1. Knowing Our Market (Pa Partners for Care)

2. Customer Groups (By customers, we are referring to individuals whom your network will serve – e.g., older adults, persons with developmental disabilities, caregivers.) Possible customer groups our network can serve Dual eligible's High risk for re-hospitalization High risk for nursing home placement, includes nursing home transition High ER users Employees of large employers Medicare Advantage patients Medicaid only patients Caregivers Veterans – all ages Hospitalized Immigrants 2

3. Customer Groups (By customers, we are referring individuals whom your network you will serve – e.g., older adults, persons with developmental disabilities, caregivers.) Defining characteristics of our potential customers – special health conditions (e.g., diabetes, multiple chronic conditions), social conditions (e.g., need for transportation, adult day health, etc.) High risk 3

4. Customer Groups (By customers, we are referring individuals whom your network you will serve – e.g., older adults, persons with developmental disabilities, caregivers.) Customers’ primary needs that we can meet Nutritional needs Transportation linkage/assistance Supportive services to stay at home Supportive services for caregivers Assistance to Return or stay in the community Support their independence through prevention and wellness, home modification/assistive technology Navigation to obtain “other public and informal” resources Helping address, Right place right time and right intensity 4

5. Customer Groups (By customers, we are referring individuals whom your network you will serve – e.g., older adults, persons with developmental disabilities, caregivers.) Measurable high value outcome(s) we produce for customers Reduced readmission rates Divert nursing home placement Shorten hospital and NH stays Prevent emergency room visits Minimize adverse drug outcomes Improved coordination between consumers and heath providers 5

6. Customer Groups (By customers, we are referring individuals whom your network you will serve – e.g., older adults, persons with developmental disabilities, caregivers.) Our next step(s) to further develop the customer profile and test need Chart, analyze and score the various services i.e. Dog, star, Market analysis – Identify people we could call upon from boards or other connections. We need to reach out to more than our just our group. Maybe look at university/ business school for assistance with Market analysis, and business plan 6

7. Contracting Organization (CO) We Will Pursue First/Next (e.g., health plan, ACO, health system, etc.) Name/Type of CO MCO- focus on the six in PA – Can be the physical health plans – don’t need to wait for managed long term care – Medicaid Advantage Plan Key CO person for contracting Need to identify for the network Their mission and major interest/need List here 7

8. Contracting Organization (CO) We Will Pursue First/Next (e.g., health plan, ACO, health system, etc.) Our next step(s) to further engage the CO We need to come up with a set of principles- A platform to spring from Develop consensus 8

9. Policy or regulatory conditions to address? Are there any policy or regulatory conditions that your network will need to meet or change in order to secure a contract? If so, what are they? Policy – once past the relationship phase start talking more formally will need non-disclosure agreements Advocacy at the state level to get “written” into state contracts - 9

10. Champions Who can endorse our network and open doors for us? List name, organization, and who in your network will make contact Ray Prushnok Sharon Alexander, Mike Nardone Need to query team 10

11. Competition and Forces We Need to Address Our primary competitors are: Hospitals –”We can staff it ourselves.” National for profit companies- Maximus. PCG- advantage of single source MCO’s “ We can do it ourselves” Other human service non-profit organization – PHA The members of the Collaborative) 11

12. Competition and Forces We Need to Address Major sources of inertia we must overcome: List here 12

13. Competition and Forces We Need to Address Competitors’ Advantage List here Our advantage List here 13

14. Insights Our biggest insight(s) from this session on Knowing Our Market is/are… List here 14

15. Action Steps The action step(s) we will take in the next month to engage our market are: List here 15

16. Parking Lot (Issues for later, additional questions for speakers) List here 16