Expanding your waiver services into a new state is exciting, but it also means starting fresh when it comes to building relationships. One of the best ways to hit the ground running is by establishing partnerships with local healthcare providers, community organizations, and government agencies. These connections are essential for getting referrals, gaining credibility, and making sure your agency fits seamlessly into the local healthcare landscape. Let’s dive into some practical tips to help you build a strong local presence as you grow. 

1. Start with Healthcare Providers: Your Key Referral Source 

Healthcare providers are often your best partners when expanding. Hospitals, clinics, and physician groups are constantly looking for trusted providers to refer their patients to, especially for long-term care services like home health and waiver programs. 

Attend Local Healthcare Events: Whether it’s a health fair, medical conference, or networking event, showing up in person helps you connect with local doctors, nurses, and care coordinators. Don’t hesitate to introduce yourself, explain your services, and let them know you’re a reliable partner. 

Build Relationships with Discharge Planners: Discharge planners at hospitals are your golden ticket to referrals. They’re the ones responsible for making sure patients are sent to the right care setting when they leave the hospital. Make sure they know about your waiver services and how you can help their patients transition smoothly into home-based care. 

Reach Out to Local Clinics: Partnering with local primary care clinics and specialty providers is another great way to establish yourself. These providers are often looking for trusted agencies to refer their patients to for ongoing care, and building a good relationship can keep your referrals steady. 

2. Get Involved with Community Organizations: They Know the People You Want to Reach 

Community organizations are well-connected to the people you want to serve. Whether it’s a local senior center, disability advocacy group, or religious institution, partnering with these organizations can help you build trust and visibility in a new area. 

Attend Community Meetings: Many towns have regular meetings or events for community groups, like councils on aging or disability rights organizations. Attending these meetings can introduce you to the leaders and influencers in your new region. It’s also a great way to learn about the unique needs of the local population. 

Collaborate on Educational Programs: Offering educational workshops or info sessions in partnership with local organizations is a great way to provide value to the community while also showcasing your expertise. For example, you can host a session on navigating Medicaid waivers or provide tips on in-home care for families. 

Support Local Events: Sponsoring or volunteering at local events—whether it’s a charity walk, health fair, or neighborhood block party—can help you engage with the community on a more personal level. It’s a subtle but powerful way to get your name out there and build goodwill. 

3. Build Connections with Government Agencies: They Can Open Doors 

Government agencies play a huge role in Medicaid waiver programs, so building relationships with them is a must. This can include state Medicaid offices, local health departments, and regulatory bodies overseeing waiver services. 

Reach Out Early: As soon as you’re planning to expand into a new state, start the conversation with the relevant government agencies. Understanding the state’s specific waiver program requirements and building a direct line of communication will make your expansion much smoother. 

Stay Involved in Policy Discussions: Many states have public meetings or advisory boards for Medicaid-related issues. By participating in these, you can stay informed about any upcoming changes in waiver programs, but more importantly, it helps you establish yourself as an active player in the state’s healthcare community. 

Leverage Their Resources: Government agencies often offer resources or training for providers entering their Medicaid system. Make use of these to ensure you’re meeting all the state-specific requirements while also networking with key players in the regulatory world. 

Final Thoughts: Make Connections to Grow 

Building a local presence when expanding to a new state is all about making connections. By forming solid relationships with healthcare providers, community organizations, and government agencies, you not only increase your visibility but also build trust and credibility in your new community. Take the time to attend local events, collaborate with organizations, and connect with key stakeholders. With the right partnerships in place, your expansion will be off to a strong start!