Referral networks: The key to TEAM success – part two
In part one of our blog about referral networks under the TEAM model, we explained how SNFs who already have established referral networks with hospitals can strengthen their appeal to hospitals through transparency about outcomes and a commitment to data-driven care.
But not every SNF has longstanding hospital relationships. If you are a facility still building your referral network, don’t be discouraged – instead, be proactive. This blog will explain steps you can take to set yourself up for success under the TEAM model.
Scenario 2: Emerging referral networks – Build and attract
TEAM’s arrival creates an opening for high-performing independent SNFs to get a foot in the door, because hospitals in the selected regions must seek post-acute partners. Your mission is to become an attractive TEAM collaborator from the ground up. This involves showcasing your value through data, reaching out to the right people, and investing in tools that prove you’re serious about value-based care.
Start by crafting a data-supported value proposition for your SNF. Gather evidence of your quality and cost-effectiveness. What is your CMS Star rating? How do your outcome metrics (rehospitalization rate, average length of stay, therapy utilization, etc.) compare to state or national averages? If you participate in any quality initiatives or have low hospital readmit rates, highlight those.
Essentially, create a one-page profile or packet that says: “Here’s why partnering with [your SNF] helps hospitals succeed under TEAM.” Emphasize outcomes and efficiency. For example, if your average SNF length of stay is five days shorter than the regional norm, or your rehospitalization rate is in the top quartile, those are gold stars in the eyes of a hospital.
Use hard data to make the case that sending patients to your facility will save money and improve outcomes – which is exactly what TEAM hospitals need to hear.
Next, be deliberate in your outreach. Identify hospitals in your vicinity that are on the CMS TEAM participant list. [insert link to CMS published list of all hospitals required to participate]
Focus on those in your region – especially if you are in or near one of the mandatory regions selected by CMS to participate in TEAM. It may also be strategic to look at hospitals that volunteered for similar models (like CJR or BPCI-A) as they might opt into TEAM.
Once you have your target list, launch targeted outreach. Contact the care coordination department, discharge planners, or the designated TEAM coordinator at those hospitals. Share your value proposition and express enthusiasm about collaborating under TEAM.
Make it clear you understand their challenges and are ready to help manage post-surgical patients effectively. This could take the form of an introductory email with your quality summary, followed by a phone call or meeting to discuss how your SNF can support their goals.
By proactively introducing yourself as a ready-and-willing TEAM partner, you may earn a spot in their preferred network (or at least an invitation to prove yourself with a few referrals).
Key strategies for emerging referral networks: As you build from the ground up, focus on these three strategies:
- Develop a data-driven value proposition. Assemble a compelling case that your SNF delivers quality care and cost efficiency. Use objective measures: for example, “Our 30-day readmission rate is 15%, well below the national SNF average of ~22%. This means fewer costly hospital returns. We also average 10 fewer SNF days per orthopedic patient compared to the regional benchmark.” Presenting such data instills confidence that partnering with you will help the hospital hit TEAM targets. If available, include patient success stories or testimonials from physicians about your care quality to give the data some human context.
- Target hospital outreach using CMS’s TEAM list. Don’t wait for hospitals to come find you. Actively reach out to those hospitals mandated under TEAM in your area. Reference the fact that they are participating in TEAM and position your SNF as an eager collaborator.For instance, you might say, “We saw that [Hospital X] is participating in CMS’s new TEAM model. As a local SNF focused on reducing readmissions and length of stay, we’d love to explore ways we can work together as TEAM collaborators.” Tailor your message to each hospital’s known priorities if possible. This targeted approach shows that you’re informed and serious about partnership.
- Invest in TEAM-supportive technology and processes. To truly stand out, ensure your facility has the infrastructure to deliver on TEAM metrics. This could mean adopting an analytics platform that tracks outcomes in real time, implementing a care management tool that alerts your staff to changes in patient condition, or upgrading to an interoperable EHR that seamlessly shares information with hospitals. Such investments not only improve care but are also signals to hospitals that you’re a forward-thinking, value-based care ready partner.
For example, if your EHR can integrate with the hospital’s system to provide immediate updates on a patient’s SNF progress, mention that capability – it shows you’ll make their life easier with better coordination. Likewise, if you use software to predict and prevent readmissions, share that detail. In short, equip your team with the technology (and training) to excel under TEAM, and advertise those capabilities. Hospitals are more likely to collaborate with SNFs that “speak their language” in terms of data and care coordination.
By focusing on these strategies, even a lesser-known SNF can rapidly become a preferred partner. The key is to demonstrate value and proactivity. Hospitals in TEAM will be looking for allies they can trust. If you show up with strong data, a collaborative attitude, and the tools to deliver results, you can secure a spot in the referral network.
Over time, as you prove yourself with each referred patient, your relationship with the hospital will strengthen, leading to sustained referrals and inclusion in future shared savings.
Be proactive and partner-up
The introduction of the TEAM model is a watershed moment for hospital-SNF collaboration. It’s no longer enough for SNFs to passively receive referrals – you must actively cultivate and manage your referral network.
Whether you’re bolstering an existing hospital partnership or forging a new one, the message is the same: demonstrate your value as a TEAM collaborator. Hospitals are in the driver’s seat on mandatory bundles, but they cannot succeed alone. They need dependable post-acute partners to achieve quality and financial targets.
As a SNF provider, this is your chance to step up and shine.
Request a demo today for a closer look at MatrixCare.
Jim Chiakulas
Jim is an experienced healthcare leader with deep expertise in value-based care and population health. He has worked across a range of market segments, giving him a comprehensive understanding of the healthcare landscape.
At Resmed, Jim focuses on building and nurturing payor and strategic partner relationships. He identifies opportunities to guide customers through the complexities of payor and payor-intermediary landscapes while demonstrating the value our providers and partners consistently deliver to payors and stakeholders across all business verticals.
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