Home Health & Hospice Week

Woo these 7 key players to jump-start your managed care business.

If your efforts to secure managed care business have been getting you nowhere, maybe you're not talking to the right people. The managed care selling process varies significantly from the process of selling to the "traditional" home care market - Medicare, Medicaid and private indemnity insurance patients, notes Alison Cherney with Brentwood, TN-based Cherney & Associates. "It is a much longer process that requires a tremendous amount of patience and tenacity," Cherney says in her new sales training course, "Homecare Power Selling: The Key To Unlocking Your Sales Potential." When pursuing traditional sales targets, home care sales representatives usually have to influence only one or two decision-makers. With managed care, "multiple decision-makers need to be identified as they have varying degrees of influence on the decision process," says the manual. To increase your success with managed care payors, try winning over these key players within the organization: provider relations managers, medical directors, utilization review managers, case mangers, senior executives, information systems managers, and billing and collections managers.