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Advancing Hospice Care Upstream

November 9, 2017
2:00 – 3:00 pm ET

CE/CME Information

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Webinar Description

Many hospices that find themselves in competitive markets are seeing flattened growth in hospice patient days. That can mean flat prospects for hospice revenue as well.  Beyond the Medicare Hospice Benefit, however, there are many new ways of generating revenue using the same skill set and staff capabilities as that for hospice.

This Webinar will help participants understand how ACOs, Advanced Payment Models, bundled payments, and palliative care services create new opportunities for hospice providers to grow their revenue and expand their patient base. By caring for very frail patients prior to their eligibility for hospice care, providers can, in effect, take their hospice skills upstream.

Webinar Objectives

At the completion of this Webinar, participants will be able to:

  • Identify the hospice provider skills that provide the greatest value to other provider and payer business partners
  • Describe the types of patients most likely to be referred to “upstream” or palliative care services
  • Discuss the kinds of contracts and financial arrangements that can ensure that non-hospice services provide a positive contribution margin (or at least pay for themselves)
  • Discuss start-up certification and licensure issues for non-hospice palliative care, with special considerations for state regulations affecting these services 


Sue Lyn Schramm, MA

Sue Lyn Schramm is managing Principal at Schramm Consulting, LLC, a consulting firm specializing in the hospice and palliative care industry. Based in the Washington, DC area, the firm’s clients range from hospice providers and integrated health systems to hospice investors and private capital firms.  From 2014 to August 2017, Ms. Schramm was the managing Director of NHPCO Edge, the consulting services division of The National Hospice and Palliative Care Organization. NHPCO is the largest membership organization representing hospice and palliative care programs and professionals in the U.S. Ms. Schramm has been a health care executive and consultant for more than 20 years, serving in a variety of leadership roles for hospice and palliative providers. She has advised hospices and state associations throughout the U.S., and has particular expertise in strategic planning, market analysis, palliative service development, CON regulation and budgeting. She is a frequent public speaker, and has authored multiple books and articles on healthcare topics. Her book "Global Capitation: Strategies and Techniques for Assuming Full Risk" was published by McGraw-Hill and the Healthcare Financial Management Association in 1999. She received her MA degree from Cornell University and her BA from the University of Virginia

Nurse: NHPCO is accredited as a provider of continuing nursing education by the American Nurses Credentialing Center’s Commission on Accreditation.

NHPCO designates this live activity for a maximum of 1 contact hours. Nurses should claim only the contact hours commensurate with the extent of their participation in the activity. Accredited status by ANCC refers only to continuing nursing education and does not imply endorsement of any commercial product discussed in conjunction with this activity.

Physician: The National Hospice and Palliative Care Organization is accredited by the Accreditation Council for Continuing Medical Education to provide continuing medical education for physicians.

NHPCO designates this live activity for a maximum of 1 AMA PRA Category 1 credit(s)™. Physicians should claim only the credit commensurate with the extent of their participation in the activity.

Certificate of Participation for Non-physician Healthcare Professionals: For participants* whose disciplines are other than counselor, nurse and physician, you may request a Certificate of Participation for Non-physician Healthcare Professionals to submit to your accrediting bodies/licensing boards for continuing education credit. This certificate will indicate the Webinar was certified for AMA PRA Category 1 Credit(s) TM. It is the responsibility of participants to submit the certificates to their accrediting bodies/licensing boards for approval. Unfortunately, NHPCO cannot guarantee its acceptance. To receive this certificate, you must complete all CE/CME requirements and indicate your desire to receive this certificate on the evaluation form.

*including bereavement professionals, finance professionals, physician assistants, social workers, spiritual care givers, etc.

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