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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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 (2/9/2009) I’ve been carefully considering this point for some time. Someone asked me “Michael, what is the MOST important sales call?”. In essence, what they were asking was, if you could only be great at making one type of call, which would you choose to be great at?...
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