Clinically Focused Business Development Solutions for Hospice Growth
At HSS we know what the competition looks like, and we know what they can, and will, do to your census.
“Our Program Isn’t Growing”
We hear this often. You have a great sales team, and your program just can’t seem to break through the census ceiling. Many of our clients have come to us after a comprehensive overhaul of their business development team, training and process only to find that they are still stuck. The problem isn’t within the sales team or process, the problem is often in the product.
Hospice and Home Health are not widgets, they are services that are dependent on high quality delivery of patient care and customer satisfaction. We have all heard the adage “We only get one chance to do this right.” This is true in more than one respect, beyond the patient and family (consumer) experience, the customer experience is fragile, and it only takes one service failure to lose a referral source. How do you ensure that your front-line providers are offering the level of compassion and care that you desire?
Management training in clinical programs rarely includes any business development information. Nurse managers want to grow, but very few are trained or skilled in how to build a business or grow a program. Most clinicians would prefer to never hear the word “sales” and they are less inclined to want to participate in the referral generating process.
“Your Sales Team Opens the Door, Your Clinical Team Keeps it Open.”
Hospice Business Development Solutions that are Clinically Based
Long gone are the days of census driven by friendships. Outcome driven relationships and strategic business development objectives are the new norm in the industry. If your team are still delivering cookies and attending health fairs, the competition is going to devour your market share. Larger, more savvy competitors are taking over the landscape and they are delivering value, outcomes, quality and customer service in every market they enter. At Hospice Support Specialists, we know what the competition looks like, and we know what they can, and will, do to your census. Develop brand loyalty because of the care your organization delivers, not because your marketer is nice and makes good cookies!
It’s no longer enough to open the front door and bring eligible patients in. You’ve got to stop discharges, revocations, transfers and people leaving as quickly as they’re coming on. So, open the front door, close the back. We can help you develop clinically based business development growth solutions. Your sales team opens the door, your clinical team keeps it open.
Exploring Continuum of Care:
The addition of service lines can help enhance the continuum of care. Let us help you
