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Grow your Business ...
Get Ready for the Future
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Join Our List
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October Webinar:
"Marketing to Consumers:
Build Brand Awareness to Make the Phone Ring"
October 24th, 2012 4:00 - 5:00 pm EST
Stay tuned for more details and registration information. |
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Issue: #242
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October 3, 2012
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Greetings! ... to this issue of Home Health Care Today, the leading electronic newsletter for home health care and hospice executives who want to grow their business and get ready for the future.
Please enjoy this newsletter, and join our interactive community.
Best regards,
Stephen Tweed CEO Leading Home Care ... a Tweed Jeffries company |
Help Hospitals Slow the Growth of Health Care Costs
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by Stephen Tweed, CSP
Several years ago, Dr. Corey Waller, an emergency department physician at Spectrum Health in Grand Rapids, MI, noticed a small group of patients were frequent flyers in the emergency department. Dr. Waller decided to quantify what he had noticed anecdotally.
The result was a list of 950 patients who had visited the Emergency Department at two of Spectrum's hospitals more than 10 times each in the previous year. These frequent flyer miles totaled up to 20,000 hospital visits and an estimated $40 million in costs.
Another study at Southcentral Foundation Health System in Anchorage, Alaska, discovered that most of their system's high utilization patients fall in to three categories:
1. Patients with chronic mental illness 2. Patients who are "medically fragile elderly" 3. Patients who engage in self-care and have few family resources
How Can Home Health Help?
Read More...
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Muffin Marketing is Dead. C-Suite Selling is in.
| You can no longer grow your home health agency or hospice by bringing muffins to the hospital discharge planners and working on developing a personal relationship. Hospitals are blocking access to discharge planners like never before. There are too many sales reps, and discharge planners are over worked and under appreciated.
If the future, if you want to get a steady flow of referrals from your local hospital, you'll need to learn how to manage C-Suite Selling, and make a compelling cast to the top executives that your agency can save them money, reduce their stress, or help their marketing process.
There are seven steps in the home health care sales process. Let's look at how each one applies to selling the C-Suite.
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LinkedIn Update |
The Leading Home Care Network discussion group on LinkedIn has just passed 3,000 members. Check in to see the latest discussions:
The Leading Home Care Network is a closed group, and we limit membership to active owners, CEOs, administrators, and senior staff members in home health, hospice, and private duty home care. There's no blatant advertising or unrelated posts to waste your time. Take a look.
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UPCOMING EVENTS:
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NAHC Annual Conference
October 21-24, 2012
Orlando, FLorida
The Big Event each year in home health care, hospice, and private duty home care is the National Association for Home Care and Hospice annual convention.
This year's convention will be in Orlando, Florida on October 21 - 24, 2012 at the Gaylord Palms Resort and Convention Center.
Stephen Tweed, CEO of Leading Home Care ... a Tweed Jeffries company, has been a speaker at the NAHC conference every year for over 20 years. Each year, Stephen creates a new program based on the most recent research conducted by Leading Home Care, and based on the latest forces and trends shaping the industry.
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Permission to Reproduce ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Permission is granted to healthcare publications, associations and companies to reproduce this article in your publication, or to distribute copies to your leaders, on the condition that you reproduce the credits and contact information as follows: "Reprinted with permission from Home Health Care Today. Copyright 2012 Stephen C. Tweed. To receive a FREE subscription to this newsletter, log on to www.leadinghomecare.com"
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Strategic Planning for Home Health & Hospice
| Fall is a time when many executive teams in home health care and hospice begin the process of Strategic Planning. Some agencies have an annual process. Others have a three year cycle. The era of five year plans is pretty much gone.
Stephen Tweed, CEO of Leading Home Care, has been facilitating the Strategic Planning process for home health agencies and hospices for over 25 years. Using the Storyboarding technique from the Walt Disney organization, Stephen has developed a proven model of strategic thinking, and a highly interactive process for getting your senior leaders, middle managers, and board of directors involved. He'll lead you through assessing your current reality, setting a direction for the future, defining your competitive advantage, developing focused action plans, and measuring the success of your agency and your plan.
If you and your leadership team want to have an amazing experience with the planning process, call us to day to set up a conversation with Stephen Tweed to discuss your Strategic Planning process.
| Visit our web site for more details |
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