Successful Skilled Nursing Facilities use Referral Management Systems (RMS) to drive key strategic organizational strategies to remain viable in today’s highly competitive landscape.


Jennifer Todd-Crooks

Successful Skilled Nursing Facilities use Referral Management Systems (RMS) to drive key strategic organizational strategies to remain viable in today’s highly competitive landscape.

A savvy SNF operator can leverage the aggregated data collected by a Referral Management System (RMS) to make more informed and data-driven strategic decisions around investments in clinical or service niche program development. Here's how the data can be utilized:

Identify High-Demand Services 

By analyzing referral volumes and types, the SNF operator can identify which services or specialties are in high demand. This insight can help the operator focus on developing or expanding clinical programs that cater to the specific needs of the community and referring institutions.

Assess Referral Conversion Rates

Monitoring referral conversion statistics helps the operator understand the effectiveness of their referral management process. By identifying patterns and factors that impact conversion rates, they can implement improvements to increase successful admissions and optimize resource utilization.

Understand Referral Sources

 Analyzing referral sources provides valuable information about which hospitals, physician groups, or healthcare providers refer the most patients to the SNF. Building strong relationships with these sources can lead to more consistent and high-quality referrals.

Optimize Referral Payor Mix

By examining the referral payor mix, the SNF operator can determine the proportion of patients covered by different insurance plans or payors. This knowledge allows them to strategically negotiate contracts with payors or adjust service offerings to align with the predominant payor mix.

Evaluate Referral Demographics

Understanding the demographics of the referred patients can help the SNF operator tailor their services to meet the specific needs of different patient populations. This may involve developing specialized programs for certain age groups, cultural backgrounds, or medical conditions.

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Assess Referral Acuity Level

Analyzing the acuity levels of referred patients can help the SNF operator assess their facility's capacity to handle complex medical cases. It may prompt the development of specialized care units or additional training for staff to meet the needs of higher acuity patients.

Identify Market Trends

Aggregating and analyzing data from the RMS can reveal market trends and shifts in patient needs. SNF operators can use this information to proactively respond to changes in demand and stay ahead of their competitors.

Address Care Gaps

The data collected by the RMS may highlight areas where there are unmet patient needs or gaps in services. SNF operators can use this insight to develop new programs or services that address these gaps and differentiate themselves in the market.

Measure Program Performance

After implementing new clinical programs or service niches, the RMS data can be used to measure their performance over time. The operator can track key performance indicators (KPIs) to determine if the new offerings are meeting their objectives and making a positive impact on patient outcomes and satisfaction.

Support Business Planning

Data from the RMS can serve as a foundation for strategic business planning. SNF operators can use this information to set realistic growth targets, allocate resources effectively, and make informed decisions about investments in infrastructure and staffing.

In summary, leveraging the aggregated data from a SNF Referral Management System empowers the operator to gain valuable insights, identify opportunities, and make better strategic decisions related to clinical program or service niche development. Data-driven decision-making enhances the SNF's ability to meet patient needs, optimize resource allocation, and stay competitive in the healthcare market.

LincWare’s Referral Management System (RMS), known simply as Referral+ is a solution that offers a unique seamlessly integrated platform that sews multiple systems together (including PCC, Matrix, and others) to allow SNFs to process and respond to referrals at lightning speeds while capturing the clinical and financial information necessary for a quick, confident, and safe decision.

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November 3, 2023

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