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Hit the MNT Jackpot: Its All About Marketing! Jane V. White, PhD, RD, FADA, LDN Emeritus Professor, Family Medicine-UTK ADA Coding and Coverage Committee.

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Presentation on theme: "Hit the MNT Jackpot: Its All About Marketing! Jane V. White, PhD, RD, FADA, LDN Emeritus Professor, Family Medicine-UTK ADA Coding and Coverage Committee."— Presentation transcript:

1 Hit the MNT Jackpot: Its All About Marketing! Jane V. White, PhD, RD, FADA, LDN Emeritus Professor, Family Medicine-UTK ADA Coding and Coverage Committee

2 Session Objectives Review codes used by RDs to bill for MNT services. Learn steps to expand billable nutrition services within your facility’s outpatient clinic or your own private practice. Recognize payer types and procedures to establish direct reimbursement for MNT Identify key factors to manage patients’ visits that can help build a steady client base. Recognize new tools and resources included on ADA’s website to help RDs accomplish these tasks 2

3 ADA Coding and Coverage Committee (CCC) Advocacy Among AMA, CMS and Private Payers Monitor Medicare fee schedule and work with CMS regarding Medicare MNT services. Outcome: Increased payment to RD providers At AMA coding meetings, committee members Jane White, Milton Stokes and Keith Ayoob represent RDs’ interests. Outcome: Additional codes for billing services provided by RDs; physician recognition and increased referrals to RDs Partner with external groups, e.g. Alliance for a Healthier Generation, to increase RD-provided MNT coverage. Outcome: Reimbursement for RD-provided MNT services for obese/overweight children 3

4 Terms and Acronyms CMS = Centers for Medicare & Medicaid Services Medicare Part B = medical insurance covered by the government that helps pay for doctor's services, outpatient hospital care (e.g. MNT services for diabetes and renal disease), lab and x-ray services, durable medical equipment, and some medical services that aren't covered by Medicare Part A. HIPAA = Health Insurance Portability and Accountability Act or Privacy Rule. See handout for additional terms 4

5 Terms and Acronyms NPI = National Provider Identifier- standard unique identifier that replaces other provider numbers used on healthcare claims. Diagnosis codes (ICD-9) = Describe an individual's disease or medical condition; physicians and trained billers determine these codes CPT codes = Current Procedural Terminology codes (procedure codes) that describe the service performed by the healthcare professional HCPCS codes = Healthcare Common Procedure Coding System developed by payers to describe services where no CPT code exists 5

6 ICD-9 Diagnosis Codes (determined by MD) Chronic Kidney Disease (CKD) - 585.X must include a 4 th digit 585.4; chronic kidney disease, Stage IV (severe) [Kidney damage with severe decrease in GFR (15-29)] Diabetes Mellitus – 250.XX must include a 4 th digit which indicates the type of complication, and must include a 5 th digit which indicates the diabetes type and control 250.00—type II or unspecified type, not stated as uncontrolled, without complication 250.01—type I, not stated as uncontrolled, without complication 250.02—type II or unspecified type, uncontrolled, without complication 250.03—type I, uncontrolled, without complication 6

7 Coding Manuals

8 Opportunities to expand nutrition practice and reimbursement

9 Step 1: Are You Ready?  Evaluate your teams readiness and abilities  Are you comfortable asking for money  Educate yourself on how to run a business or outpatient department

10 Step 2: Decide Payer Mix  Fee for Service or self pay  Insurance and Managed Care  Medicare  Medicaid

11 Additional Factors to Consider With Payer Types Medicare Part B (very specific regulations in place for MNT for diabetes and renal/post transplants) Medicaid (Ambulatory MNT coverage driven by state specifications) Private payers (specific coverage and provider policies determined by the plan)

12 Step 3: Network Identify major providers in your community State Dietetic Association State Reimbursement Representative Other private practitioners Hospital departments and staff Make contact Colleagues I nternet Phone book (local medical directory) State insurance commission Local biller

13 Step 4: Becoming a Qualified Provider (Credentialing) Ask for provider relations or the credentialing department. Request a credentialing (enrollment) packet for RDs. Evaluate alternatives Consider CAQH enrollment ( Council for Affordable Quality Healthcare);

14 National Provider Identifier (NPI) All health care providers who conduct any Health Insurance Portability and Accountability Act (HIPAA) transactions must use NPI Individuals Organizations NPI – 10 digit number used to recognize the provider on claims transactions Lasts indefinitely and does NOT expire or become deactivated; it does NOT contain “intelligence” An individual (e.g., RD) is assigned only ONE NPI, regardless of the number of practice offices Contact the National Plan & Provider Enumeration System - Apply over the Web:; -Fill out a paper application and mail it to the NPI Enumerator (1-800-465-3203)

15 Step 5: The Credentialing Packet Completeness Keep a final copy Patience

16 Step 6: Review contract Contract details Reimbursement rate/adjustments Allowed codes Covered services/ limitations

17 Step 7: Review and Understand Payer Rules Know the claim processing rules o Who gets the claim (payer or patient?) o Paper or paperless Verify allowed codes and diagnosis o Procedure AND diagnosis codes o Update Charge Master

18 Consider Policies & Laws Regarding Referrals  Check Payer Policy  Check state licensure law(s)  A handful of states have criteria for physician referrals for nutrition services Alabama, California, Connecticut, Florida, Illinois, Indiana, Massachusetts, Maine, South Carolina and Tennessee  Search licensure law(s) for “referral” (review licensure laws from, go to “Advocacy and the Profession,” then “State Affairs-Licensure & Certification”)

19 Registration Forms and referral Dedicated phone Collecting fees/co-pay Scheduling Determine Start Date Step 8: Managing the visit

20 Step 9: Billing 1. Self bill 2. Billing service 3. Share a biller 4. Follow the claims Learn the language --Denied claims --Secondary payers --Forms CMS 1500 (revised 8/05) UB-04 (CMS1450) Revenue codes

21 Step 10: Marketing 1.Make a plan- promote your services Grand Opening/Open House 2. Face to face contact Visit physicians Referral forms 3. Write a article; flyer; announcements in community or facility

22 Being Persistent Pays!

23 RD Opportunities- What’s in it for You? Payment for MNT Maintain or expand staff (FTEs) Business opportunities Recognition within healthcare marketplace Pay for performance (bonus)

24 Summary Network o Engage others (hospital departments or local healthcare professionals or business groups) Know the language Keep up with payer policies, eg. get a NPI and know payer enrollment policies

25 Web resource : [ Or from home page, click on Advocacy & the Profession and then MNT]

26 ADA Resources… to Market and Promote MNT Services Third Party Payer Brochure: For Private Payer CEOs, Medical Directors and Provider Relations executives MNT Works Kit: A marketing tool designed to increase MNT coverage and consumer access to MNT services provided by RDs

27 ADA Resources… For Your Practice MNT Provider Newsletter: a monthly newsletter to help RDs understand the complexities of Medicare through timely articles, analysis and advice on key aspects of practice and business strategies. Evidence Analysis Library ( Data on MNT Effectiveness Data on impact of the RD and cost-savings data

28 ADA Guide to Private Practice: a resource for any RD considering private practice. ADA state dietetic association & DPG reimbursement representatives: to assist RDs with local coverage and coding issues (check ADA or affiliate/DPG web page for rep contacts information) Go to ADA Resources For Your Practice

29 Questions: Contact me at: ( or ADA at

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