Operations

Too often, there are programs focused on sales strategies, presentation skills and tools for networking with referral sources. Many of these programs I have presented myself. But these programs do... Read more >
The accessibility market is evolving in every way, and it is important to remain flexible when faced with changes. Finding the right combination to fund your company in an effort to become more... Read more >
Spend time talking with HME providers about leveraging patient data to improve their sleep-related business and there’s one consistent theme: How can I make sure that the investment I make will pay... Read more >
As an M&A advisor, the No. 1 question everyone asks is: What is my DME business worth? I usually answer with the truth, though it may sound like I am being crass—your business is worth what... Read more >
A successful data migration will need to overcome numerous technical challenges. Our discussion continues with many of the obstacles that we’ve encountered and how we resolved them. This article... Read more >
There was a time when a standard power wheelchair carrying the HCPCS Code K0823 reigned in the mobility market. It was king of an industry driven largely by Medicare reimbursement. But competitive... Read more >
Your business doesn’t run itself. The quality of any organization depends on the quality of the employees. You want top players—those motivated, energized colleagues who contribute significantly to... Read more >
In my last column, I wrote about marketing your home accessibility business. As a follow-up I am writing about the “service skills” that will help identify the issues and solutions of prospective... Read more >
Many business owners can identify with anxiety and apprehension before speaking publicly, as the stage is leagues away from the comfort zone of the sales floor or board room. Addressing a crowd of... Read more >
One of my favorite movies is “Field of Dreams.” Early in the movie, a whispered voice from seemingly nowhere tells Kevin Costner’s character Ray Kinsella “if you build it, they will come.” After some... Read more >
The Medtrade show in Atlanta next month promises to be an important one for providers and manufacturers, as thousands of participants descend on the capital city of Georgia for four days of exhibits... Read more >
Too few home care companies embrace the full range of benefits that a compliance program offers. Prior columns have discussed 17 ways a home care company can utilize its compliance program to enhance... Read more >
Until this year, the data reporting requirements for CPAP reimbursement were fairly uniform. Generally, CMS defined the criteria, and private insurers followed CMS’s lead. Traditionally,... Read more >
Representing your brand effectively on social media is one of the most important tasks to consider when jumping into this type of marketing. By doing so, you bring brand awareness and cohesiveness to... Read more >
Big branding always seems to be equated with big business. Only corporations and conglomerates can play, right? Don’t let this misconception stifle your firm from unrolling a winning brand. An... Read more >