Hospice Growth Strategy Series

October 27, November 5, November 17

Session 1 Exceptional Hospice Leadership - Ideal for C-Level Leaders and Directors 
(October 27th, 2020, 9 am to 1 pm)

  • True Colors Leadership Assessment and “Keys to Successful Business Leadership”
    • Applying principles to relationships with peers
    • Applying principles to managing your team
    • Applying principles to relationships with customers
  • The Leader’s Formula for Success
    • Key concepts to put into practice
    • Business visioning and strategy development
    • Using business intelligence to develop strategy
    • Branding and positioning
    • Setting long-term goals and objectives
    • Implementing and monitoring key performance indicators
  • Leadership Coaching
    • Leading and mentoring a high-performing team
    • Recruiting and retaining the best

Session 2 Referral Management - Ideal for Intake, Access, Admissions, and Scheduling Staff
(November 5th, 2020, 9 am to 1 pm)

  • True Colors Assessment and “Keys to Personal Success”
  • Providing an Exceptional Experience Along the Customer Journey
    • Asking Smart Questions to Uncover Customer Needs
    • Articulating the Hospice Value Proposition
    • Handling All Objections
  • Best Practices Using Data for Referral Management
  • Customer Service That Sets Your Agency Apart

Session 3 Sales & Marketing Management - Ideal for Business Development Managers, Representatives, and Liaisons
(November 17, 2020, 9 am to 1 pm)

  • True Colors Assessment and “Keys to Personal Success”
  • What’s In Your Sales & Marketing Playbook?
    • Time and Territory Management
    • Asking Smart Questions to Uncover Customer Needs
    • Articulating the Hospice Value Proposition
    • Handling All Objections
    • Pre- and Post-Call Planning
    • Marketing by account type (hospital, SNF, ILF, ALF, physician)
  • Best Practices Using Data to Grow Existing Accounts and Target New Business
  • Presentations That Set Your Agency Apart


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