Signature Chaplains in the Marketshare

As being a core competitive advantage, Signature Chaplains will assist to enhance:

• Referral Conversion Rate• Referral Growth Rate• Medicare Market Share

Referral Conversion RateThe number of Direct Admits divided by the number of referrals equals the Referral Conversion Rate:

Direct Admits/Number of Referrals=Referral Conversion Rate

• Due to the high frequency of hospital visits, Signature Chaplains have potential to develop relationships with referral sources such as Discharge Planners, Case Managers, Physicians, ICU staff, etc.

• When the development of those contacts occur, there are major opportunities to assist in improving the facility referral conversion rate.

Scenario:

• While in the hospital, a Medicare/Managed Care patient may be recommended for Skilled Nursing before being able to return home.

• A Chaplain who has gained the respect of the Case Manager and developed some knowledge of the admissions process, can be an asset by introducing themselves as the Chaplain of the facility and having a positive visit with the patient/family.

Referral Growth RateThe Growth or Decline in referrals

within the last 3 months• To ensure accurate tracking of the referral growth

rate, the Admissions/Marketing Director will be made aware by the Chaplain when visits are made in the hospital to potential admissions.

• The growth rate information will reflect based on information entered into the YGL System.

Scenario:

• Signature Chaplains will be available to the Case Managers at the hospital when visiting facility residents.

• The Case Manager may request that the Chaplain introduce themselves to a potential referral or to a family who may be dealing with denial in placing a loved one in a skilled nursing facility.

Medicare Market Share

Measuring % of people admitted to a Skilled Nursing Facility

• The data from the Medicare Market Share is very vital to the success of the facility.

• Once the Chaplain has developed a good working relationship with the Case managers, the opportunity to get the majority of the Medicare Market is a realistic and obtainable goal.

Scenario:

• Once the facility Chaplain develops a good networking relationship with referral sources, the potential is there for Signature Chaplains to “tell our story” and gain as many Medicare admissions possible.

Signature Chaplains• As Signature Chaplains, we are meeting

our communities at the point of their need. As we learn and grow in detail of our data points, we will assist in the increase of our Referral Conversion Rate, Referral Growth Rate, and our Medicare Market Share!

This presentation

was created and produced by

Lashell Spears of Signature HealthCARE.