Building Financial Relationships
Palliative care programs can receive payment and other forms of financial support from a variety of health care organizations, including Medicare Advantage plans, commercial insurers, accountable care organizations, specialty models for oncology or heart failure, and more. This toolkit curates the resources you need to both launch new relationships and contract carefully.
What’s in the Toolkit
Relationship Basics
Resources for building and maintaining effective business relationships.
Classic Harvard Business Review article on developing and nurturing business relationships.
Introduction to building partnerships that can financially support palliative care programs.
Define strengths and opportunities as you seek financial and referral partners.
Selling Your Program
Tools and guidance to help garner financial support or payment contracts for your program by highlighting your value.
A streamlined calculator for modeling return on investment based on home-based palliative care program assumptions.
These tools can be used to make the case for palliative care investment with organization leaders, health plans, colleagues, and community partners.
A template presentation to introduce your services, their benefits, and your "ask" for support.
Excerpt from presentation delivered to oncology practices describing how palliative care can support successful participation in the Oncology Care Model
Who to talk with, what to ask, and how to prepare for meetings with palliative care program stakeholders.
This document can help you respond to questions from senior leaders and decision-makers as you work to secure financial support for your palliative care program.
Contracting Resources
Templates and guidance for your legal team, and advice for finding those professionals.
Compliance issues and considerations for programs working with financial partners.
The "Memorandum of Understanding" (MOU) is a brief document that outlines mutual responsibilities. Follow this outline to draft an MOU (must be reviewed by legal counsel).
How to find and select key consultants for financial relationships.
Lessons from CAPC Payment Accelerator alumni on building financial relationships with health plans and ACOs.
Key contract clauses including term, termination, quality reporting parameters, and risk corridors.
