On a Mission to Grow Patient Census, Oct ’22

By Jeanine Morea, VP of Sales

There are millions of people struggling with substance use disorder (SUD) who are not getting the lifesaving treatment they need. As you know, opioid overdose deaths now represent the number one cause of accidental death in the U.S., surpassing automobile accidents in 2018. In 2020[1], more than 2.7 million people had an opioid use disorder (OUD) and 40.3 million people over the age of 12 reported having a past year SUD. However, only 11%[2] of these individuals received care at a specialty facility. Moreover, 17 million adults[3] are reported to have both SUD and any mental illness (AMI).

That being said, on September 12, BHG launched the Admissions Accelerator contest where Regional Sales Managers (RSMs), Regional Directors (RDs), Program Directors (PDs), and Community Care Partners (CCPs) are leading their teams to achieve the highest admission growth in each respective center by December 12.

here are millions of people struggling with substance use disorder (SUD) who are not getting the lifesaving treatment they need. As you know, opioid overdose deaths now represent the number one cause of accidental death in the U.S., surpassing automobile accidents in 2018. In 2020[1], more than 2.7 million people had an opioid use disorder (OUD) and 40.3 million people over the age of 12 reported having a past year SUD. However, only 11%[2] of these individuals received care at a specialty facility. Moreover, 17 million adults[3] are reported to have both SUD and any mental illness (AMI).

That being said, on September 12, BHG launched the Admissions Accelerator contest where Regional Sales Managers (RSMs), Regional Directors (RDs), Program Directors (PDs), and Community Care Partners (CCPs) are leading their teams to achieve the highest admission growth in each respective center by December 12.

Community Care Partner Shares Outreach Best Practices

Emily recently shared how she successfully manages community outreach with her counseling responsibilities. Her practical tips can truly apply to us all when it comes to organizing our days and achieving goals while being a good ambassador for BHG. While these activities are an expected part of the RSM and CCP roles, sharing what they’re doing with all of you may spark new ideas and is another way to turn over every stone of potential opportunity.

“Success comes from follow-ups, persistence even when frustrated, and collaborating with co-workers to make your goals happen,” Emily explained. “And as you work with patients, team members, and talk to people and organizations in the community, it’s important to reflect our BHG services and values. We have a positive attitude and compassion. We care for people. We respect people. When we embody our values, people see us and want to connect with us.”

TIP #1 – Organize your outreach efforts as weekly, monthly, and quarterly commitments on your calendar.

• Weekly: Meet with my Program Director, have other entities come to the center on a weekly basis such as Volunteers of America and Kentucky Income Reinvestment Program, for HIV and HCV testing.
• Monthly: Attend Treatment Advisory Group (Emily is a member and meetings are open to all Kentuckians who want to attend), Greater Louisville Re-entry Coalition (Emily is the current president), Kentuckiana Regional Planning and Development Agency, and Light Meeting (started by Kentucky Health and Wellness Department).
• Quarterly: Attend/organize (and consider BHG to be the host of) networking luncheon with the different harm reduction facilities in your community. Regularly invite Medicare and Medicaid representatives to our treatment center to help patients enroll.

TIP #2 – Structure your time based on your caseload.

• Attend one event each week at places such as senior centers, health fairs, church circuits, harm reduction centers. For example, we attended the NAMI Louisville Walk as a vendor and it was a great success because we brought a game to engage with people and pique their curiosity to visit our table. We brought a cornhole board to which we taped numbers. When someone tossed a bag and it landed on a number, we asked a question. If the answered correctly, we gave them a BHG car charger as a prize. We also had consolation prizes.
• Offer seasonal fun at the center. For Halloween, we’re hosting a “Trunk or Treat” where we hand out information and candy. It’s a time for our team members to connect and bond with each other and our patients.
• Bring community resources to the center to educate patients on various services and opportunities, i.e., Kentuckians for the Commonwealth who train on voting rights.
• Pick a day to visit other facilities in person or by Zoom. I’m going to Oxford House next week.

TIP #3 – Develop daily habits that help you organize your efforts as mentioned above.

• Check emails each morning and flag messages for follow-up.
• Push calls and referral connections from conferences, etc., to become in-person meetings.

TIP # 4 – Regularly invite people for tours of the treatment center.

• Let guests see how you operate. I walk people through the entire process so that they can see what a patient goes through.

TIP #5 – Work with coworkers.

• Understand each other’s strengths and learn how to utilize them for various aspects of outreach.
• If you have folks excited about doing outreach, invite them to learn and help.

TIP #6 – Address your blind spots.

• Don’t let competition with other treatment providers cloud your judgement. Instead, utilize them as referral sources.
• Keep BHG information and materials in an organizer or bins in your car so that you’re ready for the unexpected opportunities.
• Keep a table and chairs in your car in case an event organizer runs out.
• Find a friend or group with whom you can walk around your community. One time while at an event for people who are struggling with SUD, I walked across the street to a liquor store where I had seen other event goers go. I asked the clerk if I could hang flyers there. He said yes, but that it might be better to walk around the back of the store where people were staying in tents. That experience has reframed how I plan for my days such as how I can be more approachable and safer based on how I dress and what shoes I wear depending on where I’m going that day.

[1] Substance Abuse and Mental Health Services Administration (SAMHSA) 2020 National Survey on Drug Use and Health. https://www.samhsa.gov/data/report/2020-nsduh-annual-national-report

[1] Substance Abuse and Mental Health Services Administration (SAMHSA) 2020 National Survey on Drug Use and Health. https://www.samhsa.gov/data/report/2020-nsduh-annual-national-report

[1] Substance Abuse and Mental Health Services Administration (SAMHSA) 2020 National Survey on Drug Use and Health. https://www.samhsa.gov/data/report/2020-nsduh-annual-national-report