Knowing Our Market(Pa Partners for Care)

Customer Groups(By customers, we are referring to individuals whom your network will serve – e.g.,

older adults, persons with developmental disabilities, caregivers.)

Possible customer groups our network can serve•Dual eligible's•High risk for re-hospitalization•High risk for nursing home placement, includes nursing home transition•High ER users•Employees of large employers•Medicare Advantage patients•Medicaid only patients•Caregivers•Veterans – all ages•Hospitalized Immigrants

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Customer Groups(By customers, we are referring individuals whom your network you will serve – e.g.,

older adults, persons with developmental disabilities, caregivers.)

Defining characteristics of our potential customers – special health conditions (e.g., diabetes, multiple chronic conditions), social conditions (e.g., need for transportation, adult day health, etc.) •High risk

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Customer Groups(By customers, we are referring individuals whom your network you will serve – e.g.,

older adults, persons with developmental disabilities, caregivers.)

Customers’ primary needs that we can meet• Nutritional needs• Transportation linkage/assistance• Supportive services to stay at home• Supportive services for caregivers• Assistance to Return or stay in the community• Support their independence through prevention and wellness,

home modification/assistive technology• Navigation to obtain “other public and informal” resources• Helping address, Right place right time and right intensity

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Customer Groups(By customers, we are referring individuals whom your network you will serve – e.g.,

older adults, persons with developmental disabilities, caregivers.)

Measurable high value outcome(s) we produce for customers• Reduced readmission rates• Divert nursing home placement• Shorten hospital and NH stays• Prevent emergency room visits• Minimize adverse drug outcomes• Improved coordination between consumers and heath

providers

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Customer Groups(By customers, we are referring individuals whom your network you will serve – e.g.,

older adults, persons with developmental disabilities, caregivers.)

Our next step(s) to further develop the customer profile and test needChart, analyze and score the various services i.e. Dog, star,Market analysis – Identify people we could call upon from boards or other connections . We need to reach out to more than our just our group. Maybe look at university/ business school for assistance with Market analysis, and business plan

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Contracting Organization (CO) We Will Pursue First/Next

(e.g., health plan, ACO, health system, etc.)

Name/Type of CO

• MCO- focus on the six in PA– Can be the physical health

plans – don’t need to wait for managed long term care

– Medicaid Advantage Plan

Key CO person for contractingNeed to identify for the network

Their mission and major interest/need

• List here

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Contracting Organization (CO) We Will Pursue First/Next

(e.g., health plan, ACO, health system, etc.)

Our next step(s) to further engage the CO•We need to come up with a set of principles- A platform to spring from•Develop consensus

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Policy or regulatory conditions to address?

Are there any policy or regulatory conditions that your network will need to meet or change in order to secure a contract? If so, what are they?•Policy – once past the relationship phase start talking more formally will need non-disclosure agreements•Advocacy at the state level to get “written” into state contracts -

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Champions

Who can endorse our network and open doors for us? • List name, organization, and who in your network will make

contact• Ray Prushnok• Sharon Alexander, Mike Nardone• Need to query team

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Competition and Forces We Need to Address

Our primary competitors are:• Hospitals –”We can staff it ourselves.”• National for profit companies- Maximus. PCG- advantage of

single source• MCO’s “ We can do it ourselves”• Other human service non-profit organization – PHA• The members of the Collaborative)

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Competition and Forces We Need to Address

Major sources of inertia we must overcome:• List here

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Competition and Forces We Need to Address

Competitors’ Advantage• List here

Our advantage• List here

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Insights

Our biggest insight(s) from this session on Knowing Our Market is/are… •List here

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Action Steps

The action step(s) we will take in the next month to engage our market are:•List here

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Parking Lot (Issues for later, additional questions for speakers)

• List here

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