Building a Solid Value Proposition for a Value-Based World

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Value is more than a buzzword in home-based care these days. Agencies know that payers, policymakers and consumers are all expecting it in the care they provide. But where should a hospice or home care agency start when thinking about how to demonstrate that value? How do you create a value proposition when there isn’t yet a roadmap for doing so?

It all begins with taking a step back and defining exactly who you’re trying to prove value to: Is it the payer? Is it a health system? Perhaps a patient and their caregiver? Once you’ve truly defined your audience, the rest can start to fall into place. Agencies can then start to examine the MMA – what’s Measurable, what’s Monetizable and what’s Attributable to their efforts.

In this episode, Craig Solid, PhD, owner and principal of Solid Research Group, joins host Stan Massey of Transcend Strategy Group to discuss creating a value proposition for a home-based care organization and get into the details of how to think about proprietary versus public data sources, defining audiences, and finding your key allies and advocates.

Solid Research Group (SRG) is a healthcare consultancy focused on defining and demonstrating value and business cases for scale-stage medical device and med-tech companies. SRG has advised and built business cases for early-stage companies across the United States, Europe and Australia. While SRG’s focus is on scale-stage companies, other clients have also included large companies (Medtronic, Optum, Boston Scientific) and various academic institutions.