Hi team click on link and review the planned pricing increases - let me
know if any questions as this will happen quickly. We have until Thursday
to make any edits so please review thoroughly and let me know if you see
any issues. Thanks in advance. Angie
---------- Forwarded message ---------
From: Benjamin Lewis <benjamin.lewis@thekey.com>
Date: Mon, May 9, 2022 at 6:39 PM
Subject: Re: Existing Client Annual Rate Increase Process and Communication
To: Angie Markwell <angie.markwell@thekey.com>
Cc: Chen Xie <chen@homecareassistance.com>, Aileen Ruffin <
aruffin@homecareassistance.com>, David Durbin <
david.durbin@homecareassistance.com>, Melissa Reyes <
melissa.reyes@homecareassistance.com>, Tad Smith <
tsmith@homecareassistance.com>, Brian Scott <bscott@thekey.com>, Rebecca
Howe <rhowe@thekey.com>, Gary Scott <gscott@homecareassistance.com>
Hi team,
Please see the below link to the document for distribution. This should
link to a version entitled "Working" and have separate tabs for each of
your respective divisions (to hopefully cut down on the number of
concurrent users in the same area). Please let me know if there are any
issues or questions that are escalated on your team and I will
update/correct as quickly as possible.
https://docs.google.com/spreadsheets/d/163XbiGMzj-4VwQZasNN9SR4hOA6o_9wXBbzCJMkY0Xw/edit?usp=sharing
Angie, I will reach out on the side to find out how I can cut down on the
effort from your teams as much as I can.
Thank you all!
On Mon, May 9, 2022 at 11:21 AM Angie Markwell <angie.markwell@thekey.com>
wrote:
> I am ok with what you have sent as long as the Connecticut and Seniors in
> Place price increases are embedded in the plan.
>
> On Mon, May 9, 2022 at 1:27 PM Benjamin Lewis <benjamin.lewis@thekey.com>
> wrote:
>
>> Correct, the deadline today is to make sure we have provided you and your
>> teams with all necessary information, but that all exceptions made to the
>> guidance rates are made by EOD Thursday 5/12.
>>
>> For those with price increases already underway from other activities
>> like your work with Tender Rose, column V does have a selection available
>> to indicate that the reason the rate guidance is being changed is due to a
>> 'Recent Rate Increase'. I think a good process there would be to change the
>> rate increase in column U to $0, use that selection in column V, and
>> prevent any communication from this process to muddy the waters. We can
>> then handle those individual cases on the side.
>>
>> I will work through adding margin this morning before distribution.
>>
>> For parameters, the guidance we had was to use those with billed revenue
>> over the last 6 weeks. Service start dates within the last 2 months (3/1
>> and forward) filtered down the guidance rates to $0 for that population. As
>> for the last increase date, the way I understood it was that there wasn't a
>> definitive field that would establish that, so we deferred to the reason
>> field mentioned above where a team member could indicate that a recent rate
>> change was already applied to that client.
>>
>> Thank you for the clarifying questions, Chen.
>>
>> On Mon, May 9, 2022 at 10:10 AM Chen Xie <chen@homecareassistance.com>
>> wrote:
>>
>>>
>>> Hi Ben, so I’m clear this deadline today is only for comments on the
>>> dataset right? The final requests per the timeline are due on 5/12 Thursday?
>>>
>>> I will echo David and Angie’s question from earlier - I have tender rose
>>> already underway on a price increase, I’m happy to compare notes on the
>>> output to ensure we achieve the dollar target, but that work has already
>>> advanced separately.
>>>
>>> Next, it would be helpful for us to know the caregiver margin on these
>>> cases if you have it easily, that’s a crucial bit of information.
>>>
>>> Finally, I just want to understand the parameters of the pull. Was it
>>> all clients regardless of start date or simply a different cut off than the
>>> last six months we used last time? Was it also exclusive of clients who
>>> just received a price increase in the last few months, is there any
>>> notation available on when their last increase was?
>>>
>>> Best
>>> Chen
>>>
>>>
>>> On May 9, 2022, at 10:05 AM, Benjamin Lewis <benjamin.lewis@thekey.com>
>>> wrote:
>>>
>>>
>>> Just a friendly nudge since I sent this late Friday and am hoping to get
>>> items out for distribution midday today so we can maintain the original
>>> schedule. When you have a minute this morning, please let me know if there
>>> is anything that jumps out at you from the information provided. Otherwise,
>>> I am planning to send over the versions and links for distribution in about
>>> three hours.
>>>
>>> On Fri, May 6, 2022 at 10:32 PM Benjamin Lewis <
>>> benjamin.lewis@thekey.com> wrote:
>>>
>>>> Hello Division leaders and leadership team,
>>>>
>>>> I am sharing a link to our working test of the Annual Existing Client
>>>> Rate Increase Worksheet here: *https://docs.google.com/spreadsheets/d/1Piih-WRmJhkJk1CjiEqz-bhliqCiJXRbPlQEJoPTD64/edit?usp=sharing
>>>> <https://docs.google.com/spreadsheets/d/1Piih-WRmJhkJk1CjiEqz-bhliqCiJXRbPlQEJoPTD64/edit?usp=sharing>*
>>>>
>>>> Included in this spreadsheet are 4 tabs we would like you to review. I
>>>> will do my best to provide as much context as possible in this email and
>>>> the associated materials, but I want to be upfront and say that if you have
>>>> any burning questions or large objections, don't hesitate to bring them to
>>>> me directly.
>>>>
>>>> Here are quick descriptions on all 4 tabs:
>>>>
>>>> *1. Current Timeline -* This will keep track of our progress across
>>>> the various deliverables/timelines set out previously.
>>>> *2. Executive Review - Rate Guidance - *See attached for a description
>>>> of what each section of the sheet means. Overall, through our research this
>>>> week, we have settled into a proposal of $3 for all hourly rates in the
>>>> lowest quartile of their region, $2 increases for the remaining hourly
>>>> population, and 5% increases for Per Visit and Live-In clients.
>>>> *3. Worksheet Instructions - *This will detail our expectations for
>>>> your team members. Please let me know if anything is unclear/tough to
>>>> understand.
>>>> *4. Worksheet - *This tab will be broken up in the version for
>>>> distribution, but should closely mirror what Gary provided previously and
>>>> follow the instructions laid out on tab 3.
>>>>
>>>> This spreadsheet is designed solely for executive review. Assuming all
>>>> checks out with this smaller group, only the Worksheet and its associated
>>>> instructions will be distributed to your team members (I will be breaking
>>>> them out by Division to help cut down on people using the same tab at once).
>>>>
>>>> As discussed in the Executive Meeting I jumped on earlier this week, we
>>>> are hoping to leverage this familiar process to get a quick turnaround on
>>>> these rate changes, so please raise any issues prior to *11 AM Pacific
>>>> on Monday 5/9*. At that time, I will make any final changes and send
>>>> the version to be distributed to your teams with additional info at that
>>>> time.
>>>>
>>>> Thank you ahead of time for you and your teams' partnership and help in
>>>> ensuring a smooth process,
>>>> Ben
>>>>
>>>> On Wed, May 4, 2022 at 10:52 AM Benjamin Lewis <
>>>> benjamin.lewis@thekey.com> wrote:
>>>>
>>>>> Hello Executive Team,
>>>>>
>>>>> Thank you for your time this morning. See attached for the prior
>>>>> year's client communication template. Additionally, see below for the
>>>>> proposed timeline that was reviewed:
>>>>>
>>>>> *Mon 5/2 -* Project was kicked off with Gary Scott handing off prior
>>>>> year's analysis to Ben Lewis in meeting with Brian Scott and Rebecca Howe.
>>>>> *Tue 5/3 - Fri 5/6 - *Ben to pull data and structure it for internal
>>>>> distribution. Analysis to be completed on rate guidance for increases by
>>>>> clients, targeted at moving current lower quartile rates up to market
>>>>> averages. Additionally, in the interim, Ben to work through verbiage
>>>>> in proposed mail format with Executive Team and client sales.
>>>>> *Fri 5/6 -* Distribution to 5 division heads to be filtered down to
>>>>> their regional team members for review.
>>>>> *Fri 5/6 - Thu 5/12 - *Time set aside for individual office review,
>>>>> with escalations addressed, and expectation that all edits are completed by
>>>>> end of period.
>>>>> *Fri 5/13 - Mon 5/16 - *Ben to synthesize information over weekend to
>>>>> ensure no transposing of contact information/other details, as well as
>>>>> removal of any inactivated clients since project kickoff.
>>>>> *Tue 5/17 -* Vetted client list and dataset provided to
>>>>> TownMailer/Kate Goodwrich for distribution with projected go-live date for
>>>>> rate increases effective Monday 6/6 or Monday 6/20 (only for those
>>>>> locations where regulations are required for 30-day notice).
>>>>>
>>>>> Please feel free to reach out with any questions or other items to
>>>>> address.
>>>>>
>>>>> --
>>>>> Ben Lewis
>>>>> Pricing Director
>>>>> benjamin.lewis@TheKey.com <Ben.Lewis@TheKey.com>
>>>>> (858) 945-4975
>>>>> TheKey.com <https://www.thekey.com/>
>>>>> [image: TheKey] <https://www.thekey.com/>
>>>>>
>>>>
>>>>
>>>> --
>>>> Ben Lewis
>>>> Pricing Director
>>>> benjamin.lewis@TheKey.com <Ben.Lewis@TheKey.com>
>>>> (858) 945-4975
>>>> TheKey.com <https://www.thekey.com/>
>>>>
>>>>
>>>
>>> --
>>> Ben Lewis
>>> Pricing Director
>>> benjamin.lewis@TheKey.com <Ben.Lewis@TheKey.com>
>>> (858) 945-4975
>>> TheKey.com <https://www.thekey.com/>
>>>
>>>
>>
>> --
>> Ben Lewis
>> Pricing Director
>> benjamin.lewis@TheKey.com <Ben.Lewis@TheKey.com>
>> (858) 945-4975
>> TheKey.com <https://www.thekey.com/>
>>
>>
--
Ben Lewis
Pricing Director
benjamin.lewis@TheKey.com <Ben.Lewis@TheKey.com>
(858) 945-4975
TheKey.com <https://www.thekey.com/>