The practice of referral-based healthcare providers giving gifts and meals to referral sources is a regulatory minefield at best.  Various authorities have noted increased scrutiny from the Office of the Inspector General (OIG) in the home health industry of late.  The relevant regulations, however, apply equally to all referral-based healthcare providers accepting Medicare or...
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Many of you were probably told to never name the competition.  Naming the competition in your advertising or sales efforts is tantamount to buying advertising for them.  Naming the competition runs the risk of familiarizing one of your loyal customers with one of your competitors for the first time.  However, in marketing, spoils go...
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On August 26, the US Department of Labor announced that it caused a home health agency in Buffalo, MN to pay $150,043 in back overtime pay to 144 workers. The Department of Labor states that the Fair Labor Standards Act requires employees be paid time and a half for work over 40 hours per...
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Quick! Name a Good Place to Call for Home Infusion! The first place that you name has your top of mind awareness.  The minds of every nurse, physician, and PA contain lists of health care providers.  Your position on the lists determines the number of referrals you receive.  More importantly, you can control your...
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By Michael Giudicissi, CSC, CHCSP, CPDSP As a sales manager, you may track many different pieces of data from your reps. One of the very telling ratios to keep in mind is the Sales Calls per Referral ratio. There are actually 3 version of this ratio you may want to keep an eye on....
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By Michael Giudicissi, CSC, CHCSP, CPDSP (2008) Six Vital Questions for Home Health Care Sales Reps I coach salespeople. That is, I don’t manage them…but rather I focus on coaching to bring out the best in them in order to maximize their results. I never met in person most of the 150 or so...
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By Michael Giudicissi, CSC, CHCSP, CPDSP (2007) If you’re a home health care sales manager, you’re tasked with many responsibilities. One of the other primary responsibilities in sales management is the motivation of the sales team. Now I know, you’re probably saying “Michael, the reps need to motivate themselves……how much can we be expected...
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Business owners often think of sales and marketing as one thing. Understanding the difference between sales and marketing can help managers create more effective business plans. Sales is one important component of marketing. However, using sales as if it were 90% of marketing creates situations where businesses get less than the maximum return on their marketing...
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