Weesie's World

CLIENTS AND GOALS

Written by: WEESIE WALKER, ATP/SMS, EXECUTIVE DIRECTOR OF NRRTS

“When it is obvious that goals can’t be reached, don’t adjust the goals, but adjust the action steps.”— Confucius

As all Complex Rehab Technology (CRT) supplierswill attest, meeting the goals of their clients can bechallenging on many different levels.

One of the greatest challenges is reimbursementrates for products. The skill, knowledge and serviceby the supplier is not a billable charge. The allowablefor the CRT product must cover the acquisition costs,processing, delivery and fitting. In many instances, theallowable does not cover the acquisition cost!

How can this situation be handled?

The supplier can meet the goal of their client andprovide the CRT at a loss. At some point, this practicebecomes unsustainable. This is obviously not theanswer for the supplier or the client.

The supplier can offer a lesser quality product that fitsthe reimbursement. This is a band-aid approach. This isobviously not the best answer for the client.

The supplier can look at providing the product as partof a system and not as a separate transaction. This doesnot work when just that part needs to be replaced.

The supplier informs their client that the reimbursementdoes not cover the cost. The client can decideto advocate with their funding agency for betterreimbursement. And/or the client can look foralternative funding.

RESNA’s code of ethics states, “Seek deserved and reasonableremuneration for services.”

NRRTS’ Standard of Practice states, “Strive to avoid practicesthat in the short or long term may prove to be detrimental tothe consumer.”

The CRT industry has put forth much effort to increase awarenessof CRT and to protect access to appropriate technology. To protectaccess, we must fight for fair reimbursement of not only the productsbut also the service required to provide the best outcome. Theconversation with the client must cover all these facts. Without theirparticipation in the fight for fair reimbursement, funding agencies willnot see that there is an access issue. And if they are not seeing anaccess issue, there is no issue.

WE CAN ALL BE PART OF THE SOLUTION BY PROVIDING ACCURATE INFORMATION THAT IS EASY TO UNDERSTAND AND REALISTIC. THE CORRECT PROCESS OF PROVIDING CRT INVOLVES MANY STEPS BY MANY PEOPLE.

We can all be part of the solution by providing accurate informationthat is easy to understand and realistic. The correct process ofproviding CRT involves many steps by many people. That is whatmakes CRT different from Durable Medical Equipment. Without thequality service component, CRT will not meet the goals of the client.

Let us not change the goal.

Let us adjust the action steps.

To learn more, check out the NRRTS webinar “Tough fundingconversations: The tension between reality and best practice” by JillMonger, PT, MS, ATP.

https://nrrts.org/courses/tough-funding-conversations/

CONTACT THE AUTHOR Weesie may be reached at WWALKER@NRRTS.ORG

Weesie Walker, ATP/SMS, is the executive director of NRRTS. She has more than 25 years of experience as a CRT supplier. She has served on the board of directors for NRRTS and GAMES and RESNA’s professional standards board. Throughout her career, Walker has worked to advocate for professional suppliers and the consumers they serve. She has presented at the Canadian Seating Symposium, RESNA Conference, AOTA Conference, Medtrade, ISS and the NSM Symposium. Walker is a NRRTS Fellow.