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Hello!
Welcome to the June 2010 issue of
THE PATHFINDER.
As I sit here, it is a quiet summer
morning with the air cool and a little humid. With only the sound
of the birds singing their morning songs, this quiet time allows me to
think through some of the areas clients have identified
as their greatest concerns. One of those areas is increasing
competition in their marketplace.
Regardless whether your organization
is for profit or not for profit, in order to survive in today's
increasingly competitive environment, you must grow your referrals, grow
your revenue and grow the skills of your staff. Our clients
often tell us that the competition for referrals is increasing
dramatically as new agencies are opening in their marketplace and
discharge planners/case managers require more from them.
The key to successful sales (yes, I
am using the "sales" word!) requires that you know what makes your
agency different from the competition, are able to identify what
makes you special and unique and have a clear idea of what your referral
sources want, need and value.
And then you have to go out and tell
your referral sources exactly why your agency is their logical choice
because of the way you meet their needs and the way that you provide
excellent care to their patients. And do this within the
limits established by the law and the interpretations by governmental
bodies.
This month's articles address sales
training and appropriate sales plan implementation as well as giving
guidance on your relationship with discharge planners/case
managers.
The first article is written by Frank
DiPace. Frank is a sales trainer extraordinnaire! Because
he started out in the "field," Frank understands clearly the issues
involved in selling and providing healthcare services. His sense
of humor and outstanding presentation skills make him a favorite with my
clients.
The second article is written by
Elizabeth Hogue, Esq., a well known healthcare
attorney. This article provides clear guidance regarding
the legal implications of providing "free services" to patients.
In addition, I am also including two links to articles
specifically written on this topic for hospices.
In addition, you will find
information regarding our newest service - which supports your
activities to prepare for ACHC accreditation - following
the articles featured in this month's newsletter. We look
forward to assisting you! Please call for more information.
This is the time of year
when we need to find the time to take a walk to recharge our
batteries or spend time outdoors watching our
children/grandchildren dig in the sand or splash in
water. Open that sunroof and turn up a Beach Boys'
tune!
If we can provide you with any
assistance, please do not hesitate to contact us.
Best wishes, Beth Carpenter
"Let us realize that the privilege to
work is a gift, that the power to work is a blessing, that the love of
work is success" David O. McKay
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