title: Getting past the gatekeeper.
abstract: Favorite home care and hospice sales topics involve overcoming "gatekeeper" barriers. But concerns of getting to the referral decision maker in a physician office addresses only one end of a spectrum. The micro-economic dimension of understanding and exploiting medical office policy is counterpoint to the more significant macro-economic government policy that likewise must be understood and exploited to assure growth. The "micro" gatekeeper is the front desk personnel while the "macro" gatekeeper is Congress. Addressing the needs of both gatekeepers is critical and, coincidentally, utilizes similar strategies.
authors: Healthcare Value, Inc., USA. tray@traydunway.com
authors: M Tray
authors: MT
authors: Dunaway
mesh_terms: D004465:Economic Competition; D017598:Efficiency, Organizational; D020793:Gatekeeping; D018574:Home Care Agencies / Q000458:organization & administration*; D011057:Politics; D014481:United States