Entries by Cheryl Peltekis

Physician Offices Have Been Dealt a Financial Blow Related to Covid and Your Agency Can Offer a Solution

A new report from the Medical Group Management Association (MGMA) may not offer many surprises, but it summarizes the financial impact COVID had on physician groups.  The organization, which represents group practices of all stripes, found an unexpected surge in physician retirement last year. (One-third of practice leaders reported seeing that trend in their groups.) […]

Why does a student with an average IQ still get an A?

I am always reading something to help me understand how to help sales representatives become all they can be.  In my quest for knowledge, I started to read about a theory called “Motivational Perspective.” The idea discussed is why does a student with an average IQ bring home “A” s. “Motivation is defined as an […]

Leaders need support too!

This past year, I spent a lot of time learning how vital recruitment and retention directly correlate to the agency’s success.   I have found that home health, hospice, and in-home care providers have more and more seniors to service.   With our population of aging adults increasing by over 11,000 new seniors day, WE […]

Doctors speak out about why they hate sales representatives

I have spent the last 30 plus years working closely with physicians.  I will never forget my first real job because I started it on my 16th birthday. I was hired as the weekend EKG technician at Northeastern Hospital. I had 5 different cardiologists as my bosses. I learned at a young age what each one […]

Organizations without Sales Teams are at GREAT Risk of losing Market Share

I can still remember… …back in 2009 when my organization had suffered 3 consecutive years of financial losses due to my competition winning referrals by building relationships with my referral sources.  Many agencies today believe that they do not need to have a person who acts as a community liaison, salesperson, or account executive and […]

Competing For Facility Referrals

FACT: One of the hardest things to do is to get referrals from hospitals and short-term rehabilitation centers. So many things can impact the ability for us to break into facilities. We can get our sales representatives to build relationships but so many other factors contribute to why they would be willing to refer to […]

Why PDGM Didn’t Impact Most Home Health Agencies

Like many agency owners I was not looking forward to learning a new payment system. When CMS finalized a new case-mix classification model, the Patient-Driven Groupings Model (PDGM), effective beginning January 1, 2020, I was less than enthusiastic. The PDGM relies more heavily on clinical characteristics and other patient information to place home health periods […]