With these criteria in mind, list 5 to10 communities to assess, identifying each as Independent Living, Assisted Living or increasingly prevalent Continuum of Care. This is our Informational baseline.
We then define, on a scale from 1-10, what scores each community should be Analytically assigned, leading with quantitative measures of Proximity and Established Relationships. For Proximity, depending on local traffic patterns and patient willingness to commute further for healthcare, these distances from SLC’s to your clinic are typical metrics:
- Within 1 mile = 10 points
- Within 2-3 miles = 8 points
- Within 5 miles = 6 points
- Beyond 5 miles = 4 points
Regarding Established Relationships, we pinpoint how many current patients presently live in each community. If 10+ patients live in a certain facility, score 10 or if there are 7, score 7 etc. By simplifying, we realize needs to steadily gather residential details in case histories. These comfortable conversations are ideal moments to ask patients which fellow residents may aspire to improving their quality of life.
Regarding Access and “getting to them,” thoughtful due diligence is crucial. What clues are gleaned from interactions with key decision makers, shared by patients or learned via carefully reviewing SLC websites? While vital information is evident in some scenarios, others will require further research to enhance assessments. There are distinct competitive advantages to gain from diligently pursuing collaborative inroads which other complacent practices are not committed to. Progress takes persistence!
With preliminary insights on leadership influencers, make initial contacts via phone or selective in-person visits. Whether direct conversation or speaking to a frontlines colleague, ask these discovery questions:
- Who currently provides hearing care to your residents?
- Is care provided in SLC and/or at provider’s location?
- For how long has this hearing care relationship lasted?
As opportunity arises, we suggest inquiring, “May I ask if you and residents are pleased with the quality and continuity of care being provided?” Whatever the response, pause and say, “Please tell me more,” then listen closely to details. Role-playing is an effective way to hone these skills, despite many who fear doing so.
Consider these queries your “baseline exam” which guides scores noted in evaluative matrix.
