You aren’t a homecare agency without clients. Yet, despite offering stellar care, sometimes it can be hard to get new ones! Securing homecare referrals can be the difference between an agency struggling to survive and one who is growing quickly. By cultivating strong relationships with the right people and keeping those lines of communication open, agencies can position themselves as trusted providers in the community. Here we explain how you can build a strong referral network for your agency.
Creating a referral pipeline is all about connecting with the right professionals and creating a trusting relationship. Here are just some of the people/organizations that you can start with.
Connecting with physicians who treat patients needing homecare services is a great first step. Reach out to primary care doctors, geriatric specialists, and other relevant medical professionals. By providing education about your services and demonstrating how you can improve health outcomes, you increase the likelihood of receiving referrals.
Hospitals and rehab facilities are key referral sources, as patients often need continued care after being discharged. Build strong connections with discharge planners to ensure seamless transitions for patients requiring homecare services. Providing streamlined processes and fast response times can make your agency the preferred choice.
Your current clients and staff can be some of your best referral sources. Encourage word-of-mouth referrals by offering excellent service and maintaining strong relationships with families. Regularly check in with families to ensure they’re satisfied with the care their loved one is receiving. You can also consider implementing a referral incentive program to reward clients and caregivers who refer new patients.
Many seniors and individuals with disabilities attend adult day care centers, making them valuable partners for homecare agencies. By collaborating with these centers, you can identify individuals who may need additional homecare services outside of the hours they attend.
Partnering with local non-profits, senior centers, and faith-based groups can help you reach individuals who may not be aware of homecare options. Providing informative presentations on topics their members are facing can be a great way to establish a working relationship. These organizations often work directly with families in need and can serve as trusted referral sources.
Some personal care providers also provide home health care services and vice versa, but if your agency focuses on just personal care, creating a reciprocal relationship with a home health provider can be a great opportunity for your business. If they have a patient who no longer needs skilled care but would still benefit from homecare services they can call you, and if you have a client who needs more clinical care you can reach out to them. It can be a symbiotic relationship!
The VA can be an excellent referral source for homecare agencies—especially if you’re set up to serve veterans through the right programs and contracts. Many veterans need non-medical support in the home. It’s important to understand the VA’s credentialing, documentation, and billing requirements, but once you’re established with them, this can become a reliable and consistent referral stream. Building relationships with local VA care coordinators or social workers can help get the ball rolling.
Homecare agencies must maintain strong relationships with Medicaid payers and managed care organizations (MCOs) to facilitate referrals. Understanding payer requirements, maintaining compliance, and streamlining administrative processes can help your agency become a preferred provider. Does your MCO have a certain EVV compliance threshold they want you to meet? Make sure you meet or exceed it! Do you often get billing denials? Clean up your claim submission process. It’s important you make a good impression because strong payer relationships can lead to consistent referrals and increased client volume.
Everyone can agree, having these types of relationships will benefit your business, but the question is, how do you get started? You can’t just walk into a doctor’s office and ask them to refer their patients to you. Here are some strategies you can implement to get started:
Effective communication is key to maintaining and growing referral partnerships. Here’s how to make sure your outreach efforts are impactful:
The easier you make it for referral sources to send clients your way, the more likely they are to do so. Consider the following:
Building a strong referral pipeline takes time and effort, but the results are worth it. By fostering relationships with key referral sources, expanding your network, strengthening payer partnerships, and improving communication, your homecare agency can secure a steady stream of referrals. Take proactive steps today to position your agency as a trusted homecare provider in your community.
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