'Make it happen'
At Medtrade in October, industry consultant Vince Crew heard a lot of doom and gloom emanating from the industry, as a whole, but when he talked to individual providers, he found they were like Marty Falk (See story above).
"Honest to goodness, individual providers are saying, 'You know, I think we're turning the corner,' or, 'Hey, we've gone through accreditation, and it was a pain in the butt and a huge investment in time and money, but we had to shut up and do it,'" said Crew, president of Reach Development in Naples, Fla.
Crew isn't surprised providers like Falk are growing ("How can he be growing?" Crew joked).
"I don't want to sound Pollyanish, but if you believe you can make it happen, that's the first step," he said. "Then, between the ears, you have to think about whether it makes business sense. Finally, you have go after it. You have to say, 'Let's give it 12 or 18 months.'"
Crew said providers like Falk, who continue to grow despite national competitive bidding, are "entrenched in their communities" and diversifying their businesses.