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Management: Learn from process

Q. How can I best help a sales person who is in a slump?
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08/25/2015

A. As a general rule I don’t believe in “slumps” as it pertains to sales people. I’ve always believed that if you have a sales person that is not closing deals, he/she is not getting involved in enough transactions. 

Legal: Comply with safe harbors

Q. How can I avoid anti-kickback statute liability?
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08/25/2015

A. During a recent Medicare conference, representatives of the Office of Inspector General announced that the healthcare industry should expect to see an uptick in the investigations of alleged Medicare fraud and abuse.

Compliance: Check and check again

Q. What are the best practices for educating referral sources on the FTF documentation requirements?
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07/27/2015

A. The role of the DME provider is not only to deliver equipment and aid in a better quality of living, but also to educate the treating practitioners about Medicare and other insurance guidelines for power mobility.

Lead Generation: Use lead generation as road map

Q. What can the HME industry take away from other industries when it comes to lead generation?
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07/27/2015

A.

Management Work through the boredom

Q. What is the best way to keep my team motivated so they meet their goals and objectives?
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07/27/2015

A. The quick answer is you can’t. Being motivated is a temporary feeling, if not a myth altogether.    

Legal: Maintain culture of compliance

Q. How do I decrease my risk of FCA liability?
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07/27/2015

A. Providers can decrease the risk of False Claims Act liability by building and maintaining a culture of compliance in all aspects of their business.

Management: Gain employee trust

Q. How do I handle an employee that is not receptive to coaching?
 - 
06/03/2015

A. If there’s one thing that frustrates managers, it’s having an “un-coachable” employee on their team.

Compliance: Check and check again

Q. How are providers dealing with the face-to-face requirement?
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05/26/2015

A. The Affordable Care Act requires the treating practitioner to conduct an in-person or “face-to-face” office visit with the patient prior to prescribing certain DME items, including CPAPs, hospital beds, manual wheelchairs, etc.

Lead Generation: Take the guesswork out of finding leads

Q. Why don’t more HME providers use lead generation?
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05/26/2015

A. Unfortunately, when HME providers hear “lead generation” there is often still a hesitation that exists with respect to outsourcing their acquisition methods.

Legal: Keep specter of FCA present

Q. How do I protect myself from whistleblowers?
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05/26/2015

A. Part one of this two-part article discusses the False Claims Act (FCA) and its whistleblower (or “qui tam”) provision. Part Two discusses how suppliers can decrease their risk of FCA liability.

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