1. Demonstrate ROI for your Home Based Palliative Care Program
Michelle Dahlkemper, RN, BSN, MBA
COO Visiting Nurse and Hospice Care of Santa Barbara

2. Learning Objectives
Describe how to determine the community need for palliative care services
Describe the importance of defining program goals and target population
Identify at least 3 benefits of palliative care that will engage stakeholders and secure reimbursement
Effectively use the ROI calculator to build the business case for palliative care in a hospice organization

3. Current Payment for Palliative Care
Palliative Care programs have not historically generated revenue
Medicare does not reimburse
Medi-Cal (CA) has passed legislation to reimburse
Grants and donations
Palliative care can generate cost savings for payors
Hospices can increase their length of stay and generate income

4. Potential Payment The Board (or grantor) Payor or Provider
Demonstrate Value
Collaboration
Sustainability
Return on Investment (ROI)
Payor or Provider
Demonstrate Value
Quality Improvement
Cost Savings
Reduced Hospitalizations (30 day readmissions)
Reduced ER Visits
Reduced ICU days

5. Developing a Program Research community need
Identify Scope of Services
Admission criteria
late stage illness
chronic disease management
Staffing model
Training and education
Metrics, patient experience survey
Supportive Materials
Referral Forms
Collateral Materials

6. Engage Stakeholders Present a well written proposal or presentation
Include information to assist in decision making – data, budget assumptions, payment models
Identify cost savings, return on investment, and sustainability
Keep slides minimal – be well versed and able to communicate on topic
Don’t over promise – keep initial expectations low/reasonable

7. Simple ROI Calculator

8. Included Resources Board Presentation Payor Proposal
Payor Presentation
Scope of Services
Referral form
Patient Satisfaction Survey
ROI Calculator

9. Additional Resources Center to Advance Palliative Care (CAPC)
California Health Care Foundation (CHCF)
Coalition for Compassionate Care of California (CCCC)
The California State University--Institute for Palliative Care
Course: The Business Case for Palliative Care – 4 hour self paced online($229)