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MANAGED CARE UPDATE
Championing Direct Access for physical therapy
Among the many different referral sources that therapists cultivate, Direct Access is another option to add to the list. In states that have full or partial Direct Access rights, it allows patients to directly visit their therapist without a physician's referral. Not all states support this right, however, and groups like the American Physical Therapy Association (APTA), as well as RMS are advocating for it to be allowed in all states. In the Central Office, the Preliminary Systems Team verifies Direct Access rights proactively before the patient starts care. In some locales, Direct Access is allowed, but insurance companies may not cover services without a physician's referral. Your Central Office team will communicate to you when a patient needs a physician's referral and will help coordinate communication with the patient's physician. When considering every opportunity to grow your practice, Direct Access is another way to grow your caseload. Direct Access is allowing physical therapists to be an entry point into the healthcare system and it is another way for PTs to practice autonomously as a doctorate-level discipline. Your Central Office team is excited to support and advocate for the opportunity for patients to see their therapist without a referral.
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Small but powerful patient touches heart of clinic staff
 The power and ability to choose a great attitude was perhaps no more prevalent than at Clear Lake Physical Therapy & Rehab Specialists in Clear Lake, Wis. recently, where that clinic had the fortune of evaluating and treating a small but powerful patient. "Gabby" is a 6-year-old girl recovering from Leukemia and was sent to Clear Lake for deconditioning and global weakness after undergoing chemotherapy.
Gabby made an impressive recovery and when she graduated from physical therapy, she took pictures with her therapist, Emily Monson, PT, and the clinic staff. She received a treat bag with some of her favorite presents: puzzles, coloring books and taffy. But the icing on the cake was a prized stocking cap with the Clear Lake logo. Gabby's grandparents joined the Clear Lake staff that day for the celebration of Gabby's physical gains from the chemotherapy setbacks.
Gabby may have graduated from therapy, but her experience at the clinic certainly left a lasting impression on everyone who had the opportunity to aid in her recovery. Gabby's story reminds us all that even the most difficult setbacks can be overcome with the right choice of attitude.
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PRACTICE MANAGEMENT 101
Refer to physicians and in turn build your referral base
We've covered how to build referral relationships by categorizing physicians into tiers, and also by soliciting their feedback on how your practice can serve them better. Let's look at one more way to diversify your referral base. This method involves stepping out of a comfort zone and asserting the profession of physical therapy as an important one in the eyes of physicians.
Successful therapists recognize the value of a symbiotic relationship with physicians by referring their own patients to the physician, and in turn receiving a steadier stream of referrals. Physician relationships have not always been thought of as strategic partnerships. Instead, therapists asked for patients rather than earning them.
Some therapists may have become accustomed to the traditional referral source relationship and may be afraid to claim their share of the patient market. Therapists, however, should feel comfortable approaching referral sources, not intimidated.
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Provider receives guidance on billing for on-site work
 A great learning opportunity recently presented itself for Scott Salisbury, PT when open communication with case managers and adjusters for a workman's compensation patient led to the opportunity to provide on-site work conditioning. Scott, a therapist at Stark County Physical Therapy & Rehab Specialists in Wyoming, Ill., had been trying to make inroads with the employer for a long time. This situation was unique in that the therapy was requested to be performed on site. With Scott's extensive experience, he knew how to provide skilled therapy services with great patient outcomes, but he had some questions on how to bill for the on-site work. Scott didn't want to lose the patient and luckily, his answer was a phone call away. Clinical Growth & Development Director Kevin Svoboda, PT and Director of Workman's Compensation & Authorization Selena Hoskins advised Scott to bill CPT codes 97750, Tests & Measures and code 97545, Work Conditioning.
Scott's experience raises a good point: with some insurance companies now demanding on-site therapy treatments for workman's compensation patients, it can sometimes be difficult to correctly bill for these services. Fortunately in Scott's case, he had a support team along the way to walk him through the process. Scott's experience also goes to show that with more frequent communication with case managers, therapists may find payers more receptive to on-site work than they previously thought. |
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Safety events offer time to gain edge in industrial work
By proactively contacting Safety Directors and sending the appropriate marketing materials, Nancy Nesbit, DPT, LAT, CSCS has landed two different opportunities for on-site industrial screenings. Nancy, the Clinic Director and Owner of Back-n-Action Physical Therapy in Park Falls, Wis., will work with the companies later this May to offer screens of body mechanics and orthopedics. She also will provide employees with information about fitness and walking/running programs.
Therapists who are looking to gain an edge in industrial rehab may be wise to note the following dates. May 1-7 is North American Occupational Safety and Health Week. Led by the Canadian Society of Safety Engineering, the goal is to focus employers, employees, partners and the public on the importance of preventing injury and illness in the workplace, at home and in the community.
Also, May 18 is National Employee Health and Fitness Day, which encourages employees to implement and participate in healthy activities conveniently at the workplace and within their communities. If employers in your area are unaware of these special days, use this great opportunity to let them know. And, while you're on-site, be sure to raise the topic of creating or enhancing their Safety Committee.
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Patient outcome helps lead to on-site injury screens
One Wisconsin therapist is finding that word of mouth can sometimes be the best advertising. Suzi Merrill, MPT, CEAS was recently treating the son of a Safety Director at a local industrial company. Knowing the size of her market in Marinette, Wis., a town of about 12,000 people 50 miles north of Green Bay, Suzi knew that news of a great customer experience might find its way to the right ears. She was correct.
Word of mouth quickly spread back to the Safety Director of Silvan, a manufacturer of steel pressure vessels. A relationship soon was formed that afforded Suzi, Clinic Director and Owner of Victory Physical Therapy & Wellness, the opportunity to provide on-site injury screens for the company's 341 employees.
Though Suzi had courted the company for some time, the Safety Director later said that a key success factor in awarding her the on-site work was her ties to the community. The Director said he felt more comfortable because she was not part of a large organization and her passion for the job and Silvan's workers was clear. The opportunity is allowing Victory and Silvan to form a local, productive business relationship.
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Hi, !
This Issue's Core Value is:
Choice of Attitude
Interacting with a patient in pain. Having to complete a progress note at the last minute. Taking a phone call while you have a clinic full of patients. These may sound like frustrating incidents, but they can quickly become opportunities for growth ... with the right choice of attitude.
So many different things can happen to us over the course of a day, some good and some bad. Yet it's how we choose to respond to the setbacks that truly defines our character and disposition. Next time you're in a bind, consider whether you're choosing to approach a problem with the right attitude.
As Charles Swindoll once said, "Life is 10 percent what happens to you and 90 percent how you react to it."
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This Issue's Reading List:
» Book: The Power of Nice: How to Conquer the Business World with Kindness
by Linda Kaplan Thaler & Robin Koval
» Webinar: "Understanding Service-Based CPT Codes: A Comprehensive Review of Un-Timed CPT Codes Most Commonly Used by PT, OT & ALP" by Rick Gawenda, PT
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Therapist grows within family, joins PTRS location
We're proud to announce that Sylvestra Ramirez, PT, DPT has grown within our family of talent into  a new leadership role. Sylvestra will now work to advance the clinic at Physical Therapy & Rehab Specialists - Muskego in Muskego, Wis. She will continue to use her many talents - including multilingual skills - to develop PTRS - Muskego into a crown jewel in the community.
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Committee has big take
aways from conference
The Medicare Committee was honored to represent RMS in Indianapolis this April at the 2011 "Coding, Payment, and Practice Applications for Outpatient Rehabilitation Services" seminar. The seminar is an annual staple of the PT profession and featured presentations by Helene Fearon, PT; Stephen M. Levine, PT, DPT, MSHA and Roshunda Drummond-Dye, JD.
The sessions helped reinforce understanding of issues and changing trends in the payer world. They also provided the Committee with valuable take-aways, which it plans to share in different ways in the future.
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From the Desk of HR
When a new person joins your team, their level of enthusiasm is very high. Their ability to perform, however, is probably low. The key to good employee retention is to help them find a happy medium of high enthusiasm and well-trained skills, increasing their performance.
New team members are often greeted with patience while they learn their new position - but that can change over time. This leads to reduced performance and can erode trust among co-workers. Luckily, that can be prevented.
The key to anyone's enthusiasm is success and success can best be achieved through education. Employee orientation shouldn't be an hour-long presentation by HR, but an ongoing, meaningful plan of action. Results can be extraordinary when performance and enthusiasm both find optimal levels.
 "The relationship of respect and trust." Employees don't follow leaders they don't trust, employers don't hire or promote people they don't trust, and clients don't buy from suppliers they distrust. The best way to become trustworthy is to do what you say you will do, no matter what.
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Congratulations to our Occupational Therapists
April was Occupational Therapy Month and we're proud to highlight the OTs in our family:
» Erin Timm, PT, DPT, OTR - Clear Lake PTRS (Clear Lake, Wis.)
» Kelly Rashid, OTR/L - Kewanee PTRS (Kewanee, Ill.)
» Terry Webster, OTR - PTRS Midland (Midland, Mich.)
» Kim Schneider, OTR, CHT - Rock Run PTRS (Roy, Utah)
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