Expanding your waiver services into a new state can be a game-changer for your business. But to really make it work, you need more than just a good service—you need strong local connections. Establishing relationships with local healthcare providers, government agencies, and community organizations is key to building a solid referral network and setting yourself up for success in a new market. 

1. Connect with Local Healthcare Providers 

Healthcare providers are often the gatekeepers to clients who need your services. Whether it’s hospitals, primary care physicians, or home health agencies, building relationships with local healthcare professionals can give you access to a steady stream of referrals. 

How to Build Relationships with Healthcare Providers: 

Reach Out to Physicians and Clinics: Start by contacting primary care doctors and specialists who work with elderly or disabled patients. Let them know about your services and how you can complement the care they’re already providing. Offering solutions like personal care, respite services, or in-home care can make their jobs easier and improve outcomes for their patients. 

Partner with Hospitals: Hospitals, especially discharge planners, are key players when it comes to referring patients who need ongoing support after leaving the hospital. Reach out to hospital social workers or case managers and explain how your services can help bridge the gap between hospital care and home care. 

Collaborate with Home Health Agencies: Home health agencies provide medical services, but often their clients also need non-medical support, like personal care or help with daily activities. Forming partnerships with these agencies can be a win-win—you provide the services they don’t offer, and they send clients your way. 

Best Practice: Offer to host an informational session or lunch-and-learn with healthcare providers to introduce your business. This gives you face time with key players and positions your business as a valuable partner in their network. 

2. Work with Government Agencies 

In many states, government agencies play a huge role in connecting clients with waiver services. From Medicaid offices to local agencies on aging, these organizations can help steer clients your way if you establish a strong partnership with them. 

How to Build Connections with Government Agencies: 

Medicaid Offices: Since Medicaid is a major payer for waiver services, it’s important to connect with your state’s Medicaid office. Learn who the decision-makers are, build relationships, and stay informed on how the state refers clients to providers. 

Area Agencies on Aging (AAAs): AAAs provide resources and referrals for elderly individuals in need of care. Establishing relationships with AAAs can help you tap into a key demographic for your services. Offer to be a resource for their clients by providing information on your waiver services and how they can benefit. 

Department of Health and Human Services: Some states have a health or human services department that handles long-term care and disability services. Make sure you’re on their radar by introducing your business, explaining your services, and offering your assistance to their case managers or service coordinators. 

Best Practice: Attend local government-sponsored events or community meetings to meet key players in the public sector and demonstrate your commitment to serving the community. 

3. Partner with Community Organizations 

Community organizations, like senior centers, disability advocacy groups, and non-profits, often have direct relationships with the populations you serve. They can be powerful allies in spreading the word about your services and sending clients your way. 

How to Get Involved with Community Organizations: 

Join Local Groups: Find out which community organizations or non-profits focus on the populations you serve—whether it’s the elderly, people with disabilities, or families in need of support. Get involved by attending their events, sponsoring activities, or offering your expertise as a guest speaker on topics related to waiver services. 

Offer Resources and Support: These organizations are always looking for resources to help their clients. Offer to provide brochures, educational materials, or even training for their staff on how to access waiver services. This positions you as a trusted resource and makes it more likely they’ll refer clients to you. 

Network at Community Events: Many community organizations host events, fundraisers, or resource fairs where you can meet potential clients and referral sources. Attending or sponsoring these events is a great way to network and establish your presence in the community. 

Best Practice: Consider creating a partnership program where you actively collaborate with community organizations. For example, you could offer special workshops or clinics in partnership with these groups, providing value to their members while promoting your services. 

4. Leverage Referral Networks 

Once you’ve made these connections with healthcare providers, government agencies, and community organizations, it’s time to build a referral network. A strong referral network can ensure a steady flow of clients and help establish your business as a trusted service provider in the new state. 

Tips for Building and Maintaining Referral Networks: 

Make Referrals Easy: Set up a clear and simple referral process for your partners. Whether it’s a form they can fill out online or a direct phone line for referrals, the easier you make it, the more likely they are to send clients your way. 

Stay Connected: Don’t just make connections and disappear. Keep in touch with your referral sources by sending periodic updates, checking in on how you can help them, and providing feedback on the clients they refer. A strong relationship is built on regular communication and mutual support. 

Offer Incentives: While some referral sources, especially healthcare providers, may not accept financial incentives, you can still offer value in other ways. For example, you could provide free training on waiver services, share educational materials, or simply express gratitude through small gestures like thank-you notes or shout-outs. 

Best Practice: Consider using a referral tracking system to keep tabs on where your referrals are coming from, which partners are sending you the most clients, and how you can strengthen those relationships. 

Conclusion 

Expanding your waiver services into a new state can be a smooth process when you have the right connections in place. By building relationships with local healthcare providers, government agencies, and community organizations, you’ll create a strong referral network that will help your business grow in the new market. Focus on building trust, providing value, and staying involved in the community, and you’ll see your efforts pay off with a steady stream of clients.