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Case Study: [Client: Life Quality Home Care]

Assisting a Health Care Organization in Winning a Medicaid Contract bid with New York State Department of Health. RFO #20039.

Services: Drafting a Request for Offer/Proposal Strategic Planning, Organizational, Planning, Project Management,

Introduction: This case study focuses on Emmanuel Consulting Agency's successful bid to assist a Health Care Organization (HCO) in winning a Medicaid contract with the New York State Department of Health (DOH). The bidding process, known as Request for Offers #20039 (RFO #20039), required Fiscal Intermediaries (FIs) to comply with new rules in order to continue providing services under the Consumer Directed Personal Assistance Program (CDPAP). Emmanuel Consulting Agency formed a specialized team to navigate the complex requirements and secure the contract for their client.

Background: Fiscal Intermediaries (FIs) act as intermediaries between Medicaid and individuals who wish to hire, train, and manage their own personal care assistants. The CDPAP spending was projected to reach $2.8 billion in 2018. In December 2019, the DOH introduced new rules that mandated all FIs to comply with the RFO #20039 process to remain in business. Failure to submit an offer or secure a contract meant FIs would have to cease operations, leading to potential job losses and disruption of services.

Challenge: With only 18 percent of offerors being awarded contracts, it was crucial for Emmanuel Consulting Agency to distinguish their client from competitors. The DOH's objective was to award contracts that preserved statewide access and consumer choice, making it essential for the agency's submission to stand out.

Approach: Emmanuel Consulting Agency assembled a specialized committee within our organization which consisted of our founder Julia Akinyooye RN MSN, seasoned nurses, healthcare consultants, a Medicaid consultant, a grant writer, an experienced editor, and consulting attorneys in the health space. Their combined expertise and knowledge were key to crafting a highly detailed and technical submission.

The team divided the submission into two parts: the Administrative Offer and the Technical Offer.

The Administrative Offer involved meeting various requirements and submitting attestations to do business with New York State. Emmanuel Consulting Agency ensured compliance with all necessary paperwork, including the New York State Vendor Responsibility Questionnaire Vendor ID, running excluded entities lists, and fulfilling other requirements.

The Technical Offer focused on demonstrating the qualifications, competence, and capacity of the offeror and its staff to provide FI services under CDPAP. The submission included documentation of eligibility, proposed geographic service areas, collaborating subcontractors, compliance with prevailing wage laws, experience in performing FI services, and adherence to federal and state laws and regulations.

Results: Emmanuel Consulting Agency's submission excelled in both the Administrative and Technical Offers, earning a high score. As a result, their client was awarded the lead FI position for a period of five years. The successful bid not only secured the contract but also ensured the continuity of essential services for individuals participating in the CDPAP.

Conclusion: Through meticulous attention to detail, a comprehensive understanding of the requirements, and the expertise of their specialized team, Emmanuel Consulting Agency successfully guided their client in winning a Medicaid contract with New York State. This case study highlights the importance of strategic planning, collaboration, and expertise in the highly competitive bidding process for government contracts. The outcome of this successful partnership ensures the provision of quality care and support for individuals in need of personal assistance services.

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