Understanding Pathways
Why do we have Pathways?
Due to the rising costs of health care, insurance companies and Medicare are no longer paying hospitals for stays that are longer than medically necessary. As a result of these shorter hospital stays many people are not well enough to return home at discharge and require a skilled nursing stay before returning home. There is a lot of competition between skilled nursing facilities toattract these lucrative admissions.In response to the competition Petersen Health Care has developedthe Pathways program.
What is Pathways?
Pathways is a short term rehabilitation program designed to bridge the gap between hospital and home for individuals recovering from illness or injury. Physical, Occupational, and Speech therapy are a key component of the Pathways program, however Pathways should not be confused as an alternative name for this therapy. Pathways is in actuality theidea of returning people home and is a joint effort of the interdisciplinary team.
Components of the Pathways program mayinclude:
· Financial matters -- Our team guides the guest and their family through the process...Researching their Medicare and Insurance and taking care of all billing procedures.
· Physical, Occupational, & Speech Therapies -- Obviously this is a key component to the program. The program also includes a home evaluation prior to discharge (when necessary)
· Nursing Care & Education-- Following a hospitalization manyindividuals are facingnew diagnosis, medications, treatments, wound/surgical sight care, etc...all of which they may discharge home with.Ournursing staff workwithguests and theirfamilies to educate them on the management of their health care at home. Nursing staff will also work closely with therapy. They will ensureguest are walking, using assistive devices, etc...as directed by therapy.
· Dietary services - Overseen by a licensed dietician; guests'diets are monitored to promote optimal healing following a hospital stay. Dietary staff can also provide education to residents and families regarding dietary restrictions and needs.
· Social Services - Upon discharge home many individuals will require continued care at home. Social Services educates guests andfamilies on available resources andassist in the referral process as necessary.
When selling the Pathways experience keep in mind that the people we are meeting with do not want to be placed in a "nursing home". They do however want to get better so they can return home. When speaking with a prospectiveguest focus on this goal to return home and tell them how you are going to get them there. Don't stop at therapy services (all skilled nursing facilities offer PT, OT, & ST) set Pathways apart from the competition. Notice how I refer to the Pathwaysresident as a guest. Guest denotes less permanency than resident. Though we want our guests to make themselves at home we also want them to know we realize they are just here for a "visit”.
Pathways as a place...
Facilities with a separate Medicare wing can take the Pathways program to the next level. Thinking back to those people who do not want to go to the "nursing home" they will be especially excited to hear that they can come to a special wing and be surrounded with others whom like themselves are working toward the goal to return home. So how can we market this advantage? These facilities should rename their Medicare wing etc... Pathways. Be sure to get all of your staff on board with this as well. You can't sell this as a separate part of the facility if the staff don't acknowledge the difference and our goal in renaming this unit. Also, be sure to point out this distinction when marketing to discharge planners, physicians, etc...
Below are examples of inserts that can be requested to be placed in your Pathways packets. The Pathways packet can be used as a two-fold: 1) to market the program to your referral sources & families and 2) as a welcome packet to those who decide to stay with us for this short term period. In the welcome packet you will use inserts such as:
· Welcome Letter
· Medication Log
· My Doctor (to provide an opportunity for the guest to document list of questions they may have for their doctor)
· Meet Your Pathways Team of Professionals
· Therapy Goals outline
· Satisfaction Questionnaire
Other documents available:
· Educational Flyers
o Ideal Room setup for a patient at high risk for falling
o Understanding Stroke
o Knee Replacement Surgery
o Managing your blood pressure
o How to prevent disabling falls
o Safety tips for Preventing Falls
o Tips on Good Back Care
o Bathing Tips
o Getting Around the House with a Walker
o YOU NAME IT WE CAN CREATE IT!
· General Service Flyer and brochure on Pathways
· Therapeutic Outcomes Flyer
· Invites to Rehab Reunions (invites those who have successfully completed their therapy goals to come back and celebrate)
· Celebrate Success Cards (great to take to their physicians)
· Pathways letterhead
· New program flyers i.e. Infusion Program
· Case Study flyer – work with your Program Director to obtain this information. Speak the language of your referral sources. They want to hear how you can help get their patients strong again.
· Round labels that your staff can wear that read “Ask me about Pathways”. It will strike up conversation when you are out and about.
We will be tying in our Pathways materials with your facility by placing your facility logo on all documents. You can request labels from the marketing department that say: Pathways available at (your facility name) and these can be placed on your Pathways packets. This will help avoid confusion on where they can find “Pathways”. We are in the process of updating our website and we will have a direct link on the home page for Pathways and the locations that we offer it.
You now have the tools to successfully market your rehabilitation services and make them stand out from the rest!
Pathways – “Leading the way to Recovery”