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What’s in it for me?

Even after being in this business for 20 years, it never ceases to amaze me when I meet with a “professional” that is only interested in learning one thing from our discussion: “What’s in it for me?” 

I just met with a rehabilitation/nursing home administrator that flat out told me that he will only refer patients to us if we refer to him. Although I understand the concept of referring to those that refer to you, I could not believe how brazen this man was. He stated that it is “all I can do to make a Medicare Part A referral. I don’t have time to worry about the patient’s other needs”.

I explained to him that we are not a Medicare agency and do not compete with Medicare and I inquired as to what information he gives to his discharged patients knowing that Medicare will not cover more than a skilled visit? I asked him what other resources he provides to his memory impaired patients. I might as well have been talking Greek. He had a quizzical look on his face and it was clear that it has been a very long time since this man realized he is discharging humans from his facility, people that might need more than Medicare provides and don’t really care what’s in it for him.

Understanding that he clearly expects referrals from our organization, I pointed out that although we’d like to refer, we rarely have the opportunity. We provide high quality home care services. Our patient’s don’t fall or break hips. I got the quizzical look again and quietly admitted defeat. 

There isn’t anything in it for him when he refers to ElderCare. There shouldn’t have to be. He should coordinate the patients discharge based on what is in it for THEM.

Elayne Forgie, CMC, President
ElderCare at Home
ElderCare Resource Center