title: Don't forget the 'little guys'.
abstract: Many times we are all focused on making sales calls on the physician, discharge planner, or other person at the top of the referral food chain. But all too often, if you don't have a relationship with the others surrounding them, you will find yourself being frustrated and not understanding why the referrals aren't coming in even though you have had great meetings with the bosses.
authors: Home Care and Hospice Marketing Solutions, Chapel Hill, NC, USA. mike@hchms.com
authors: Michael T
authors: MT
authors: Ferris
mesh_terms: D018574:Home Care Agencies; D008389:Marketing of Health Services / Q000379:methods*; D012017:Referral and Consultation; D014481:United States