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Supporting the 3 C’s in Post-Acute Partnerships

Successful partnerships in the post-acute industry are no different than any other industry when it comes to measuring the success of a partnership. However, it takes significant effort to find the right partner and build the kind of partnership that produces results for both sides, especially in the face of regulatory pressures and increasing provider consolidation. In addition, it is necessary to have leaders in place on each side who are passionate about making the relationship successful. These leaders are forward-looking and know how and when to collaborate and share credit. There are several factors to account for in post-acute partnerships, but arguably the three most important are the three C’s: Communication, Collaboration, and Commitment.

Communication: Clear and thorough communication are the backbone or heartbeat of any successful relationship, including partners collaborating in the ever-changing, highly-regulated, post-acute market. Each partner has their own way of communicating, likely backed from internal communication strategies and how to communicate directly to the provider in a sales setting. Successful partner communication relationships are reshaped to promote cooperation, mutual business building, and a general focus on the overall outcome.

Collaboration: The overall art of collaborating is to eliminate any finger-pointing and ensure all responsibilities are clearly defined and expectations are clearly set for mutual customers. These activities include:

  • Having the passion to contribute and sustain the partnership.
  • Ensuring all parties on each side are proactive in their touchpoints
    (sales, marketing, product development, and strategy)
  • Putting together an equal number of resources and overall effort to achieve a shared outcome.

Commitment:  Like any relationship in general, you need to be committed to making it work and this is only successful when all parties have a clear and concise path that benefits each of them and their customers. Every partnership goes through challenges and unknowns that will test each side’s commitment to succeed.  However, if everyone understands what’s being committed to upfront, overcoming obstacles becomes significantly easier.  Each partner needs to realize that strategic partnerships include employees from other companies whom you may have ZERO influence over. Each organization in a business relationship understands the other side has its own cultural norms, standards, culture, etc. However, as long as you stick to the commitment made up front, those potential internal obstacles can be overcome.  This goes beyond the standard paperwork that one signs laying out the terms of agreement. This includes routine check-ins, improving the model of the relationship, and committing to the previously set objectives while forecasting new goals.

When vendors like MatrixCare and OnShift follow this path together, the partnership is a triumph that helps our mutual clients to experience operational success and stand out among their peers.

 

For more information about MatrixCare products, go to:  http://www.matrixcare.com/

For more information about OnShift products, go to: https://www.onshift.com/

Louis Lenzmeier

Louis Lenzmeier joined MatrixCare in October 1999 and has led Business Development efforts since January 2013. Previously, he served as the Director of Marketing for MatrixCare for several years. During his tenure in Business Development, Lenzmeier has built the MatrixCare Connections partner program, strategically identifying product and service partners for the broad MatrixCare client base. Prior to his tenure at MatrixCare, Lenzmeier worked in the provider environment having held positions in ICF-MRs owned by Catholic Charities. Lenzmeier holds a Bachelor’s degree from St. Cloud State University and is past member of the Minnesota Governor’s Council on Developmental Disabilities. He also volunteers for Big Brothers/Big Sisters of Minnesota and Quiet Oaks Hospice House in St. Augusta, MN.