Case Studies – Assisted Living Memory Care

Challenge

Client has 31 AL/MC Communities in the Southeast and needed a candidate who was an “enhancing agent” rather than a “change agent” since this company had excellent systems and operates with a high level of efficiency.

Candidate Placed

Vice President of Operations: BA in Communication. Senior Living leader responsible for19 Assisted Living/ Memory Care communities with one additional under construction and one in the permitting process and responsible for $100,000,000 in revenue.

• Communities under their oversight experienced 12% higher associate satisfaction
• Average Executive Director Longevity for stabilized communities is 12 years; retained 6 of 8 Start-Up Community Executive Directors & promoted from within to fill 1 of the 2 vacancies
• Assumed responsibility of a 9th start-up community; increasing revenue by $470,000 per month within 19 months while increasing census 34%

Challenge

Client owned 16 AL/MC/IL communities in the Midwest and wanted a COO who could bring standardization processes and policies to a portfolio where each ED was accustomed to doing their own thing.

Candidate Placed

Regional Director of Operations: BA with 20+ years of progressive Senior Living leadership experience. Currently responsible for the overall operations of 6 not for profit CCRCS in 3 states comprised of 2500 units; IL/AL/Memory Care and SNFs.

• Grew overall occupancy of 6 CCRCs from 88% to 91%
• Strong relationship builder who achieves results by successfully partnering with Executive Directors and their teams
• Strong financial manager – track record of improving financial performance through increased revenue and identification of expense reduction avenues

Challenge

Client owned 9 AL/MC Communities in the Northwest and wanted to hire a COO who could grow their portfolio from 9 to 20+ communities and allow CEO to focus on growing other areas of their business outside of their Senior Living Industry

Candidate Placed

Chief Operations Officer: This candidate has over 10 years of experience in Independent & Assisted Living/Memory Care and Skilled Nursing with multi-facility oversight

• He led the growth of his current company to 31 AL/IL/Memory Care communities with 8 more under construction with an annualized revenue over $110 million.
• Responsible for developing and executing strategic initiatives in company infrastructure, systems and personnel in preparation for sustained growth objectives of 6-8 new communities per year for the next three years.
• Involved with but not limited to: Site location, pre-opening marketing, competitor analysis, demographic analysis, penetration analysis, entitlements, site plan, facility layout development, interior design, facility design/needs analysis, oversight and completion/filing of RCFE/Assisted Living applications in many states.

Challenge

Client has 10 AL/MC Communities in the Southeast and needed an RVPO with previous ED experience. The previous RVPO did not have experience as an Executive Director and was not able to earn the respect of the EDs in their region.

Candidate Placed

Regional VP of Operations: BS in Business Administration. Licensed Assisted Living Administrator in Southeast. Has experience as a Nurse Manager for multi-site assisted living communities, Has ED experience with 4 years as an Operations Specialist.

• Increased ADC within communities 2-8% within the first 3 months for each site.
• Has led buildings with units ranging from 45 to 300 residents within multiple markets throughout the East Division. Transitioned multiple communities from a net operating loss into positive NOI within 3 to 6 months.
• Stabilized culture within communities served to increase both associate satisfaction as well as resident satisfaction with the goal of reduced turnover for associates as well as closing the back door for resident move outs.

Challenge

This was an Assisted Living and Independent Living community located in the upper Midwest who needed VP of Sales & Marketing who could mentor the Regionals and community Sales staff to increase sales leads and improve closing ratios.

Candidate Placed

VP/ Regional Director of Sales & Marketing; BA in Healthcare Administration. Dynamic Sales executive in Senior Living with over 20 years of sales experience in the healthcare field.

• Has created sales and marketing plans and budgets for up to 33 centers in two States
• Increase of professional referrals by 35 % in State Market
• Increase of occupancy from 78% to 93%.

Challenge

Client had 9 AL/MC communities in the Southeast and needed a high energy, metrics driven regional who could be a “hands-on trainer” who could increase the # of referrals in each community and raise the closing percentage for presentations made.

Candidate Placed

RVP Sales and Marketing: High-achieving VP of Sales specializing in Senior Living. Offering over a decade of experience and a demonstrated record of accomplishment in increasing occupancy, revenue and creating a positive sales culture.

• Grew Region from 75% to 99% from 2014-2015 and maintained high occupancy through 2017 with company. (11 communities)
• Grew census in revenue in every market assigned from 2017-2020 from a 9 community regions to 17.
• Experience as a national sales trainer with role to develop sales director’s skill sets to achieve high occupancy.

Challenge

Our client’s region had 5 AL/MC communities in the South and needed a Regional Nurse who could improve the quality of care while battling the COVID-19 Pandemic.

Candidate Placed

Regional Nurse Consultant: This candidate is an RN/BS in Health Care Administration with 6 years in multi-facility roles, including the VP of Nursing position for 50 AL/MC/IL communities.

• This candidate is currently a Regional Director of Infection Control for 16 AL/MC/IL communities in 5 States.
• Implemented Policy and Procedures with medication and staff training regarding Covid-19.
• Implemented Infection Control and Person Protective Equipment (PPE) training staff on airborne viral Covid-19 containment and testing.

Challenge

The Client has 18 AL/MCs in the South and needed an Executive Director who could turnaround a large AL/MC community by improving employee morale, improving community reputation and increasing the overall occupancy.

Candidate Placed

Executive Director: This candidate is currently overseeing a 113 unit Independent/Assisted Living community that was a start-up in May 2017.

• Pre-filled community with 74 waitlist depositors prior to opening.
• Increased community occupancy from 72% to 92% ending 2018 at +7 units to budget
• Reduced staff turnover by 8%
• Scored 94% on quality survey exceeding company benchmark of 90%.

THIS CANDIDATE NOTE ONLY TURNED THE COMMUNITY AROUND BUT WAS PROMOTED TO A RDO ROLE

Challenge

Client had a large (240 bed) AL/MC community in the South with a 95% occupancy that was loosing money because the budget was being mismanaged. They needed an Executive Director who could manage the budget to produce a profit.

Candidate Placed

Executive Director: This candidate has a BA/MA in Food & Nutrition and is Assisted Living Facility Administrator Certified with over 7 years in senior living as an ED.

Current Facility

• Achieved 92% occupancy during first full year of operation.
• Met all NOI goals in second year of stabilized operation.
• Achieved 100% occupancy within 13 months of opening in previous facility

Challenge

This company had 5 AL/MCs in the South and needed a Regional ED to continue community success when filling in for vacant ED positions. The region has a few very large communities that require an ED with strong financial and marketing skills.

Candidate Placed

Executive Director: This candidate has a Master’s Degree in Gerontology and 7 years of management experience in senior living including Assisted Living, ECC, and Memory Care.

• Developed Marketing plan for two communities that included a SWOT analysis, competitive analysis, and referral sources.
• Increase census the first year from 50% occupancy to 75%.

Challenge

This was the Clients largest AL/MC community in the South and needed an experienced Assistant ED who could assist the ED in managing budget and overseeing a large HR Department

Candidate Placed

Executive Director: This candidate has an MS – Management and Organizational Behavior, BA, Certified Dementia Practitioner, Professional HR Certification and 1 year of Executive Director Experience with 10+ years of Sr. Human Resources leadership. They also have verbal and written fluency in Spanish and English.

• Opened one of their buildings in February 2020 and after 3 months maintained a 60% occupancy.
• Executing preventative measures and precautions during the Convid-19 pandemic, no residents or employees have been impacted by the illness.
• Establish an annual budget and monitor spending to confirm that budget parameters are not exceeded.

Challenge

Client had an AL/MC community in the South and needed a Business Office Manager who could manage the duties of both the business office and human resources. They needed someone with a stable work history and that would be committed despite the impact that COVID had on the community.

Candidate Placed

Business Office Manager/ Human Resources; This candidate has a BA degree with 11 years experience as a Business Office Manager or an Assistant Business Office Manager in the Senior Living Industry;

• Maintain employee in-service records and I9s for identification card expirations, complete incident reports with injured employees, and coordinate with workers compensation and OSHA requirements.
• Assist the Administrator with resident issues, implementation of policies and procedures, resident care policies, and assure management is meeting the needs of the community.
• Process payroll for 80 employees, review timesheets and schedules, maintain record of employees who call off and overtime per pay period.
• Conduct tours for prospective residents detailing the advantages of the community.
• Manage resident trust accounts and facility petty cash, balancing accounts on a daily basis.
• Lead the new hire orientation for incoming staff before 30 days of hire to stay in compliance with ACHA standards.
• Audit 1823s for expiration dates, changes in resident diets or missing information for clarification.
• Collect rent, amend rental agreements increasing or decreasing rent, administer 45 day notices, refund and prorate unused portions of paid rent to discharged residents.