The Value Add of MOW Services
Linda Netterville, MA, RD, LDProject Director, NRCNA
www.nutritionandaging.org
Session Overview•Who is the Customer?•What are the Products?•What is the Value?•How do you Compete?
The Changing Healthcare MarketPatient Protection and Affordable Care Act of 2010 Triple Aim▫Better care▫Healthier people▫Smarter spending
What are the opportunities?
Integrated Care
Opportunities
Accountable Care
Organizations (ACOs)
Community-Base Care Transition Programs
(CCTP)
Duals Financial
Alignment Initiative
State Innovation
Models (SIM)
Medicaid Managed
LTSS (MLTSS)
Health Homes
Role of Nutrition Services in Healthcare Market
What are your products or services?
Inventory Your Capabilities•Meals▫Special or therapeutic meals disease specific▫Modified texture (pureed, ground)▫Choice▫Service options (hot, frozen, chilled)
Inventory Your Capabilities•Nutrition Counseling•Medical Nutrition Therapy▫Have diabetes▫Have kidney disease▫Have had a kidney transplant in the last 36 months
•Medical Nutrition Supplements•Congregate program health and wellness activities
Inventory Your Capabilities• In-home Assessments•Daily/regular consumer contact▫Wellness or safety check▫Medication monitoring▫Lay care coordination
•Transportation
What is the Value?
Role of Nutrition ServicesValue of Nutrition to Chronic Health Conditions•Heart disease•Hypertension•Diabetes•Osteoporosis•Kidney disease•Obesity
Role of Nutrition ServicesValue Add•Wellness/Safety Check•Regular contact in the home•Trusted in the home•Client status (moved, hospital, nursing home)•Perform Regular In-home Assessments
Key Findings-More Than a Meal Study•Those receiving home-delivered meals:▫Improvements
Anxiety Self-rated health Isolation Loneliness
•Reduced rates of: ▫Hospitalizations▫Falls
Articulate your value/business case– Communicating your
services and value clearly and consistently
– How does what you can offer meet your customer’s needs or solve their problems?
Advantages for Nutrition Programs
•Valued added service•Service and delivery structure in place▫Routing▫In-Home Assessment
•Trusted entity with long history of success•Linked to other community-based service•Community partnerships
Managing Chronic Health Conditions•Meals•Counseling•Education•Wellness or safety check•Evidenced-based Programs ▫Chronic Disease Self Management▫Diabetes Self Management
Activating Consumers•Congregate program activities•Evidenced-based care transitions•Chronic disease self-management•Employment related supports•Caregiver supports
Diversion/Avoiding Long-term Residential Support•Transitions for nursing facility to home/community▫Home-delivered meals▫Delivery enhancements
•Person-centered planning•Caregiver support
Preventing Hospital Admission/Readmissions
•Meals•Nutrition counseling•Client contact/In-home assessments▫Home risk assessment▫Home modifications
•Evidenced-based care transitions•Care coordination•Medical transportation•Falls prevention
Understand the Market– Existing and changing
– What do your customers want?
– What are your program’s strengths (and weaknesses)?
– Who are your competitors?
How Can You Compete?•Organizational culture change •Service packages ▫Pricing▫Meal packages▫Service packages
•Marketing and sales
How Can You Compete?•Communication and negotiation techniques •Addressing program capacity challenges ▫Start up▫Staffing▫Equipment▫Volunteers/drivers
•Continuous quality improvement •Risk management • Information technology (IT) system
The Role of Nutrition ServicesBuilding the Bridge
HealthcareHCBSNutrition Services
We have to get it right!
Resources: www.NutritionandAging.org
• Recorded NRCNA Webinars—Positioning Your HCBS Program in the Healthcare Market Webinar Series ▫Part 1: Overview of Health Reform Initiatives - How this
Affects Your Organization and Terminology 101▫Part 2: Market Analysis - Determine Health Reform
Initiatives in Your Market Area ▫Part 3: Network Collaboration - The Need for Collaboration▫Part 4: Developing a Strategy and a Business Model for Your
Organization▫Part 5: Positioning Your HCBS Program in the Healthcare
Market
Resources:
More That a Meal Studyhttp://www.mealsonwheelsamerica.org/theissue/facts-resources/more-than-a-meal
