Over the past five years building relationships with our hospitals and referral sources has drastically changed. Previously, you could drop off cookies and pens to the hospital or referral source and that was “good enough”. Times have changed and if you are still dropping off cookies and “checking in” with your referral sources it is time to realize people are wanting more. Both the medical and senior housing industries consist of professional businesses and you need to strategize the objective of your partnership. Would you walk into an attorney’s office to just “check in” and see how things were going? Of course not, and you need to strategize partnership opportunities for every referral source to build a strong referral relationship. Here are some concepts to focus on:
- What is in it for them? You will only learn this answer if you take the time to learn what your referral source needs and wants
- Hospitals are focused on reducing readmission rates:
- Opportunity for you to share data from your community and review how many of your residents were hospitalized in 2014 and returned to the community and were successful
- Review programs you offer to residents when they are returning from the hospital or rehab – such as additional BP/weight checks or nurse visits for the first two weeks after being hospitalized
- Hospital and referral sources are not a one size fits all. You need to look for the unique partnership opportunities.
- Respite stays for patients receiving cancer treatment
- Highlight the customized transportation and dietary options you can offer
- Dementia or Widow Support Groups
- Offer transportation
- Respite stays for patients receiving cancer treatment
- Hospitals are focused on reducing readmission rates:
As you prepare for your meeting here are five quick tips:
- What do you already know about them?
- What’s your goal or purpose behind the call?
- What do you hope to learn?
- What questions will you be asking?
- What’s your next step?
For more information on how Bild & Company can help advise with your sales strategy, please contact us →
