During Tough Financial Times Collaborative Partnerships Are More Important Than Ever

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During Tough Financial Times Collaborative
Partnerships Are More Important Than EverPart 2

• Sara Sack, Ph.D.
• Director of Assistive Technology for Kansans

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Be Thoughtful When Selecting Program Partners

• Maintain positive image and program integrity
• We came close to becoming known as a recycling
  program!
• Dont accidentally give away your programkeep
  your program brand
• Make sure contract/obligations of any
  collaborative efforts are financially worth the
  effort
• Dont spend 30K to earn 20K. Remember to
  calculate staff time and program costs.

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Looking for Partners Who Buys AT/DME?

• Survey of 1,414 recipients of personal care
  services regarding DME purchases (Carlson and
  Ehrlich study, 2002)
• 37 Self funded
• 18 Medicare
• 16 Private Insurance
• 5 Medicaid
• 5 Veterans Administration
• 2 Vocational Rehabilitation

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Looking for Partners Who Buys AT/DME?
(continued)

• Answer may be different depending on the
  definition of AT
• If you ask the question for technology costing
  over 1,000
• And if you consider the technology by category
  and population (adult versus child)
• Note these are exactly the questions that we
  need to ask to examine Return on Investment
  questions

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Looking for Partners Who Buys AT/DME?
(continued)

• A major DME manufacturer and supplier works on
  the premise that wheeled mobility and seating is
  paid for by
• 29 Medicare
• 28 Medicaid
• 21 Private Insurance (including managed care)
• 7 Veterans Administration
• 3 Vocational Rehabilitation
• 12 Other

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Looking for Partners Who Buys AT/DME?
(continued)

• 2009 survey of 10 DME suppliers in Kansas of
  equipment costing more than 1,000

Source Range Average Weighted score
Medicare 80-33 56 9.9
Medicaid 55-10 19.7 6.9
Private Insurance 25-4 11.2 6.8
Other 38-2 9.4 6.2
Self Funded 10-1 2.3 3.8
Voc. Rehab 3-2 .7 1.8
Veterans Admin. 5-2 .7 1.8
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Looking for Partners Who Sells, Utilizes, or
Comes Into Contact With People Who Use AT/DME?

• Potentially a very large group
• DME Suppliers
• Schools
• Independent Living Centers
• Specific health groups (ALS, MS, etc)
• Hospice
• Funeral Home Association/Directors
• EMTs and Firefighters
• Many others.

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Looking for Partners What Can Our Colleagues
Tell Us About Partners?

• In 2008 Statewide AT Act Programs from 10 states
  and 2 territories secured 629,227 from
  collaborative partners
• In 2009 Statewide AT Act Programs from 12 states
  and 1 territory secured 772,679 from
  collaborative partners
• Funding received was from a variety of
  sourcesState appropriations, Health Human
  Services, CMS (Real Choice and Medicaid), Blind
  Services, restricted donations, and fines from a
  local law.

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Looking At Current AT Reuse Collaborators

• Connecticut MFP---10,000 (2008 2009)
• Florida-General Revenue--50,000 (2009)
• GeorgiaGeneral Assembly--46,196 (08),41,577
  (09)
• IdahoDepartment of Special Ed-- 135,000 (09)
• Illinois- Human Services Div-Rehab
  Services22,989 (09)
• Indiana---Older Blind Grant--29,555 (08), State
  Fund--6,000 (09)

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Looking At Current AT Reuse Collaborators

• KansasHealth Policy Authority--244,579 (08)
  247,487 (09)
• LouisianaState Appropriations--41,763 (08),
  28,406 (09)
• LouisianaRestricted Donations--1,150 (08),
  11,165 (09)
• MontanaHealth Human Services--93,484 (08
  09)
• North DakotaGeneral Funds--10,000(08 09)

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Looking At Current AT Reuse Collaborators

• OhioState Funds-- 47,500 (08), 20,000 (09)
• Ohio Local Law 264--38,000 (08)
• Puerto RicoState Approp.--35,000 (09)
• VermontMedicaid Infrastructure Grant-- 44,000
  (08), 61,571 (09)

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Presenting Your Case For Collaboration

• Consider the proposed outcome for the partner of
  working togetherimproved image, access to used
  equipment, needed service, cost savings?
• Improved public image
• Associated with positive program
• Seen as environmentally or socially responsive
• Seen as fiscally responsible use of public funds

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In-Kind vs. Cash Contributions

• In-kind contributions have financial value and
  reduce program costs
• Operational costs
• Provide space
• Cover phone and communication expenses
• Serve as a distribution centeraccept and store
  equipment

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In-Kind Contributions (continued)

• Provide transportation
• Pick up and deliver equipment, transfer equipment
  from site to site
• Advertise program
• Insert mailers in their materials (utility bills,
  HHS communications, etc.)
• Provide radio, television, or print ads
• Secure donations
• 800 sticker, letters seeking donations, wills
  gifting

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In-Kind Contributions (continued)

• Professional services
• Accounting services
• Legal services
• Financial planning, wills estate planning
• Hold an event on your behalf
• Collection drive
• Stop A Fall campaign

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Income Received for Benefit/Service
Public Image Associated with positive program
Seen as environmentally or socially responsible
Seen as fiscally responsible

Customer Benefits Provide increased coverage to their clients (better service)
Provide service to individuals who would not be covered otherwise
Cover the un-insured or underinsured
Notified of recallsimproved safety
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Income Received for Benefit/Service (continued)
Benefits Business/Cuts Cost Track program inventory
Collect follow-up data
Collect consumer satisfaction data
Track and notify consumer of recalls (helps reduce liability)
Recover unused equipment for program
Reassign used equipment to customers
Provide equipment for short term use
Provide tax donation documentation for equipment and cash contributions
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Other Benefits or Services?

• Additional benefits or services that were not
  included in the list..

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American Physical Therapy Association
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Volunteer Match
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Wheelchair Help
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Christopher Dana Reeve Foundation Quality of
Life Grants
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Country Distribution List
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Are all wheelchairs going to countries other than
US?
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Wine for Wheels
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Rotarians
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Kansas Health Foundation
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Kansas City Young Matrons Raise 100,000
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Methodist Healthcare Ministries
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Questions ?

• Contact Sara Sack, Kansas University Center on
  Disabilities, 2601 Gabriel Ave., Parsons, KS.
  67357
• 620-421-8367 or ssack_at_ku.edu

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