Virtual Tough Training – Inpatient Units & The Model – March ’21 – VIDEO

An Inpatient Unit changes EVERYTHING about a Hospice—and it has to be managed accordingly. In this Tough Training, Andrew challenges IPU Leaders to abandon the familiar, face the quantified Reality, and operate from Best-Known Success Patterns rather than habit. The work centers on full occupancy, strong GIP utilization, Perfect Visits with Perfect Documentation, referral confidence, extraordinary People Development, and knowing the unit’s “Magic Number”—one patient above break-even.

The IPU Leader’s first duty is to Teach. That means developing people deeply enough that Standards hold when the Leader is not present, families remain involved rather than being pushed aside, and the unit becomes a place where Mission and economics reinforce one another. The goal is not simply to keep the doors open. It is to build an IPU that is extraordinary in BOTH care and performance.

What the Training Covers

• The IPU Leader as Teacher
  Moving beyond directives and supervision toward deep Teaching, System 7, People Development, and the transfer of the WHY behind every important practice.
• The “Magic Number” & Financial Reality
  Understanding break-even, managing one patient ABOVE it, using contribution margin, and recognizing how even one additional average patient can materially change IPU profitability.
• Occupancy, GIP & Referral Confidence
  Refusing to accept empty beds as normal, giving the IPU Leader authority to find appropriate patients, and protecting referral relationships by eliminating language such as “we’re full” or “we’re not taking patients.”
• Perfect Visits, Perfect Documentation & Standards
  Applying Perfect clinical Standards inside the IPU so Quality and economics improve together rather than being treated as separate goals.
• Families, Staff & Extraordinary Care
  Teaching staff and families to participate in care, avoiding the mistake of doing everything for caregivers, and creating an IPU where people are developed rather than merely managed.