In this episode of Home Care Hindsight, host David Knack welcomes Guy Tommasi, a seasoned leader in the home care industry with over 25 years of experience. Guy shares his journey from hospital care to pioneering innovative, data-driven strategies in non-medical home care.

He takes us to a discussion of the importance of differentiating your agency by aligning with stakeholders' needs, leveraging data to demonstrate outcomes, and the pitfalls of overemphasizing "scaling" as a measure of success.

Guy also highlights the transformative power of collaboration, both within teams and with clinical partners, and why home care agencies should seize opportunities in higher-acuity care.

Lesson Takeaways:

1. Success is Defined by You: Don’t let external benchmarks like "scaling" dictate your agency’s success. Focus on what aligns with your goals and values.

2. Speak Your Stakeholders’ Language: To stand out in a competitive market, translate your services into outcomes that matter to referral sources, such as reduced hospital readmissions and improved patient satisfaction.

3. Empower Your Team: Leadership isn’t about making all the decisions—it’s about involving your team, fostering ownership, and trusting them to drive innovation.

4. Don’t Assume Clinical Programs Aren’t for You: Non-medical home care agencies can play a critical role in value-based care and hospital-at-home programs. Challenge assumptions and explore new revenue streams.

Timestamps:

00:00 - Welcome to Home Care Hindsight

02:10 - The competitive landscape of Connecticut’s home care market

04:35 - How data became a differentiator for Guy’s agency

08:28 - The power of speaking stakeholders’ language

12:19 - Overcoming the "private pay" objection with referral sources

16:39 - Guy’s "Neuralizer" moment: The 2004 Yankees-Red Sox World Series

19:48 - The big mistake: Trying to lead alone instead of empowering the team

25:00 - A team success story: How a supervisor transformed their data program

29:47 - Why "scaling" is overrated in home care

33:25 - The problem with calling caregivers "unskilled"

36:24 - The mistake of leaving clinical opportunities on the table

42:10 - Guy’s proudest moment: Helping an agency join a hospital-at-home program

45:00 - Final plug: Home care’s strategic role in the future of healthcare

Quotes:

Guy Tommasi: "Success is what you feel it is. Don’t let the word ‘scale’ intimidate you or dictate whether you’re successful or not."

David Knack: "An urgent problem in home care is also an important one, which makes it crucial to respond with emotional maturity."

Guy Tommasi: "Don’t assume because something is ‘clinical’ that it’s not for you. 80% of health outcomes are non-medical—that’s our space."

Guy Tommasi: "Leadership isn’t about dragging people along—it’s about directing their energy and letting them own the results."

Resources:

1. Guy Tommasi on LinkedIn: https://www.linkedin.com/in/guy-tommasi-a0a4bb18/

2. Corcoran Consulting Group LLC: https://www.corcoranconsultants.com/

3. Corcoran Consulting Group LLC on LinkedIn: https://www.linkedin.com/company/corcoranconsultinggroup-llc/

4. Connect with David Knack on LinkedIn: https://www.linkedin.com/in/david-knack/

5. Connect with Zingage on LinkedIn: https://www.linkedin.com/company/zingage/

6. Powered by Zingage: https://zingage.com/

7. Watch Episode on Zingage’s YouTube: https://www.youtube.com/@Zingage