Today’s Challenge---
Tomorrow’s Opportunity




Survey to determine use, barriers, and secrets of success
Support for chapters
Resources for members




Nine chapters selected for participation
1800 respondents
Survey looked at:
•
•
• Utilization
Barriers
Member needs

• Utilization
 >50% reported seeing patients without referral but percentage of direct access patients <10% in most cases
 Use of direct access varied by setting (11.6% of PTs in hospital settings to 81.3% of PTs in private outpatient settings)
 Use varied by state (37% in newer direct access states to 82.6% in states with longer history of direct access)
 Majority of patients seen via direct access are former patients or family/friends of patients

• Payment
 74% of respondents seeing direct access patients reported NO denials for payment for lack of referral
 Although reimbursement often mentioned as a barrier to direct access, there’s an indication that this barrier may be more perceived than real in many situations.


Marketing
•
•
• PTs reported difficulty letting the public know about their direct access services
Marketing tools and materials for consumers and non-physician referral sources were frequently requested resources. www.apta.org/practicemarketing




PTs Comfortable with Clinical Abilities
PTs Worry About Damaging Referral
Relationships
Certification Requirements Pose a Barrier


Employer requirements that patients have a referral impose a significant barrier to direct access.
•
•
• Prevalent in hospital-based outpatient settings & often relates to Medicare & other compliance requirements
Still common in practices mostly due to concerns about payment & referral source relationships
Respondents indicated a need for help to remove employer/hospital/institutional restrictions


Success, Success, Success!

Wonderful examples of innovation

Great stories of practice growth


Direct access is my largest “referral source”. Over 30% of my patients come to our practice directly.
PT in Washington


In school settings, we no longer have the hassle of getting a physician referral every time a teacher asks for a PT consultation. This is a huge time saver and allows children to get the services they need more quickly.
PT in Massachusetts


During a difficult time for our practice when we had trouble getting insurance contracts and physician owned practice were on the rise, I found that direct access kept us in business and provided a new practice model that was soon thriving.
PT in Colorado


My patients have greatly benefited from direct access. I see many patients with BPPV and when they are dizzy, they need to be treated quickly. When they call, I can usually see them the same day. Direct access provides a great safety net for these patients since they know that they can get immediate help when they have problems.
PT in Pennsylvania


With direct access, I am the primary provider within my scope of practice. I am responsible for my patients. This increased professional responsibility may be stressful but is much more satisfying----& I believe it results in better outcomes for my patients.
PT in Colorado






Payment concerns
Referral source relationships
Marketing
Employer restrictions
Encouraging PTs to Embrace Change


Improved access FOR patients
•
•
• Faster access
Fewer visits
Decreased cost and time


Improved access TO patients
• Allows PTs to compete
 With POPTS
 With Hospital Organizations
 With Other Providers




Promotes professional autonomy
Supports collaborative (not hierarchical) relationships
Promotes a level of practice that is consistent with PT education


Ability to provide fitness, health promotion, prevention & other cash based services that are not traditionally covered under insurance plans

Health Care Reform and Payment Reform will likely change the way we provide care and get paid for our services

Referral requirements could be a barrier to participation by PT practices in integrated delivery models such as
Accountable Care Organizations (ACOs)



Inter-professional models of care delivery are being promoted.
Right provider for the right patient at the right time

Prevention and health promotion will have increased support under health care reform. Direct access will be critical for physical therapists to play an important role in this area.

Technology & tele-health are becoming more widely used & accepted, especially in under-served areas

Shortage of primary care physicians may provide opportunities for PTs to become both the entry point & the manager of some patient conditions, but only if there is direct access


Review payer contracts and begin negotiations to remove referral requirements


Redefine existing referral relationships
•
•
•
• Collaborative—not hierarchical
Referrals should go both ways
Ask for information---not permission
Educate referral sources about direct access— arm yourself with facts!


Build new key relationships
•
•
•
• Non-physician health care providers
Industry
Hospital administrators
Coaches, trainers, parent groups


Prepare PT clinicians both clinically and professionally
•
•
• Take advantage of provisions in current direct access law and use it now
Conduct a “readiness” assessment
Support PTs through the upcoming change in practice to ensure success



Emphasize internal marketing to current and former patients—build a community!
Begin marketing efforts directed toward consumers now.


Get members excited about practicing with direct access
•
•
•
• Have speakers at chapter and district meetings
Publish articles in newsletters and on websites
Provide case examples of direct access in different practice settings
Direct access is important for ALL members regardless of practice setting and regardless of whether they personally use it


Begin conversations with payers now
( A word of caution about the payment issue)




Begin training new chapter leaders with new energy to take this forward
Plan a victory tour to educate and inform members
Plan presentations at chapter and district meetings on the “how to” once the legislation passes---to keep the momentum


Educate PTs in hospital based outpatient settings about the specific requirements to implement direct access in their facilities







Help members & chapters network with one another
Education for hospital based outpatient facilities
Articles, podcasts, webinars & resources at www.apta.org/directaccessinpractice
Presentations at chapter & national meetings
Marketing support
Data


•
•
•
Make a Difference!
For your patients
For your practice
For the profession