1. Lost in (integrated care) space!*
New England Regional ENP Conference
Sharon r. Williams, Ceo
Williams Jaxon Consulting, LLC
April 6-7, 2017
*formerly titled Managed care is from Venus, LTSS is from Mars

2. Learning objectives Understanding the primary quality/performance
objectives for identified organizations
Applying nutrition services initiatives & value
to healthcare industry focal points
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3. Value proposition
(in marketing) an innovation, service or feature intended to make a company or product attractive to customers.
--Wikipedia
A business or marketing statement that summarizes why a customer should buy a product or use services. The statement should convince potential customer that the particular product or service will add value or better solve a problem than another similar offering.
--Harvard Business Review
A positioning statement that explains what benefit you provide for whom and how you do so uniquely well.
--Michael Skok, founder StartUp Secrets Entrepreneur Training Courses
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4. Value proposition
Value propositions should reflect a thorough assessment of your service/product(s)
Align your presenters with the folks to whom you are speaking, e.g., dieticians, nurses, case managers, finance administrators
Multiple presentations within an organization may be required
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5. From volume to value
Value-Based Payment (VBP) is a strategy used by purchasers to promote quality and value of health care services. The goal of any VBP program is to shift, from fee-for-services, volume related payments, to payments tied to performance/quality outcomes.
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6. overlapping goals among healthcare entities
Hospitals
Providers
MCOs
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7. Triple aim
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8. Key goals Hospitals MCOs Contract Obligations Consumer Satisfaction
Cost Effective Care Quality of Care
Accreditation
Patient Outreach/Satisfaction
Cost
MCOs
Contract Obligations
Network Adequacy
Quality Outcomes
Consumer Outreach/Satisfaction
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9. Key goals Providers ACOs
Hospital/Emergency Utilization Cost Effectiveness
Consumer Engagement/Satisfaction
Quality/Performance Outcomes
Primary Care Medical Home (PCMH) accreditation
ACOs
Quality/Performance Outcomes Consumer Engagement/Satisfaction
Cost Effectiveness
Hospital/Emergency Utilization
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10. Mission control deliverables
Hard to Reach Consumers
Environmental Scan
Identification of other needs/services
Satisfaction/Retention
Consumer Engagement
Increase Preventative Services
Reduce Institutional Care
Reduce Inpatient/ER Utilization
Reduce Overall Cost of Care
Medication Reconciliation
Performance Outcomes
Nutrition Counseling
Nutritious Support/Therapeutic Meals
RD expertise for Integrated Care Teams
Care Coordination
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11. nutrition services value proposition
Consumer Engagement
Daily Contact
Consumers’ Trust Us
Hard to find members
Nutrition Counseling
Member Satisfaction
$$$$$
Reduce hospital/ER utilization
Support community based care vs. institutional care
Complement clinical services
Risk adjusted rate data
Quality
Medication Reconciliation
Increase preventive intervention
Comprehensive care coordination
Chronic Diabetes Self Management
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12. Take me to your leaders…
MCOs
Providers
Hospitals
ACOs
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13. MCO Case Management/Quality Leaders Medical Directors
Contract administrators/liaisons
(primarily Medicare/Medicaid products)
Marketing/Outreach Team
Finance Administrators
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14. Providers Practice Administrator Medical/Clinical Director
Case Management Team
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15. Hospital Clinical Director Medical Directors Discharge Planning Team
Insurance Program Administrator
Special Programs Administrator
(e.g., ACO, clinical trials, etc.)
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16. ACO Project Director Clinical/Quality/Medical Administrators
Outreach Team
Finance Leader
Case Management Team
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17. Value proposition strategy
Research
Know your target’s needs
Know your capacity(value) to meet needs
Multiple Presentation Themes
Targeting the specific audience
Align Subject Matter Experts
Talking heads to talking heads
Identify Influential Champions
Dare to go where no wo(man) has gone before!
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18. No social stability without individual stability… --Brave New World, Aldous Huxley
THANK YOU!!
Sharon R Williams CEO Williams Jaxon Consulting
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19. Bibliography
ACO Medicare Shared Savings Program Quality Measures, Shared Savings Programs
National Business Coalition Healthcare’s Value Based Purchasing Council, Value Based Purchasing: A Definition,
H-CAHPS/CAHPS survey standards, and fact sheet
Hospital Accreditation,
Health Plan Accreditation,
The SCAN Foundation: Making the Case for Effective Health Care-Community-Based Organization Partnerships, Dr. Bruce Chernoff, August 2015,
National Business Coalition on Health’s Value-based Purchasing Council, Value Based Purchasing: A Definition,
Centers for Health Care Strategies, Inc., Snapshots of Integrated Care Models to Serve Dually Eligible Beneficiaries, by Nancy Archibald and Alexandra Kruse, Technical Assistance Brief, December 2015;
Medicare Shared Savings Program (ACO) Quality Measures and Performance Standards,
National Committee on Quality Assurance;
Joint Commission on Accreditation of Hospital Organizations;
Medicare Star Ratings Program;
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20. Group Exercise
Identify (and get consensus on) an object on the table, your briefcase, conference package, your pockets, etc.
Create brief and effective value propositions to sell the object to assigned healthcare designee(s)
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