Oasis Point Rehabilitation Hospital

Inpatient Rehabilitation Facility Marketing Overview

At Oasis Point Rehabilitation Hospital, we are redefining the standard of recovery by blending cutting-edge clinical rehabilitation with the elegance and comfort of luxury hospitality—a concept we proudly call HospiTEL. Our 24-bed inpatient rehabilitation facility offers more than therapy; we offer an environment where science meets serenity, and healing transcends the physical.

This marketing plan outlines our strategic blueprint to establish Oasis Point as the premier destination for intensive rehabilitation in Louisiana, particularly within Tangipahoa and surrounding parishes. Through precision targeting, sophisticated outreach, and enduring relationship-building, our goal is to:

Forge powerful referral partnerships across hospitals, physician practices, and post-acute providers
Amplify our visibility within the managed care ecosystem
Convert Oasis Point's unique value proposition into referral-driven census growth

With advanced robotic therapies (including Ekso, Lokomat, Bioness Vector, Robert, and Bemo by thera), 24/7 rehab-trained nursing care, and luxury suites designed to elevate the patient experience, Oasis Point is more than an IRF—it is a destination for healing. This marketing plan reflects that distinct positioning and charts a clear path for translating our clinical excellence and hospitality model into referral partner trust, payer engagement, and sustained growth.

Our Facilities

Oasis Point Rehabilitation Hospital operates two inpatient rehabilitation facilities in Louisiana:

Hammond Facility (Oasis Point): 24-bed state-of-the-art IRF featuring the innovative HospiTEL concept, serving Tangipahoa, St. Tammany, Livingston, and East Baton Rouge parishes
Gretna Facility: 26-bed traditional IRF model serving Jefferson, Orleans, and St. Bernard parishes

The Hammond facility features our premium HospiTEL concept with luxury private rooms, while both locations offer specialized rehabilitation programs designed to maximize patient recovery and functional independence.

Our Services

We provide comprehensive inpatient rehabilitation services for patients recovering from:

Stroke and neurological conditions
Traumatic and non-traumatic brain injuries
Spinal cord injuries
Orthopedic conditions and joint replacements
Amputations
Multiple trauma
Cardiac and pulmonary conditions
Other debilitating conditions requiring intensive rehabilitation

Our Team

Our interdisciplinary rehabilitation team includes:

Physical Medicine & Rehabilitation Physicians
Rehabilitation Nurses
Physical Therapists
Occupational Therapists
Speech-Language Pathologists
Respiratory Therapists
Case Managers
Social Workers
Dietitians
Neuropsychologists

Our Approach

Oasis Point Rehabilitation Hospital is committed to:

Patient-centered care focused on individual goals and needs
Evidence-based rehabilitation protocols and best practices
Intensive therapy programs (minimum 3 hours daily)
Seamless transitions across the care continuum
Comprehensive family education and support
Ongoing measurement of functional outcomes
Continuous quality improvement

Market Overview

The inpatient rehabilitation market in our service areas is characterized by:

Growing Demand: Aging population and increasing prevalence of chronic conditions driving need for intensive rehabilitation services
Competitive Landscape: Mix of hospital-based units and freestanding IRFs with varying levels of specialization
Regulatory Environment: Evolving Medicare requirements and increasing focus on quality metrics and outcomes
Referral Patterns: Complex decision-making process involving multiple stakeholders across the care continuum
Payer Dynamics: Increasing influence of managed care organizations and value-based payment models

Strategic Objectives

This marketing plan aims to achieve the following objectives:

Increase average daily census to 90%+ occupancy at both facilities within 12 months
Develop and strengthen referral relationships across all key segments
Establish Oasis Point as the preferred rehabilitation provider in our service areas
Optimize payer mix to ensure financial sustainability
Build brand awareness and reputation for clinical excellence

Segment Strategy

Our marketing approach is segmented to address the unique needs, priorities, and decision-making processes of different referral sources. This targeted strategy ensures that our messaging and outreach activities are relevant and effective for each audience.

Segment 1: Acute Care Hospitals

Segment Overview:

Acute care hospitals represent our primary referral source, with case managers, discharge planners, and hospitalists playing key roles in the referral decision process. Building strong relationships with these facilities is essential to maintaining a consistent flow of appropriate referrals.

Key Decision Makers:

Case Managers & Discharge Planners
Hospitalists & Attending Physicians
Therapy Department Directors
Nursing Leadership
Hospital Administration

Primary Needs & Priorities:

Timely patient transfers to reduce length of stay
Responsive communication and feedback
Smooth transition process with minimal administrative burden
Confidence in quality of care and outcomes
Ability to accept complex patients
Readmission prevention

Proven Outreach Strategies:

Regular Rounding: Establish consistent presence with scheduled rounding at key hospitals (minimum 2-3 times weekly)
Case Manager Education: Provide in-services on rehabilitation criteria, benefits, and patient selection
Physician Relationship Building: Target hospitalists and key specialists with one-on-one meetings and educational opportunities
Streamlined Referral Process: Implement efficient referral and acceptance protocols with rapid response times
Data Sharing: Provide outcomes data and success stories specific to each hospital's patient population
Collaborative Care Planning: Involve acute care team in rehabilitation planning for complex patients
After-Hours Availability: Ensure accessibility for urgent referrals outside normal business hours
Lunch & Learn Programs: Host educational sessions on rehabilitation topics relevant to acute care staff
Joint Initiatives: Develop collaborative quality improvement projects addressing shared challenges

Key Messaging Points:

"We provide seamless transitions from acute care to rehabilitation"
"Our specialized programs address the needs of your most complex patients"
"We offer rapid response to referrals with same-day clinical decisions"
"Our outcomes data demonstrates superior functional gains for patients"
"We maintain open communication throughout the rehabilitation stay"
"Our discharge planning reduces readmission risk"

Target Facilities:

Hammond Territory:

North Oaks Medical Center
St. Tammany Parish Hospital
Ochsner Medical Center - Baton Rouge
Our Lady of the Lake Regional Medical Center
Baton Rouge General Medical Center
Lane Regional Medical Center
Slidell Memorial Hospital

Gretna Territory:

Ochsner Medical Center - West Bank
West Jefferson Medical Center
Touro Infirmary
University Medical Center New Orleans
East Jefferson General Hospital
Ochsner Medical Center - New Orleans
Tulane Medical Center
St. Bernard Parish Hospital

Segment 2: Physician Practices

Segment Overview:

Physicians have significant influence over rehabilitation placement decisions, both for patients in acute care settings and those in outpatient settings who may require intensive rehabilitation. Building strong physician relationships is critical for developing a consistent referral stream.

Key Decision Makers:

Neurologists
Neurosurgeons
Orthopedic Surgeons
Physiatrists (PM&R)
Cardiologists
Internal Medicine Physicians
Family Practice Physicians
Practice Managers & Referral Coordinators

Primary Needs & Priorities:

Quality of care and clinical outcomes
Specialized expertise for complex conditions
Communication about patient progress
Ease of referral process
Timely access to rehabilitation services
Coordination of care post-discharge
Patient satisfaction with experience

Proven Outreach Strategies:

Physician Liaisons: Dedicated liaisons for key physician practices and specialties
Continuing Medical Education: Sponsor and provide relevant CME opportunities
Physician-to-Physician Relationship Building: Facilitate connections between our medical director and community physicians
Office Visits: Regular in-person visits to physician offices with educational materials
Clinical Outcomes Reporting: Provide specialty-specific outcomes data relevant to each practice
Physician Open Houses: Host events showcasing rehabilitation capabilities and technology
Referral Process Optimization: Streamline referral process specifically for physician practices
Patient Success Stories: Share case studies relevant to each specialty
Digital Communication: Implement secure platforms for physician updates on patient progress

Key Messaging Points:

"Our specialized rehabilitation programs complement your treatment plan"
"We provide regular updates on your patients' progress"
"Our advanced technology accelerates recovery for your patients"
"We offer seamless coordination from referral through discharge"
"Our medical director is available for clinical consultations"
"We return patients to you with comprehensive discharge summaries"

Target Practices:

Hammond Territory:

North Oaks Neurology Clinic
Northshore Neurological Associates
Louisiana Heart Center
Baton Rouge Orthopedic Clinic
The NeuroMedical Center
The Spine Center of Southeast Louisiana
Ochsner Health Center - Hammond

Gretna Territory:

Culicchia Neurological Clinic
Westside Orthopaedic Clinic
Ochsner Neuroscience Institute
Crescent City Cardiovascular
West Jefferson Internal Medicine
Tulane Neurology
LSU Health Sciences Center Neurology

Segment 3: Post-Acute & Allied Health Providers

Segment Overview:

Post-acute providers and allied health professionals represent both potential referral sources and downstream partners in the care continuum. Building collaborative relationships with these providers ensures appropriate patient transitions and continuity of care.

Key Decision Makers:

Skilled Nursing Facility Administrators & Directors of Nursing
Home Health Agency Directors & Clinical Managers
Outpatient Therapy Clinic Directors
Long-term Acute Care Hospital (LTACH) Case Managers
Dialysis Center Directors & Nurse Managers
Outpatient Therapists (PT, OT, SLP)
Community Physicians with SNF Practices

Primary Needs & Priorities:

Appropriate patient transitions and handoffs
Clear communication and documentation
Collaborative care planning
Mutual respect and recognition of role in care continuum
Education on rehabilitation criteria and benefits
Bidirectional referral relationships
Coordination of ongoing treatments (dialysis, wound care)
Seamless scheduling and transportation for dialysis patients

Proven Outreach Strategies:

Collaborative Care Pathways: Develop standardized transition protocols with key post-acute partners
Educational In-services: Provide education on rehabilitation criteria and appropriate patient selection
Facility Tours: Host tours for post-acute providers to understand IRF capabilities
Joint Continuing Education: Collaborate on professional development opportunities
Therapy Mentorship Programs: Offer clinical mentorship for therapists in other settings
Transition Coordinator Role: Designate staff focused on smooth transitions between settings
Post-Discharge Follow-up: Maintain communication about patient progress after transitions
Networking Events: Host events bringing together providers across the care continuum
Collaborative Quality Initiatives: Partner on projects addressing shared challenges
Technology Integration: Implement systems for efficient information exchange
Dialysis Coordination Program: Establish dedicated protocols for managing dialysis patients during rehabilitation
LTAC Transition Pathway: Create specialized protocols for transitioning complex patients from LTAC to IRF

Key Messaging Points:

"We are partners in providing the right care at the right time in the right setting"
"Our goal is seamless transitions across the care continuum"
"We provide comprehensive discharge planning and handoff communication"
"We respect your role and expertise in the rehabilitation journey"
"Together we can optimize patient outcomes through coordinated care"
"We offer clinical education and resources to support your practice"
"Our specialized coordination programs ensure continuity of care for dialysis patients"
"We have the medical expertise to manage complex patients transitioning from LTAC settings"

Target Organizations:

Hammond Territory:

Heritage Healthcare of Hammond (SNF)
Belle Maison Nursing & Rehabilitation Center
Landmark of Hammond Rehabilitation Center
North Oaks Rehabilitation Services (Outpatient)
Encompass Health Home Health
Amedisys Home Health
St. Tammany Outpatient Rehabilitation
Promise Hospital of Baton Rouge (LTACH)
DaVita Kidney Care - Hammond
Fresenius Kidney Care - Tangipahoa
North Oaks LTAC Hospital

Gretna Territory:

Westbank Rehabilitation Center
Marrero Healthcare Center
River Ridge Nursing & Rehabilitation
Kindred Hospital New Orleans (LTACH)
LCMC Health Outpatient Rehabilitation
Ochsner Therapy & Wellness
Touro Rehabilitation Center (Outpatient)
Visiting Angels Home Care
DaVita Kidney Care - Westbank
Fresenius Kidney Care - Marrero
Dialysis Clinic, Inc. - Gretna
Ochsner LTAC Hospital

Segment 4: Payers & Managed Care Organizations

Segment Overview:

Payers and managed care organizations play a critical role in the referral process through authorization requirements, network design, and case management. Building strong relationships with these organizations is essential for ensuring appropriate patient access to our services.

Key Decision Makers:

Medical Directors
Case Management Directors
Utilization Management Staff
Network Development Executives
Quality Program Managers
Post-Acute Care Coordinators

Primary Needs & Priorities:

Cost-effective care delivery
Demonstrated quality outcomes
Appropriate utilization management
Reduced readmissions
Efficient length of stay
Transparent communication
Data-driven decision making
Regulatory compliance

Proven Outreach Strategies:

Payer Education Programs: Provide education on rehabilitation benefits, criteria, and outcomes
Case Manager Relationships: Build relationships with payer case managers through regular communication
Outcomes Reporting: Develop payer-specific outcomes reports demonstrating value
Utilization Reviews: Collaborate on appropriate utilization management processes
Site Visits: Host payer representatives for facility tours and program overviews
Contract Optimization: Develop innovative contract structures aligned with value-based care
Quality Initiatives: Participate in payer quality programs and incentive structures
Data Sharing: Establish protocols for sharing outcomes and quality data
Executive Relationship Building: Facilitate connections between leadership teams

Key Messaging Points:

"Our intensive rehabilitation programs reduce total cost of care"
"We deliver measurable functional outcomes that matter to patients and payers"
"Our discharge planning reduces readmissions and emergency department visits"
"We provide transparent communication throughout the authorization process"
"Our programs help members achieve maximum independence"
"We are committed to appropriate utilization and evidence-based care"

Target Organizations:

Primary Payers:

Blue Cross Blue Shield of Louisiana
UnitedHealthcare
Aetna
Humana
Cigna
Louisiana Healthcare Connections
AmeriHealth Caritas Louisiana
Healthy Blue Louisiana
Peoples Health
Vantage Health Plan

Key Contacts:

Medical Directors for Post-Acute Care
Case Management Directors
Network Development Executives
Provider Relations Representatives

Segment 5: Ancillary & Community Partners

Segment Overview:

Ancillary providers and community organizations can be valuable referral sources and partners in providing comprehensive care. Building relationships with these organizations extends our reach and visibility within the community.

Key Decision Makers:

Durable Medical Equipment Providers
Senior Living Community Directors
Community Health Organizations
Support Group Leaders
Parish Health Units
Community Clinics
Faith-Based Organizations
First Responders & EMS Services

Primary Needs & Priorities:

Resource information for clients/members
Education on rehabilitation services
Community health improvement
Accessible care options
Support for vulnerable populations
Collaborative community initiatives

Proven Outreach Strategies:

Community Education: Provide educational sessions on rehabilitation topics
Resource Fairs: Participate in health fairs and community events
Support Group Sponsorship: Sponsor and host support groups for relevant conditions
Community Partnerships: Develop formal partnerships with community organizations
Educational Materials: Provide materials about rehabilitation services and benefits
Facility Tours: Host community organization representatives for facility tours
Speaker's Bureau: Offer clinical experts as speakers for community events
Volunteer Programs: Engage staff in community volunteer activities
Charitable Initiatives: Support community health initiatives aligned with our mission

Key Messaging Points:

"We are committed to improving health and function in our community"
"Our rehabilitation programs help individuals regain independence and quality of life"
"We provide education and resources to support community health"
"Our facility is accessible and welcoming to all community members"
"We partner with organizations to address community health needs"
"Our team of experts is available to provide education and support"

Target Organizations:

Hammond Territory:

Tangipahoa Voluntary Council on Aging
Hammond Chamber of Commerce
North Oaks Parish Health Unit
St. Tammany YMCA
Adaptive Sports Programs of Louisiana
Local Stroke Support Groups
Tangipahoa Faith-Based Nurse Network
Hammond Senior Center

Gretna Territory:

Jefferson Council on Aging
Westbank Business & Industry Association
Jefferson Parish Health Unit
YMCA of Greater New Orleans
Westbank ARC
New Orleans Stroke Support Group
Jefferson Parish Faith-Based Health Initiative
Gretna Senior & Wellness Center

Segment 6: Direct-to-Consumer / Patient & Family

Segment Overview:

While most referrals come through healthcare providers, patients and families increasingly influence healthcare decisions. Direct-to-consumer marketing raises awareness and positions Oasis Point as the preferred choice when rehabilitation is needed.

Key Decision Makers:

Patients with rehabilitation needs
Family caregivers and decision-makers
Previous rehabilitation patients
Community members at risk for conditions requiring rehabilitation

Primary Needs & Priorities:

Understanding rehabilitation options
Quality of care and outcomes
Comfort and amenities
Location and accessibility
Insurance coverage and financial considerations
Family involvement and support
Reputation and recommendations

Proven Outreach Strategies:

Digital Marketing: Develop targeted online presence through website and social media
Search Engine Optimization: Optimize online content for local rehabilitation searches
Patient Testimonials: Share success stories and patient experiences
Community Education: Host educational events on rehabilitation topics
Virtual Tours: Provide online virtual tours of facilities
Patient Navigation Services: Offer assistance in understanding rehabilitation options
Community Sponsorships: Support community events and organizations
Media Relations: Develop relationships with local media for health stories
Patient and Family Advisory Council: Engage former patients in service improvement

Key Messaging Points:

"Our HospiTEL concept combines clinical excellence with luxury comfort"
"We provide intensive therapy in a healing environment"
"Our advanced technology accelerates recovery and improves outcomes"
"We involve families as essential partners in the rehabilitation journey"
"Our team of specialists is dedicated to your recovery goals"
"We help you regain independence and return to the activities you love"

Target Audiences:

Primary Target Demographics:

Adults 55+ in our service areas
Family caregivers, especially adult children of seniors
Individuals with conditions commonly requiring rehabilitation
Previous patients and families
Community members interested in health and wellness

Key Geographic Areas:

Hammond: Tangipahoa, St. Tammany, Livingston, and East Baton Rouge parishes
Gretna: Jefferson, Orleans, and St. Bernard parishes

Pain Points by Referral Segment

Understanding the challenges and pain points experienced by different referral sources allows us to tailor our approach and address specific concerns. This section outlines common pain points by segment and provides strategies for addressing them effectively.

Acute Care Hospital Pain Points

Delayed Responses to Referrals

Pain Point: Case managers and discharge planners express frustration with delayed responses to referrals, which impacts their ability to efficiently manage patient flow and discharge planning.

Solution Strategy: Implement a rapid response protocol guaranteeing initial referral acknowledgment within 30 minutes and clinical decisions within 90 minutes during business hours. Provide after-hours coverage for urgent referrals with clear escalation pathways.

Limited Communication During Patient Stay

Pain Point: Acute care providers report feeling "out of the loop" after patient transfer, with limited updates on patient progress or changes in condition.

Solution Strategy: Establish a structured communication protocol including a 48-hour post-transfer update, weekly progress reports, and immediate notification of significant changes. Implement a secure portal for referring providers to access patient updates.

Complex Admission Criteria

Pain Point: Case managers find IRF admission criteria complex and difficult to interpret, leading to inappropriate referrals or missed opportunities for appropriate candidates.

Solution Strategy: Develop simplified admission criteria guides with clear examples and case studies. Provide regular in-services and education sessions. Offer pre-screening consultations for borderline cases.

Excessive Documentation Requirements

Pain Point: Referring hospitals report burden from extensive documentation requirements for IRF transfers, creating additional work for already busy staff.

Solution Strategy: Streamline documentation requirements to essential elements only. Provide clear checklists of required documents. Offer assistance with gathering information when possible. Accept electronic transmission of records.

Limited Acceptance of Complex Patients

Pain Point: Acute care providers express frustration when complex patients (with multiple comorbidities, bariatric needs, or complex wounds) are declined for admission.

Solution Strategy: Enhance capabilities for managing complex patients through staff training and equipment acquisition. Clearly communicate specific capabilities and limitations. Provide alternative recommendations when unable to accept patients.

Readmissions to Acute Care

Pain Point: Acute care hospitals are concerned about patients being readmitted shortly after transfer to rehabilitation, which impacts their quality metrics and patient care.

Solution Strategy: Implement robust pre-admission screening to ensure medical stability. Develop protocols for managing common complications. Enhance physician coverage and rapid response capabilities. Track and analyze readmission data to identify improvement opportunities.

Insurance Authorization Delays

Pain Point: Delays in insurance authorization processes create bottlenecks in the transfer process, extending acute care length of stay unnecessarily.

Solution Strategy: Develop relationships with key payer contacts to expedite authorizations. Implement concurrent authorization processes. Provide assistance with authorization requirements and appeals when needed. Consider accepting patients at risk when appropriate.

Physician Practice Pain Points

Limited Awareness of Rehabilitation Benefits

Pain Point: Many physicians have limited understanding of the benefits and outcomes of intensive rehabilitation, leading to missed referral opportunities for appropriate patients.

Solution Strategy: Develop specialty-specific education materials highlighting rehabilitation outcomes relevant to each specialty. Provide in-service education for physician practices. Share evidence-based research on rehabilitation effectiveness.

Cumbersome Referral Processes

Pain Point: Physicians and office staff report that making rehabilitation referrals is time-consuming and administratively burdensome compared to other referrals.

Solution Strategy: Create simplified referral processes specifically for physician offices. Offer multiple referral methods (phone, fax, electronic). Provide dedicated referral coordinator for physician practices. Integrate with common EMR platforms when possible.

Poor Communication About Patient Progress

Pain Point: Physicians report inadequate communication about their patients during rehabilitation stays, making it difficult to maintain continuity of care.

Solution Strategy: Implement physician communication protocol including admission notification, weekly updates, and comprehensive discharge summaries. Offer physician portal access for patient updates. Facilitate direct physician-to-physician communication when needed.

Concerns About Losing Patient Relationship

Pain Point: Some physicians express concern that referring to rehabilitation may disrupt their ongoing relationship with patients or result in patients being redirected to other providers.

Solution Strategy: Emphasize our role as an episode in the patient's care journey, not a replacement for their primary physician. Ensure all patients are directed back to referring physicians. Include referring physicians in team conferences when appropriate.

Limited Understanding of Admission Criteria

Pain Point: Physicians are often uncertain about which patients are appropriate for intensive rehabilitation versus other post-acute settings.

Solution Strategy: Develop clear, concise admission criteria guides for physician offices. Provide case examples relevant to each specialty. Offer pre-referral consultations for patient selection questions. Create decision support tools for common conditions.

Lack of Timely Access

Pain Point: Physicians report concerns about bed availability and waiting times for their patients, particularly for those who need prompt rehabilitation intervention.

Solution Strategy: Implement priority admission processes for physician direct referrals. Provide real-time bed availability updates. Develop expedited admission pathways for urgent cases. Communicate proactively about any delays.

Uncertainty About Rehabilitation Outcomes

Pain Point: Physicians express uncertainty about the specific functional outcomes and benefits their patients will achieve through intensive rehabilitation.

Solution Strategy: Share condition-specific outcome data relevant to each specialty. Provide case studies and success stories. Develop specialty-specific outcome reports. Invite physicians to observe therapy sessions and team conferences.

Post-Acute & Allied Health Provider Pain Points

Perceived Competition Rather Than Collaboration

Pain Point: Some post-acute providers view IRFs as competitors rather than partners in the care continuum, creating barriers to effective collaboration and appropriate referrals.

Solution Strategy: Emphasize complementary roles in the care continuum. Develop bidirectional referral relationships. Collaborate on educational initiatives and quality improvement projects. Focus on patient-centered care planning rather than competition.

Inadequate Discharge Planning and Handoffs

Pain Point: Post-acute providers report receiving patients from IRFs with incomplete information, inadequate preparation, or insufficient notice for complex care needs.

Solution Strategy: Implement comprehensive discharge planning protocols starting at admission. Provide detailed handoff communication including therapy recommendations and medication reconciliation. Schedule discharge planning conferences with receiving providers. Conduct post-discharge follow-up calls.

Limited Understanding of Different Levels of Care

Pain Point: There is confusion among providers about the appropriate levels of care and the specific benefits of IRF versus SNF, home health, or outpatient therapy.

Solution Strategy: Develop educational materials clearly outlining the differences between post-acute settings. Host educational sessions on post-acute care continuum. Create decision support tools for appropriate level of care selection. Share patient case studies illustrating appropriate care pathways.

Challenges with Care Coordination for Complex Patients

Pain Point: Post-acute providers struggle with coordinating care for patients with complex needs, particularly those requiring ongoing specialized services like dialysis or wound care.

Solution Strategy: Develop specialized care coordination protocols for complex patients. Designate transition coordinators for high-risk patients. Implement warm handoffs for complex cases. Provide detailed care plans and recommendations. Offer post-discharge consultation as needed.

Unrealistic Expectations About Patient Progress

Pain Point: Post-acute providers report that patients are sometimes discharged from IRF with unrealistic expectations about continued progress and recovery timelines.

Solution Strategy: Set realistic expectations with patients and families throughout the rehabilitation stay. Provide clear education about recovery trajectories across the continuum. Include post-acute providers in late-stage team conferences when appropriate. Develop consistent messaging about recovery expectations.

Limited Access to Specialized Expertise

Pain Point: Post-acute providers express desire for greater access to specialized rehabilitation expertise and consultation for complex cases.

Solution Strategy: Offer educational in-services and professional development opportunities. Develop consultation services for complex cases. Create mentorship programs for therapists. Share clinical resources and best practice guidelines. Host interdisciplinary case conferences.

Challenges with Insurance Authorization Transitions

Pain Point: Transitions between levels of care often involve complex insurance authorization processes that can delay appropriate care transitions.

Solution Strategy: Begin discharge planning and insurance coordination early in the stay. Develop relationships with key payer contacts. Provide assistance with authorization requirements. Coordinate with receiving providers on authorization timing. Advocate for patients when insurance barriers arise.

Payer & Managed Care Organization Pain Points

Concerns About Appropriate Utilization

Pain Point: Payers express concern about appropriate patient selection for intensive rehabilitation versus less costly post-acute options.

Solution Strategy: Demonstrate adherence to evidence-based admission criteria. Provide transparent documentation of rehabilitation needs. Share data on cost-effectiveness and reduced total cost of care. Implement appropriate utilization management processes. Invite payer representatives to observe team conferences.

Limited Outcomes Data

Pain Point: Payers report insufficient data demonstrating the value and outcomes of intensive rehabilitation compared to other post-acute options.

Solution Strategy: Develop comprehensive outcomes reporting including functional gains, discharge disposition, readmission rates, and long-term utilization patterns. Conduct cost-effectiveness analyses. Participate in quality benchmarking programs. Share patient success stories with supporting data.

Lengthy Authorization Processes

Pain Point: Authorization processes are often lengthy and cumbersome, delaying appropriate care transitions and creating administrative burden.

Solution Strategy: Develop streamlined authorization protocols with key payers. Ensure complete and accurate clinical documentation. Designate staff specialists for specific payers. Establish relationships with payer medical directors and case managers. Implement concurrent review processes.

Concerns About Length of Stay

Pain Point: Payers express concern about extended lengths of stay without corresponding functional improvement.

Solution Strategy: Implement efficient care delivery models with appropriate length of stay management. Document ongoing functional gains throughout the stay. Provide transparent communication about progress and discharge planning. Develop length of stay benchmarks by condition and severity.

Readmission Concerns

Pain Point: Payers are focused on reducing readmissions to acute care, which represent poor outcomes and increased costs.

Solution Strategy: Implement robust readmission prevention protocols. Track and analyze readmission data. Develop early intervention strategies for clinical deterioration. Ensure appropriate medical management throughout the stay. Provide comprehensive discharge planning and follow-up.

Fragmented Care Coordination

Pain Point: Payers report challenges with fragmented care across the continuum, leading to gaps, duplication, and inefficiency.

Solution Strategy: Develop integrated care coordination models spanning the continuum. Participate in care coordination initiatives and bundled payment programs. Implement effective transition protocols. Collaborate with payer case management teams. Share comprehensive clinical information across transitions.

Limited Understanding of IRF Services

Pain Point: Many payer representatives have limited understanding of the specific services, capabilities, and benefits of intensive rehabilitation.

Solution Strategy: Provide education for payer representatives on rehabilitation services and benefits. Host site visits and facility tours. Share patient journey videos and case studies. Develop payer-specific educational materials. Offer in-service education for case management teams.

Patient & Family Pain Points

Confusion About Rehabilitation Options

Pain Point: Patients and families report confusion about different rehabilitation options and settings, making it difficult to make informed decisions.

Solution Strategy: Develop clear, accessible educational materials explaining rehabilitation options. Provide patient navigation services to help guide decision-making. Offer pre-admission consultations and facility tours. Create videos explaining the rehabilitation journey and benefits.

Insurance Coverage Concerns

Pain Point: Uncertainty about insurance coverage, out-of-pocket costs, and authorization requirements creates anxiety for patients and families.

Solution Strategy: Provide transparent financial counseling prior to admission. Verify benefits and explain coverage details clearly. Assist with authorization processes. Offer payment planning services when needed. Advocate for patients with insurance companies when appropriate.

Anxiety About Intensive Therapy

Pain Point: Patients express anxiety about the intensity of rehabilitation therapy and their ability to participate effectively.

Solution Strategy: Set clear, realistic expectations about therapy intensity and progression. Provide pre-admission education about the rehabilitation process. Introduce therapy team members early. Share success stories from similar patients. Emphasize individualized approach to therapy planning.

Concerns About Comfort and Amenities

Pain Point: Patients and families worry about comfort, privacy, and quality of life during an extended rehabilitation stay.

Solution Strategy: Highlight our HospiTEL concept and luxury amenities. Provide virtual tours showcasing private rooms and facility features. Emphasize patient-centered approach to care. Address specific comfort concerns during pre-admission process. Offer amenities that enhance quality of life during stay.

Limited Family Involvement

Pain Point: Families express concern about being excluded from the rehabilitation process and decision-making.

Solution Strategy: Implement family-centered care model with regular family conferences. Provide family education and training opportunities. Offer flexible visiting hours. Include families in goal-setting and discharge planning. Create family support resources and groups. Provide regular updates and communication.

Uncertainty About Discharge Planning

Pain Point: Patients and families report anxiety about discharge planning, home readiness, and continued care needs.

Solution Strategy: Begin discharge planning at admission with clear timeline and milestones. Conduct home evaluations when needed. Provide comprehensive training for caregivers. Ensure appropriate equipment and home modifications. Coordinate seamless transitions to next level of care. Schedule follow-up appointments before discharge.

Transportation and Logistical Challenges

Pain Point: Families face logistical challenges with transportation, distance, and managing other responsibilities while supporting the patient.

Solution Strategy: Provide information about transportation options and resources. Offer flexible scheduling for family meetings and training. Utilize technology for virtual family participation when needed. Provide on-site amenities for families during visits. Connect families with community resources and support services.

Director of Business Development Roadmap

This roadmap outlines the strategic approach for our marketing team to achieve our referral and census targets. It provides clear guidance on referral goals, territory management, and performance metrics.

Referral Targets by Territory

Northshore Marketers

Referrals needed = 40 discharges / 0.5 = 80 referrals per month.

So, you need 80 referrals per month to achieve 40 discharges, assuming each patient stays exactly 2 weeks and your conversion rate is 50%.

If you have 2 marketers and need 80 referrals per month to achieve your target of 40 discharges (with a 50% conversion rate):

Each marketer should be responsible for:

Summary

Total referrals needed per month: 80
Referrals per marketer per month: 40

Each marketer should aim to bring in 40 referrals per month to meet your goal.

Southshore Marketers

For the south shore the number is a total of 60 referrals with a conversion rate of 50% to achieve 30 discharges.

Marketer 3 will have 7 ADC
Marketer 4 will have an ADC of 8

Summary

Total referrals needed per month: 60
Marketer 3 referrals per month: 28 (to achieve 7 ADC)
Marketer 4 referrals per month: 32 (to achieve 8 ADC)

Key Performance Indicators

Referral Volume: Total number of referrals received per marketer per month
Conversion Rate: Percentage of referrals that convert to admissions
Average Daily Census (ADC): Average number of occupied beds per day
Referral Source Diversity: Distribution of referrals across different segments
Length of Stay: Average duration of patient stay
Readmission Rate: Percentage of patients readmitted to acute care
Payer Mix: Distribution of patients by insurance type

Strategic Marketing Initiatives

Targeted Facility Rounding: Implement structured rounding schedules at key acute care facilities
Physician Relationship Program: Develop dedicated outreach to high-potential physician practices
Digital Marketing Campaign: Enhance online presence and search engine optimization
Community Education Series: Host educational events for patients and families
Payer Relationship Development: Strengthen connections with key insurance providers
Referral Process Optimization: Streamline the referral and admission process
Data-Driven Decision Making: Implement robust tracking and analysis of marketing metrics

Critical Success Factors

Rapid Referral Response: Ensure quick turnaround on all referrals
Clinical Excellence: Maintain superior outcomes and quality metrics
Relationship Building: Focus on developing strong partnerships with referral sources
Effective Communication: Provide clear, consistent messaging about our value proposition
Team Collaboration: Ensure seamless coordination between marketing and clinical teams
Continuous Improvement: Regularly evaluate and refine marketing strategies
Competitive Differentiation: Clearly articulate our unique HospiTEL concept and advanced technology

Contact Information

For referrals, information, or to schedule a tour of our facilities, please contact us using the information below.

Hammond Facility

Address: 15261 W Club Deluxe Rd
Hammond, LA

Phone: 985-602-0200

Fax: 225-308-2086

Email: admissions@ophospital.com

Hours for Patient Care Referrals: 7am to 7pm

Gretna Facility

Address: 3201 Wall Blvd
Gretna, LA 70056

Phone: 504-433-5551

Fax: 225-308-2086

Email: admissions@ophospital.com

Hours for Patient Care Referrals: 7am to 7pm

Making a Referral

To make a referral to Oasis Point Rehabilitation Hospital, please contact our admissions team by phone, fax, or email. We strive to respond to all referrals within 90 minutes during business hours.

Information Needed for Referrals:

Patient demographic information
Insurance information
Current medical status and diagnosis
Current therapy evaluations (if available)
Discharge summary (if available)

Our clinical liaisons are available to visit patients and families to discuss rehabilitation options and answer questions about our programs and services.