Fran Kirley, a speaker at the marcus evans LTC & Senior Living CXO Summit 2014, on overcoming the changes to the long-term care business. Interview with: Fran Kirley, President & Chief Executive Officer, Nexion Health Management

1. Interview with: Fran Kirley,
President & Chief Executive Officer,
Nexion Health Management
“The playing field in which long-term
care (LTC) facilities operate is
changing. In this environment,
organizations need to be more strategic.
Survival is not enough. They must
position themselves for success,”
advises Fran Kirley, President & Chief
Executive Officer, Nexion Health
Management.
A speaker at the marcus evans LTC &
Senior Living CXO Summit 2014,
taking place in Palm Beach, Florida, July
14-15, Kirley gives an overview of how
long-term and post acute care
companies could modify their game plan
to be successful.
How is the LTC business changing?
The playing field is changing. To make
the analogy to football, the rules have
changed and the field is now wider and
longer. Therefore, companies have to
modify their game plan. They can
develop relationships with bundling
organizations or become Accountable
Care Organizations (ACOs). They could
look at the continuum of care and see
how they can be more dynamic in their
delivery of care.
A variety of different models are being
developed, but scale will become more
important, so larger providers will be
more successful. Concentration in
markets is also of value. Who they
partner with and who they develop their
referrals and medical support systems
with is also going to be vital.
This is all in addition to having the right
staff and leadership to provide quality
services.
How could they generate more
revenue in this environment?
That is the biggest challenge in this
industry today. ACOs, Medicaid and
managed care organizations, everyone
is out to reduce our revenue stream. We
may need to provide a new product mix,
ancilliary or other continuum of care
services. All organizations will try to get
the Medicare managed care business, so
those that develop the best quality
outcomes will succeed in the future.
What should be a bigger focus in
this industry today?
We are in a dichotomy of an industry, as
we have many LTC patients and acute
rehab patients. We have to focus on two
areas.
Quality has got to be outstanding. We
need to manage clinical competency,
good outcomes, and manage that
patient population. The second issue is
with the physical plants. Residents now
expect private rooms and showers, but
many are not designed like that.
Facilities need to be customer-focused.
As the customer changes, the facility
leadership, staff and the plants must
change too. The patient population is
very different from five years ago. There
are more short-term patients, people
who want access to the internet, private
TVs and better food.
Going forward, we need to be aware of
what customers want.
As the
customer
changes,
the facility
leadership,
staff and
the plants
must
change too
How to Position a LTC Facility
for Future Success

2. marcus evans Summits deliver
peer-to-peer information on
strategic matters, professional
t r e n d s a n d b r e a k t h r o u g h
innovations.
Please note that the Summit is a
closed business event and the
number of participants strictly
limited.
About the LTC & Senior Living CXO Summit 2014
The LTC & Senior Living CXO Summit is the premium forum bringing senior level
executives and solution providers together. The Summit offers an intimate
environment for a focused discussion of key new drivers shaping the long-term care
industry. Taking place at the Eau Palm Beach Resort & Spa, Palm Beach, Florida,
July 14-15, 2014, the Summit includes presentations on strategic hospital
partnerships and ACOs, improving care coordination and cost cutting, strategies for
improving profitability and sustainability, and thriving in a changing market.
www.longtermcaresummit.com
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To view the web version of this interview, please click here: www.longtermcaresummit.com/FranKirley