Liaison Orientation & BD Plan

Your roadmap to 40 discharges/month

Monthly Target
40

Discharges per month

Required Liaisons
2

Full-time positions

Per Liaison Target
20

Discharges per month

Average LOS
12

Days (industry standard)

Shannon: West Bank Territory (The Defender)
Target: 20 discharges/month
Primary

West Jefferson Medical Center

960 IRF-appropriate/year • 816 leaking to SNFs

Target: 12/month • 60% of time

Ochsner West Bank Campus

640 IRF-appropriate/year • 544 leaking to SNFs

Target: 6/month • 30% of time

St. Bernard Parish Hospital

Smaller volume, zero competition

Target: 2/month • 10% of time

Key Physician Targets:

  • Orthopedic surgeons (hip/knee replacements)
  • Trauma surgeons (hip fractures)
  • Hospitalists (stroke, debility)
  • PM&R physicians
Bridget: East Bank Territory (The Hunter)
Target: 20 discharges/month
Primary

Ochsner Medical Center (Main)

2,800 IRF-appropriate/year • 2,380 leaking to SNFs

Target: 10/month • 50% of time

East Jefferson General Hospital

800 IRF-appropriate/year

Target: 5/month • 25% of time

Tulane Medical Center

Academic center, complex cases

Target: 3/month • 15% of time

University Medical Center NOLA

Safety net hospital, Medicaid/Medicare mix

Target: 2/month • 10% of time
Why 2 Liaisons?

Geographic Coverage: West Bank vs East Bank requires separate presence

Relationship Density: 1,823 physicians + 8 major hospitals = too much for 1 person

Redundancy: Vacation/sick coverage ensures no referral gaps

Specialization: One focuses on acute hospitals, one on SNF interception

The Liaison Mindset

You are not a salesperson. You are a patient advocate.

Your job is to ensure that every IRF-appropriate patient in your territory gets the option to come to United Medical HealthWest. You're not "selling" anything - you're educating case managers and physicians about a better post-acute option that gets patients home faster.

1. Show up consistently

Be at your hospitals 2x/week, every week, no excuses

2. Build trust

Never lie about bed availability or patient appropriateness

3. Follow up relentlessly

Every referral gets a same-day response, every time

You've got this. Now go fill those beds.