Disability Network Business Acumen

Disability Network Business Acumen


As the health care landscape changes, community based organizations (CBO’s), such as organizations that are providers of OPWDD services, are finding that there is a need to adapt to the changing environment and explore new opportunities for engaging health care providers and payers in partnerships. OPWDD will be expanding, tailoring, and implementing New York’s Health Home care management model to serve people with intellectual and developmental disabilities (I/DD).

Here in New York, providers can develop successful strategies to build, implement, and participate in integrated care systems (CCO/HHs). 

Where to Start?

The Readiness Assessment Tool from the Aging and Disability Business Institute can help guide your organization through the process of successfully preparing for, securing, and maintaining partnerships with the health care sector. This allows your organization to assess its current readiness, while also providing a framework and resources for navigating the process successfully. 

The assessment includes 7 modules: Change Readiness, Strategic Direction Readiness, Management Readiness, Leadership Readiness, External Market Readiness, and Partnership Development Readiness.  Assessment results are displayed in a report that includes your organization’s current strategic direction as well as helpful resources to further organizational readiness.  

Readiness Assessment Tool

Basic Training

Business Acumen 101: Modernizing Your Community Based Business in a Changing Environment. “Where your mission meets the road” 

The Disability Network Business Acumen Center hosted a webinar for Community Based Organizations (CBO)*, whose mission is rooted in supporting people with disabilities and/or older adults to have vibrant and meaningful lives in their community. This mission is achieved through a culture and philosophy that values person-centered practices which in turn has yielded a highly customized and community specific provider network. With the movement toward integrated health care, join the Disability Network Business Acumen Center to learn more about national efforts to help CBOs sharpen their business skills in order to translate their mission and expertise into value-add partnerships with a variety of payers including managed care organizations.  


Are We Saying the Same Thing? The Language of Long Term Services and Supports and Managed Care 

The words people and organizations use demonstrates their perspective on an issue and provides a frame of reference for discussions. However, different fields, populations and organizations have varying degrees of understanding and use of the terminologies used by those they may want to do business with. Community Based Organizations (CBO) looking to work with new integrated care/service systems such as Managed Long-Term Services and Supports (MLTSS) need to understand the common terminology used in those systems. This webinar helped participants learn more about how the use of a common language can help further their efforts to develop collaborative relationships with health plans and other integrated care or service systems while continuing to further your mission.  


Advanced Training

Resources Addressing Specific Topics:

Our vision of strong partnerships that will increase access to quality services across the health, behavioral health and habilitation worlds will be supported as we collectively share information such as how to:


Build relationships with health care providers and payers

Community Based Organizations (CBO) seeking to sell services to deliver services for health plans and other payers must evaluate their market, understand their value proposition and target services to needs. This activity requires CBOs to gather information that will provide insight and a new perspective on potential opportunities. Successful organizations will use that information to creatively pursue opportunities for serving their populations in new ways and adapt to a changing health and human services environment

Price and bill for services

Community-based organizations (CBOs), including Area Agencies on Aging (AAAs) and organizations that serve people with disabilities have the experience, community knowledge, and service delivery expertise to be valuable partners to traditional health care entities in the new value-based and accountable care environment. CBO services can and should be integrated into the wider paradigm to achieve true person-centered services and population-health goals that keep older adults and people with disabilities in their homes and communities for as long as they desire. 

To be successful in this new environment, CBOs need to learn how to cost and price-model their services accurately, to ensure both marketability to potential payers, as well as financial sustainability once a contract is in place.  In this webinar, developed by the Aging and Disability Business Institute, participants will learn key steps and definitions in cost and price- modeling; how to translate their organization’s work into the elements of a price model; and how correct pricing strategies can help CBOs achieve and advance their core mission, while maintaining viability and even growth.

COST-Modeling Training


Describe how services will generate return on investment and cost savings for payers 

Estimating the financial value of the services your community-based organization (CBO) provides, and developing a Return on Investment (ROI) calculation are important competencies that can help a CBO make a compelling business case to a potential health care partner.
This webinar, part of a series supported by the Administration for Community Living’s (ACL) Business Acumen Learning Collaborative, focuses on calculating how a CBO’s interventions can result in substantial savings for the health care entity related to readmission avoidance. Using an Excel-based ROI calculation tool, the presenter walks through how it can be applied to a variety of ROI assessments. 

Return on Investment Training


Negotiate contracts 

In this 2017 webinar, part of the National Association of Area Agencies on Aging’s (n4a) regional meetings, an agency director provides a practical overview of the steps the organization took as it considered and began implementing integrated care contracts with health care payers.  The director covers many topics that can help a community-based organization (CBO) interested in health care partnerships -- such as initiating outreach to payers, choosing services for contracts, creating the administrative supports necessary to be an efficient contracting partner, and general lessons-learned from both the pre-contract and post-contract perspectives of an active integrated care CBO.

INTEGRATED Care Model Training