ICP Scores are the heart of Rehinged Healthcare. Every facility—whether Skilled Nursing, Home Health, Hospice, Assisted Living, or Independent Living—is analyzed across up to 81 Ideal Customer Profile (ICP) dimensions.
These scores help sales teams, consultants, investors, and researchers instantly identify high-need or high-fit providers without manually combing through CMS datasets, quality metrics, or facility websites.
This guide explains what ICP Scores are, how they're calculated, and how you should use them in your sales workflow.
1. What Is an ICP Score?
An ICP Score (Ideal Customer Profile Score) is a number from 0–100 that represents how well a facility matches a specific type of need or opportunity.
(The algorithms aim to scale all scores into the 0-100 range. Occasionally, some outliers will be higher than 100.)
Each ICP Score represents one dimension of need, fit, or opportunity. For example:
Examples of ICPs for Skilled Nursing Facilities
- Wound Care Need
- Infection Prevention Need
- Falls & Patient Safety
- Readmission Risk
- Therapy Services Opportunity
- Staffing Adequacy
- Penalty & Compliance Risk
Examples of ICPs for Assisted Living
- Wound Care Need
- Memory Care / Dementia Profile
- High Acuity Resident ICP
- Hospital Discharge Opportunity
- Luxury / Upscale Facility ICP
Examples for Independent Living
- Growth & Expansion ICP
- Financial Strength ICP
- Technology Adoption ICP
Each ICP Score is designed to answer one question:
"Is this facility a good fit for my product, service, or sales effort based on objective data?"
2. How Are ICP Scores Calculated?
Scores are calculated using:
- CMS datasets (SNF, HHA, Hospice, LTAC)
- Facility services and capabilities (ALF)
- Ownership & parent organization data
- Staffing hours and turnover
- Quality measures (e.g., pressure ulcers, readmissions)
- Survey results (CAHPS)
- Star ratings
- Penalties, fines, deficiencies
- Business data signals (Independent Living)
- Service-line text and amenities
Each ICP has its own formula based on the factors that matter most.
For Example:
Wound Care ICP (SNFs)
Weights: - Pressure ulcer rates - Diabetic care - Incontinence care - Non-ambulatory residents - Staffing levels - CMS quality measures
Infection Prevention ICP
Weights: - Infection control citations - Hospitalizations for sepsis - Vaccination rates - Staffing turnover
Each ICP is refreshed monthly to incorporate new CMS updates.
3. What Are Score Drivers?
Score Drivers are the most important data points that explain why a facility has a high or low ICP Score.
Think of them as the "story behind the score."
Example Score Drivers:
- "High infection control citations in last 12 months"
- "Above-average pressure ulcer rates for long-stay residents"
- "RN hours per resident-day below national average"
- "Strong funding and recent expansion activity"
- "Offers diabetic care and non-ambulatory support"
- "Low functional improvement in therapy outcomes"
These drivers help you understand:
- Opportunity
- Urgency
- Pain points
- How to tailor outreach
4. How to Use ICP Scores in Your Sales Workflow
A. Prioritize Your Targets
Start with facilities that score 80+ on your relevant ICP.
Examples:
- Selling wound care? Look for high Wound Care ICP + high Pressure Ulcer scores.
- Selling incontinence products? Look for ALFs with incontinence care services.
B. Personalize Outreach
Use Score Drivers in your messaging:
- "I noticed your facility has rising pressure ulcer risk…"
- "I saw staffing shortages may be affecting readmission rates…"
- "Your diabetic care support indicates a strong need for X product…"
C. Identify Hidden Opportunities
ICP Scores uncover facilities you may otherwise miss—especially those:
- Not on your territory list
- Not on CMS penalty lists
- Near hospitals
- With specific service lines (e.g., memory care)
D. Avoid Low-Fit Facilities
ICP Scores also help you avoid wasting time on low-need or low-opportunity providers.
5. How to Compare Facilities Using ICP Scores
Inside any provider profile, you'll see:
- The full list of ICP Scores
- Score Drivers
- Quality measures
- Staffing indicators
- Deficiencies and sanctions
- Ownership data
- Geographic metadata
To Compare Facilities:
- Identify 2–3 ICPs relevant to your product.
- Sort your list by those scores.
- Open the top 5 facilities and review their Score Drivers.
- Add the best to My Targets.
This gives you a data-driven outreach plan in minutes.
6. Monthly Data Refresh: Why ICP Scores Change
Every month we ingest updated CMS data, and your saved lists update automatically.
You may see:
- Scores increase as staffing worsens
- Scores decrease as penalties are resolved
- New high-fit providers emerging
- Facilities added or removed from datasets
This ensures your targeting is always based on the latest information.
7. What to Do Next
After reviewing ICP Scores:
- Use Ask Rehinged to explore deeper questions
- Save your best lists to My Targets
- Visit AI Agents (Preview) to influence upcoming automation tools
- Begin personalizing outreach using Score Drivers
Understanding ICPs is one of the most powerful ways to increase targeting accuracy, improve conversion rates, and save time.
Whether you're a consultant, SNF operator, assisted living director, hospice leader, or investor—ICP Scores are your competitive advantage.