objective information Database of resources Resource connections Meals on Wheels, other meal programs Problem solving and services Volunteer opportunities Health promotion and wellness programs Information resource for providers Partnerships with the community
HEALTHCARE CONTRACTS Contract with York Hospital to provide Medicare Seminars/1:1 Sessions, Matter of Balance and Tai Chi for healthy balance and management of arthritis symptoms Provide education and programs to hospital community members Contract with InterMed Provider Group Part-time on-site referral specialist for info and resources to provider group patients Medicare Seminars/1:1 Sessions for provider group patients Maine Community Health Options Variety of case-management type services based on patient referral from the provider group
DELIVERY OF SERVICE Considerations for Launch and Execution Define Roles and Responsibilities-Client and Internal Staff Develop champions on both sides, assign management of quality and account relationship issues as movement from selling to execution occurs Ideally engage multiple stakeholders at the client in the event of a transition of roles/resp. Plan for Operational Roll-Out of Program and Pull-Through Training Staff of client and internal organization to understand program, management of processes and workflow-ideally staff has been involved in developing proposal concepts Implementation of tools to be incorporated into work flow for client and internal staff (electronic forms or websites, use of data bases, etc.) Use of pull-through tools- desk or computer reminders with websites/phone numbers, educational tools for end-user (consumer) of services often counting on client to sell program to consumer Plan for measurement of results-what will be measured, how often, how reported Financial and Contract Matters Invoicing plan, monitoring of A/R (who is responsible for informing the service has been provided and should be invoiced, who will invoice, who will monitor receivables?) Internal monitoring of contract performance- Are benchmarks being achieved? Are there problems with interpretation on either side? Create Opportunities for Review of Progress Toot your horn on positive results, manage perceptions around disappointing results Fix things that are not working in the contract-financial, operational
OPPORTUNITIES Robust Data tracking and reporting of results provides opportunities to create marketing material Plan to use data for proof of results (set up the study, establish control groups, develop clear measurement criteria, ex. everyone with a specific condition received 7 meals within 48 hours post-discharge) Case Studies, white papers, infographics, published manuscripts, grants Clients may partner on quotes, testimonials, and papers Consistent tracking of results offers ability to create return on investment calculations supporting risk/reward value-based contracts in the future Working closely with clients enables the organization to uncover new client problems, creating new products/solutions Collaborating with other providers/non-profits can enhance business opportunities with their organizations-co-promotion
KEY TAKE-AWAYS Consider outsourcing, in-sourcing, or partnering to enhance geographic reach or to manage things you can t do right away (possibly other agencies or vendors) Better to under commit and over perform, be conservative with contractual commitments Evaluate pricing and costs on an on-going basis to ensure you are competitive and that you are bringing a favorable contribution into the organization Manage perceptions on performance- perceptions are reality to clients
NEXT STEPS Meeting with insurers, providers (ACO), employers and benefit trusts (municipal insurance providers) as well as local municipalities for meals, wellness programs, caregiver programs, Medicare information, advance care planning Looking for opportunities to co-promote with partners who are selling to the same clients (enhance their offering with meal delivery-speed our ability to sell) Ex. VNA Working on marketing component- website for healthcare, businesses and municipalities, creating marketing materials, submitted paper for publishing to the American Academy of Managed Care
THANK YOU Southern Maine Agency on Aging 136 US Route One Scarborough, ME 04074 (207) 396-6500 www.smaaa.org (800) 427-7411
