Making it Personal: A provider’s experience8th May 2012

Steve Scown

The Immediate Challenges

• Traditional services currently offer more secure income streams

• Traditional services are less and less in demand

• Personalised services will be what people want to buy and have funding for

• Personalised services will have very small and fixed margins

The Provider Conundrum

Managing yesterday’s services today whilst developing new ways of listening and responding to

tomorrow’s customer – and accepting less money for doing

it.

Market Dynamics

Now B2B B2C

Future B2B

B2C

Public Sector Austerity

The LA commissioned service

Paul lives in a home with 4 other peopleLocal Authority pays Dimensions £50k per annumHome has a team of 5 staff – there is 1 staff there all the time during the day and sleeps in at nightThere are 40 hours per week shared amongst the groupPaul wanted to go abroad for a holiday and a group of 8 people decided if that was OKPaul spends 2 days a week at the local learning disability day centre and the rest at leisure.

What Paul wants

Paul has an Individual Budget of £34k.

Paul pays Dimensions £22k a year for: Support in the mornings whilst his Mum is at work Support 2 days a week whilst he works in a garage keeping the floor clean and the place generally tidy

Support every 4th weekend whilst he goes away for short breaks – either camping or on a city break

One of his support workers is his cousin at his family’s insistence.

Paul is offering a one-off £3k payment if Dimensions can find him a job which he can keep for 6 months.

“It is not the strongest of the species that survive, nor the most intelligent, but the one that is most responsive to

change”

Charles Darwin

The key questions we considered

What do you want Paul and his family to think of you and your

company?

How will you help Paul decide what he wants?

What will you offer Paul and his family/ circle of support?

One-offs offers

Something a family may purchase which may or may not lead on to further business

•Facilitation of a PCP

•Support Design

•Behaviour Analysis Review

•AT Assessment

•Holidays

•Service Design

•Benefits Review

•H&S Environment Review

•Housing Brokerage

Defined Term Offers

Something a family may buy for a fixed period of time with a pre-determined out-come

•Life skills training•Community integration•Active support•Job skills training•Facilitation of PC Review

On-going Offers

Something a family would purchase without an end timeframe

• Personal Care & Support• Sleep-in• Live-in-support• Short Breaks• Training of PAs • Quality Assurance

On-going Offers (continued)

• Waking night • Housing related support• Recruitment of PAs• Management of team of PAs• On-call & out-of-hours support

So how about the money?

Overhead activityABC/ Insurance Model/ Variable Input

PremiumsClient Group/ Postcode

SpecialsRefunds/ discounts / free offers

How will you help Paul recruit the right people?

Bespoke Person Specification

- Job Description- Employment Contract- Rate of Pay

What makes a good support worker good?

You Decide – We Employ

So what about the people we’re already supporting in

traditional services...