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
