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 |
