Referral Setting Deep Dives
Each referral environment has unique workflows, priorities, and decision-making dynamics. This section explores the specific characteristics of key referral settings such as hospitals, skilled nursing facilities, assisted living communities, physician practices, and home health agencies. Understanding how each setting operates helps liaisons build stronger partnerships and identify appropriate opportunities for hospice involvement.
Selling to Hospitals
How to navigate the inpatient environment and build relationships with case managers and discharge planners.
Selling to SNFs
The unique dynamics of skilled nursing facilities — and what SNF staff actually need from a hospice partner.
Selling to ALFs
Assisted living priorities, concerns, and the relationship variables that drive referrals.
Selling to Physician Offices
How to earn time with busy providers and become a trusted clinical resource.
Hospital Discharge Pressures
Understanding the throughput pressures that shape how hospital staff think about referrals.
SNF Incentives and Concerns
What skilled nursing facilities stand to gain — and lose — from a strong hospice partnership.