It is important to realize that each hospital has its own issues, needs, and goals. Some hospitals only want to admit low-risk patients who are most likely not to require readmission or a higher level of services after discharge, says Baird. Others, he says, want to fill beds and will take patients—regardless of acuity—that will enable them to do this. By knowing what type of patients each hospital is admitting, what special needs they have, and what care and services they will require after discharge, a provider is better positioned to establish and maintain partnerships. 

“You need to understand who is scoring you and against what criteria,” Baird says. “You need to know how decisions are being made about what post-acute and long term care facilities each hospital is partnering with.” 

As part of planning and outreach to hospitals, Baird says, “You need to assess where you are in the system and what relationships exist. Are you stacked into the deck or is the deck stacked against you? You need to know this to identify a marketing strategy.”