2005 BUSINESS DEVELOPMENT ACTION PLAN

Facility: Berkley Manor Date: February 6, 2006

Executive Director: Leonard Newson

Census Total MCR PP INS MCD VA/Hospice

Budget 94 12 14 3 60 5
Current (2/6/06) 95 17 6 6 62 4

1. Increase total ADC census to 90 by December 2005. (Dec. ADC 84.1) (January ADC 92.4) Team Leader: Exec.
Director
Target Action Responsible Completion Outcome/Follow-up
Person Date
Refer to quarterly 1. See attached marketing plan. Marketing Director Ongoing
marketing plan 2. Sales team to meet weekly to update plan as needed.
Hospitalizations: 1. Utilize hospital d/c tracking log and review with Medical DON Complete and Team is utilizing 24-hour report to
Reduce Director on a monthly basis. ongoing monitor changes in condition. Dr.
hospitalizations to 2. Develop form to demonstrate nurse to physician discussion Livingston to pick sample to review
<10% per month on changes in condition. records for staff response to changes in
by 12/05. 3. Develop training program on medication utilization and condition. (Completed)
November was side effects with assistance from facility pharmacist.
8%. December-
11.7,January-5.7.
Tour conversions: 1. Complete refurb pro forma. ED Complete Status of refurb: Started construction
Increase tour 2. Continue to follow-up with all touring families to determine 1.30.06.
conversion rates why Berkley or other SNF was chosen.
from quarterly 3. Regional Mktg Dir to conduct audit of all adm/mktg Action plan items from audit all complete.
average of 43% to systems
75% by 12/05.
January was 50%.
Physician 1. Increase communication to physicians by sending Marketing Director Complete and
referrals: Increase appreciation notes and triumphs happen cards. ongoing
physician referrals 2. Deliver collateral on a bimonthly basis.
by an average of 6 3. Schedule lunch presentations for those physicians that are
per month through not familiar with our services.
12/06. January
was 50%.

Clinical denials: 1. Continue to utilize RDCS for final say on all clinical ED Complete, Hospital b/u application sent 10/12/05.
Decrease clinical denials. ongoing No response.
denials from a 2. Explore hospital back-up program.
quarterly average 3. Identify niche and develop action plan Niche plan developed and approved for
of 2.7 denials to 4. Track top DRGs for denials 2006 budget.
no more than one
denial. January
had 8 clinical
denials and 5
financial.
Medicare: 1. Visit ER depts. twice a year. Marketing Director Complete Tour of Fitzsimmons complete. Facility
Increase Medicare 2. Schedule tour for Fitzsimmons VA facility. is expanding the number of available
ADC by at least 3. Refurb Project beds.
one per month 4. Presentations: To Hospitals and Physicians groups
through 12/05.
January 06 MCR
ADC was 13.6.

2. Reduce A/R days negative variance from (3.63) to zero by 12/31/05. (Actual for December +5.10)
Target Action Responsible Completion Outcome/Follow-up
Person Date
Private Accounts 1. Weekly A/R reviews and responsible party follow-up. ED Ongoing
2. 5-point collection process.
Medicaid Create MCD tracking form for Admissions and BO to utilize to BOM Complete Tracking form is being updated weekly
Accounts ensure app dates are complete.

3. Improve customer satisfaction survey score from 76% to 80% by 7/06.

Target Action Responsible Completion Outcome/Follow-up
Person Date
New admissions Associates to greet new admissions immediately upon arrival. Admissions Director Complete, Concern reports have drastically
AD to assign associate for each admission. ongoing decreased. No issues noted upon
admission.
Food and dining 1. Continue weekly food committee Dietary Manager 1. Ongoing One complaint regarding food made in
2. Post table tent at each table to indicate alternate menu 2. Posted on November.
3. Distribute copies of daily menu at breakfast wall.
4. Add stereo to all dining rooms 3. Ongoing
5. Cooks to visit after meal is served to welcome feedback 4. Complete
6. Research cooking classes for cooks 5. Ongoing
7. Add more garnishments 6. 12/31/05
8. Provide condiment basket in dining room 7. Ongoing
8. 12/31/05
Activities 1. Hire new activity director and assistants ED 1. Complete
2. Restart newsletter. To be sent to families with act. 2. 1/06
Calendar inserted.
4. Provide appropriate level of rehab to our skilled patients in the next 60 days. Current YTD RU average is 32.6 %. Prior year RU
average is 13.8%. The region YTD RU is 32%. December RU/RV percentage was 82.8%.
Target Action Responsible Completion Outcome/Follow-up
Person Date
Medicare services 1. Continue to select ARDs utilizing ARD selection tool and RSM Complete,
rehab 7-day recap report to select appropriate ARD. ongoing
2. Re-educate floor staffs to ensure residents are encouraged
to participate with therapist.
3. Therapists to attempt 2-3 times if patient refuses.

5. Improve labor $PPD from ($0.42) negative variance to budget in the next 30 days.
Target Action Responsible Completion Outcome/Follow-up
Person Date
Supervisors 1. Review HPPD report and overtime report on a daily basis ED Ongoing
and develop action plans based on trends.
2. Conduct PPD training with all department supervisors and
nurse managers.
3. Department managers to complete overtime analysis report
each week if department had overtime in previous week.

6. Deliver cost effective rehabilitation services to indigent population. Currently, the monthly cost is $19,597. The goal is less than $1,000
per month.
Target Action Responsible Completion Outcome/Follow-up
Person Date
Rehab staff 1. Validate payer through CWF.(Facility is developing an RSM Ongoing
committee to address this issue) December :
2. Track resident progress on a weekly basis to determine if 3 patients
restorative is appropriate.
3. At inquiry, assess cost, predict LOS and discuss with RVP.
4. Track disability eligibility for all residents without
Medicare

7. Increase arbitration agreement percentage from percentage of 74% (180 day percentage) to at least 85%. (December 100%)
Target Action Responsible Completion Outcome/Follow-up
Person Date
New admissions 1. Review Keane report weekly to track pending signatures. ED Ongoing 100% signed in November.
2. Admissions Director to inform ED if arbitration agreement
is refused.