SALES GUIDE
Community Care Solutions
Hospital Based Interventional Pain Management
Solution Offering:
Program Summary:
Community Care Solutions was founded by a group of healthcare and financial experts to provide Comprehensive
Pain Management Services to rural and community hospitals. Community Care Solutions has identified an unmet
need in rural and community areas for patients who experience chronic pain. Oftentimes community providers are
at a loss as to how to manage chronic pain patients, which may lead to pain patients being underserved and the
providers looking for a sound medical management approach.
A clinic-based Nurse Practitioner(s) in the local market is specially trained by Community Care Solutions to provide
Comprehensive Pain Management consultation to patients who experience pain. This Provider serves as the gatekeeper for all pain-related services. The Nurse Practitioner(s) will customize a plan of care for the patient which
may entail interventional pain procedures in the Hospital or other ancillary services that the Hospital may provide.
Compliance oversight is provided by a Board Certified Interventional Pain Specialist.
A locally based physician is trained by Community Care Solutions’ training physician to provide interventional pain
procedures in the outpatient hospital setting.
Patients are referred back to their primary healthcare providers for all other, non-pain related, care.
Who to Talk To:
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CEO
COO
CFO
CNO
CMO/Physician Liaison
Questions to Ask:
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Are you currently offering pain management services?
o If so, are you offering a comprehensive range of services to treat your patient community?
 If so, is the Hospital Clinical capturing all chronic pain patients in your service area?
What is your catchment area?
Is the clinic owned by the hospital?
Is there a staff physician who would be a good candidate to train to perform interventional pain procedures
in the Hospital, on an outpatient basis?
Business Challenges and Targeting Summary:
 Hospitals and physicians initial thoughts are of a “pill mill”, when, in fact, Comprehensive Pain Management
is the answer to the “pill mill” mentality, providing good healthcare with sound medical oversight, to a
community where pain patients are potentially underserved. Additionally, the Program provides
professional comfort to Family Practitioners who may not be trained to treat chronic pain patients.The result
of providing these services may protect providers from potential mismanagement of pain patients.
Supplier Overview:
Key Program Highlights:
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The facility is able to offer a new service line with no financial risk, bringing good healthcare to the
community while generating substantial cash flow for the Hospital
Clinic-based, Nurse Practitioner(s) serve as the primary providers of pain-related care, facilitating referrals
for diagnostic imaging, interventional pain procedures, physical therapy, mental health counseling,
chiropractic care, durable medical equipment and other ancillary services
A Board Certified Interventional Pain Specialist provides regulatory and compliance oversight
A local physician may serve as the proceduralist for interventional pain management procedures as hospital
outpatient services
Patients continue care with their primary care provider for all non-pain related care
Community Care Solutions provides training for Nurse Practitioners, Proceduralist Physicians, Clinical Team,
and Administrative Services
Nurse Practitioners, Clinical Team, and Administrative Staff are leased by Community Care Solutions (all
salaries, wages and benefits paid) when providing services related to the Comprehensive Pain Management
Program
Equipment, supplies, proprietary electronic medical records, laptops, etc., are provided by Community Care
Solutions
Competitors and Key Differentiations:
Company
Free Standing, Independent Pain Clinics
Competitors and Key Differentiations
Focus
Free Standing Independent Clinics do not
refer to local hospitals for care.
Why Are We Different?
Comprehensive pain management care is
coordinated by a Nurse Practitioner,
interventional pain procedures are provided
as outpatient services in the hospital setting.
The hospital, clinic, and ancillary services
will generate substantial revenue from a
Comprehensive Pain Management Program
Value Propositions:
Business Challenge (Pain Points)
Selling Message (Feature)
Hospitals/physicians do not want the
perception of a “pill mill”
A Board Certified Interventional Pain
Specialist provide Compliance oversight
The facility is owned by a large system that
may offer the same services at an affiliated
hospital
The program may be implemented in
conjunction with the services from a larger
city/system
Preliminary data to develop an initial pro
forma is often difficult to obtain
The hospital and clinic provide data about
payer mix and unique patients, based on a
specific set of diagnosis codes
Value Proposition (Benefit)
All regulatory aspects are considered to
ensure compliance with state and federal
controlled substance laws
Services are offered in the local community,
serving the needs of the patients within the
local area whereby the patient does not
have to drive outside of their area
When the facilities take the time to collect
this data, Community Care Solutions is able
to have tangible discussions about revenue
enhancement opportunities
Overcoming Objections:
Likely Objections
Responses
The facility is owned by a larger entity that does not have an
interest and/or perceives this initiative as competition
This is an opportunity to bring good healthcare to a potentially
underserved population. Community Care Solutions can support
the local facility and help build a new line of business that benefits
the patient population and fosters revenue for the local facility and
its ownership. Procedures that are more complicated will be
referred to the larger entity.
The medical staff is not interested in providing care to this patient
population
This is a very unique population with very specific needs. There are
mechanisms in place to ensure the facility and providers associated
with the Comprehensive Pain Management Program have the
ability to discontinue care to drug abusers.
The facility is small, with minimal staff, and cannot support a new
initiative
The implementation process of the Comprehensive Program
requires time for training; key departments are involved in the
process; however, this is a user friendly program that once
implemented services the community and enhances revenue for the
facility. In rural and community hospital settings, this may also
utilize staff that may otherwise have their weekly hours decreased.
Call to Action/Close/Steps to Implement:
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Based on this discussion, can you envision a Comprehensive Pain Management Program at your facility?
Suggest a call with Community Care Solutions management team for further discussion
Key Contact:
MDR™
559-447-4488