Would you consider buying a home over the Internet? Most of us would answer that question with a resounding “no.” We want to see the neighborhood. How good are the schools? Is the roof sound, or is there water damage?
Pictures can be deceiving. And many questions cannot be answered without healthy give-and-take between the buyer and seller.
A comparison can be made with what is required for our elected officials. Washington policymakers are consumers of information and make decisions based on what is presented to them. Through a consistent relationship with your members of Congress, you can provide the healthy give-and-take needed to encourage a full understanding of HME and the patients we serve.
And our field has an awful lot of selling to do.
Our businesses are facing competitive bidding, proposals to cap oxygen rental at 18 months and change power wheelchair reimbursement options, price erosion and other legislation that could seriously impair our industry. However, we have the potential to affect legislative outcomes by becoming involved in the process. We must stand up for home care.
Congressional perspectives can easily be tainted by word of mouth or by news articles highlighting massive fraud in the industry. These perceptions will only continue to go unchecked if providers and patients do not give direct input on the issues. Can we afford to let our policymakers make major decisions about home care without hearing our side of the story?
It is AAHomecare's job to present our message on Capitol Hill. But the association cannot be effective without your support and guidance. We all must participate, advocate and educate.
I strongly suggest getting to know your congressional delegation and the key legislative staff in their home and Washington offices. Face-to-face meetings are the most effective way to share information with members of Congress, but phone calls, letters and encouraging your patients to get involved are also beneficial.
You don't need exhaustive knowledge about current legislation. Remember, we are not here to rewrite the Constitution but to explain the issues we are facing and what problems future legislation may cause the industry. Should your representatives or senators have questions to which you don't know the answers, it is fine to tell them you'll get back to them with more information. Remember, ultimately, they work for you.
When I meet with my congressman, I like to think that this is just another sales call — and I know my business better than they do. If you feel overwhelmed at the prospect of a congressional meeting, please feel free to contact a member of AAHomecare's lobbying staff for guidance.
It is important that you educate yourself on the issues that are going to directly affect you, including competitive bidding and accreditation. Medtrade, our industry's largest event, is a great place to learn and is an opportunity to meet with your contemporaries. Pre-conferences on reimbursement and continuum of care provide a focused curriculum on issues HME providers face, and you will have opportunities to network with your peers and discuss the issues facing your business.
AAHomecare's annual Washington Legislative Conference is another excellent opportunity to learn about lobbying and advocacy. This year, we had the most successful conference in recent memory because home care providers realize that our industry will not survive if we do not accept the challenges and advocate for our future.
One of the primary goals of AAHomecare is to advocate forcefully for home care and seek policies that will make us flourish. This, in turn, will ensure that we are able to provide quality care to our patients.
But an association needs industry-wide input to be truly effective. If we, home care providers, are better able to harness the experience and know-how of those who have direct knowledge of our business, we can be a formidable force on Capitol Hill, and we will be more successful in charting a positive course for ourselves and the patients who rely on us.
Alan Landauer is chairman of Landauer Metropolitan, Mt. Vernon, N.Y., and serves as chairman of the American Association for Homecare, Alexandria, Va. He may be contacted by e-mail at alandauer@landmetro.com. For more information about the association, call 703/836-6263 or visit www.aahomecare.org.
