Issue # 88 -- Increase Your Income by Adding Care Management to your Private Duty Home Care Business

Geriatric Care Management brings Competitive Advantage

 March 21, 2007
In This Issue
Increase your Income with Geriatric Care Management
Kathy's Corner
Upcoming Events
Marketing To Die For
Private Duty Today
Jason Tweed, editor of Private Duty Today 
Welcome to Private Duty Today, the bi-weekly electronic newsletter for Private Duty Home Care Leaders from Leading Home Care ...a Tweed Jeffries company. In this issue, we bring you ideas, information, and insights to help you grow your Private Duty Home Care business.

Private Duty Today is a permission-based newsletter. It is only sent to our recent customers and those individuals who have requested it, or who have given permission for their address to be included on our list of subscribers.

I'm Jason Tweed, Director of Business Development for Leading Home Care, and Editor of Private Duty Today. 

Private Duty Today is published every other Wednesday, and currently goes to over 6000 subscribers.
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Greetings,
 
How would you like to add a new service line to your Private Duty Home Care business that will increase your income, separate you from your competitors, add value to your clients and their families, and improve communication with caregivers, clients, and families?
 
If so, read on. 
 
Over the past two years we are seeing a clear trend emerging linking Private Duty Home Care with Geriatric Care Management.  In September of 2006 we did a teleseminar with a panel of three GCMs who helped our listeners learn how to market to Geriatric Care Managers.
 
Now we are seeing more and more Private Duty companies adding care management as a service that they offer to their clients. 
 
Last week I wrote to you from Orlando, Florida and the National Private Duty Association Annual Leadership Conference.  At the NPDA conference, there were several sessions describing how successful Private Duty companies have incorporated care management into their offerings, and I talked with a number of PD owners who offer this service.
 
Today, let's explore how you can add this valuable and growing service to your business.
 
Best regards,
 
Stephen Tweed,
Publisher
Increase your Income with Geriatric Care Management
 
Geriatric Care Management is a service that you can offer to your clients which involves:
  • Assessing and evaluating the client
  • Developing a plan of care
  • Implementing services in the plan of care
  • Ongoing monitoring of the client
  • Regular reassurance of the client and the family
  • Creating a single point of contact

Geriatric Care Management is provided by a person who holds a BA, MA, or PhD in nursing, social work, psychology, mental health, or gerontology.  Non-degreed RNs and others with a BA or MA in another discipline can become qualified by working under the supervision of another GCM. 

You will increase your income by adding GCM services in two ways; first, by charging a fee for the services of the GCM, and second, by increasing the amount of service you provide to an individual client because of needs identified by the care manager. 
 
We've also seen that clients and families who use the services of a GCM tend to feel more comfortable because of the added communication and the peace of mind from knowing they have one point of contact.  This improved communication and peace of mind adds great value to the client and family, and we see companies who provide GCM services having much higher gross margin numbers than those companies who do not. 
 
For more information on how you can add Geriatric Care Management to the offerings of your Private Duty Home Care company, we suggest you visit the National Assocation of Professional Geriatric Care Managers (NAPGCM) or GCM for short .

 

Let Me Count the Ways:  Creative Assessment Clients
By Kathy Clater
 

In past articles I have shared with you how our new caregiver pre-employment assessments and follow up behavioral interviewing could dramatically improve reliability and continuity of care, client and patient satisfaction, caregiver retention, staffing process efficiency, and profitability.  Recently I called a random sample of assessment clients and asked "How's it going?"

 

As a selection tool, the feedback was unanimous:  "We love it!"  "We're very impressed with the outcome."  "I highly recommend it, and I'm telling everyone I know."  "Not only are the assessment results right on and helpful, but the quality of information we're getting from the interview has dramatically improved."  "We're catching a lot of things we missed before."  "It's a great way to raise the bar."  "It gives me peace of mind to be able to identify 'red flag' applicants."  "We're very confident; it's 80% of our process."

 

Frankly, that didn't surprise me, because I hear that kind of feedback every day.  However, I was impressed with the many other ways our creative clients have found to make great use of this new tool:

  • "It's a great marketing tool.  Eldercare attorneys and Assisted Living Facilities have been especially impressed."
  • "We're giving it to our current caregivers. It's a great tool for caregiver development and coaching."     
  • "It's a great placement tool.  We put caregivers who have high problem solving skills in the more challenging assignments and we match client and caregiver behavioral styles."

Last week I enrolled a new client who has a large agency.  She called after reading my last article about applicants who had a "red flag" in every category on their integrity assessment.  She said, "I got into this business to help people.  Now I'm having nightmares about what could happen."

 

Wow.  Many ways to help your business and a good night's sleep.

 

For more information, contact Kathy Clater:  email Kathy@leadinghomecare.com or phone (502) 339-0653.

 

 

Upcoming Events
 
The most exciting event coming up in March for me personally is our new teleseminar series "Marketing to Die for... without Killing Your Budget".  I'm anticipating that Trisha and Angie will even teach this old dog a few things.  I tend to write more about theory, while Trisha and Angie jump right in with clear examples with almost a "how-to" approach.  If you're a hands-on salesperson or business owner, you don't want to miss this series.
 
We'll also be starting a new Teleseminar series in May featuring Bob Roth, CEO of Cypress Home Care Solutions in Phoenix.  Bob will be sharing his expertise on using innovative mass marketing to reach new clients and recruit new caregivers. 
Marketing To Die For -- Teleseminars

Private Duty Home Care Marketing

It's Not Too Late to Sign Up ... for Tomorrow!

What are the secrets to success for a mother & daughter team who have taken their private duty home care company from Zero to $3,500,000 in less than four years?

"It's the abundance theory ... whatever we share with others comes back to us in even greater abundance."

Now, Angie Landmesser and Trisha Menoni are here to share with you their secrets to success.  The authors of our latest E-book, Angie and Trisha will describe in detail their path from start up to successful growing company.  Then they'll describe the secrets of their ten rules for innovative, low cost private duty marketing.  They'll stimulate your thinking, and help you come up with your own innovative marketing ideas to bring in more referrals that turn into admissions.

Angie and Trisha will present three telephone seminars this spring.  Tune in March 22, April 5 and April 19.  Learn more about "Marketing to Die for without Killing Your Budget."