It's 8:45 a.m. Las Vegas time on Wednesday, November 15th, and I have the privilege of opening the final day of the 9th National Private Duty Conference. It has been a terrific first two days, and I'm looking forward to this final day of powerful information.

My topic today is, "What Gets Measured Gets Managed: Building Your Private Duty Scorecard."

The Private Duty Scorecard is a tool that we developed several years ago to use in our Planning & Coaching process for owners and administrators who want to grow their businesses. We have found that measuring performance monthly and looking at the trends is a powerful tool to focus your energy and your resources. Here are some of the highlights of my presentation.

The Five Elements of a Private Duty Scorecard

• The Key Critical Indicator - clients served
• Customers - referrals that turn into admissions
• Employees - office staff and active caregivers
• Processes - marketing and recruiting
• Financial Performance - revenue, profits, and cash flow

Why Create a Private Duty Scorecard?

• Help your Private Duty Team be more focused
• Help your team members see the bigger picture
• Let your employees know what's really important
• Provide a one page report on team performance
• Give regular and positive feedback to the team
• Demonstrate measurable results

How to Build your Private Duty Scorecard:

1. Develop your corporate strategy for growth
2. Identify the Critical Measures of Success
3. Define your "Key Critical Indicator"
4. Establish your information gathering and reporting process
5. Design your scorecard
6. Distribute copies to your team every month
7. Use the scorecard to drive the agenda of your team meetings

Four Levels of Tracking:

1. Data
2. Information
3. Knowledge
4. Wisdom

Customize Your Scorecard:

1. Start with a template (you can purchase the template at privatedutytoday.com).
2. Define your primary and secondary marketing strategies.
3. Modify the scorecard to fit your strategy.
4. Refine the scorecard as you see results change.

If you were not able to attend the conference, and you would like to have a copy of my handout, just hit reply and I'll be happy to send you a copy.

The second session of the day was presented by Marty Ramseck, Vice President of Sales at LivHome in Los Angeles. Some insights from Marty:

Who are they?

• ALFs are a combination of housing, personal supportive services, and health care designed to support the activities of daily living
• Average resident is 83 years old and requires assistance with two ADLs
• Provides a balance of residential living, health and recreational services, and assistance with day-to-day living activities

Who lives in an ALF?

• 800,000 people nationwide
• 68% female
• Typical resident is an 80 year old woman who can walk on her own and needs assistance with two to three ADLs

"The easiest way into an assisted living community is through the marketing department. Competition is stiff and everyone is looking for ways to increase their census. They will see you if you can help them with their goals."

"Asking questions is more effective in persuading than telling."

"Always ask if they have a current resident or someone on a waiting list who might benefit from your services."

The final session of the conference was presented by Neil Rotter, Vice President of Marketing for Accredited Nursing Care, Woodland Hills, CA.

The Types of Crime:

• Not getting your share of referrals
• Promotional items
• Getting out-marketed by the competition
• Over-marketing contacts with little or no referral potential
• Having the exact same conversation with a referral source
• Relying on marketers who have no marketing experience or training

Are you guilty of any of these?

Joins us in Indianapolis in November for a day of learning, listening, and laughing as a group of Private Duty Home Care owners and administrators come together to discuss how to grow their businesses and get ready for the future.

Leading Home Care along with Indiana Association for Home & Hospice Care, Illinois Home Care Council, Michigan Home Health Association, Ohio Council for Home Care, and The National Private Duty Association are partnering to sponsor the Academy for Private Duty Home Care in Indianapolis on Thursday, November 30, 2006.

As the CEO of a successful Private Duty Home Care company, you're often alone in your decision making. There's no one in your organization who really understands your feelings, frustrations, and concerns.

Based on significant research, the Academy for Private Duty Home Care has been designed as a one day institute expressly for owners, administrators, and CEOs of Private Duty Home Care companies.

This is your opportunity to come together in an intimate, high-impact learning environment to share strategies, ideas, and insights on how to grow your business, multiply the performance of your team members, and increase your income.

Come Join us:

Thursday, November 30, 2006
8:00 - 4:30
Holiday Inn North at the Pyramids
3850 DePauw Blvd.
Indianapolis, IN

For more information, download the brochure, or call IAHHC at 317-575-8751.

Private Duty Today! is published every other Wednesday by Leading Home Care . . . a Tweed Jeffries company. We invite you to pass this newsletter along to your friends and colleagues in Private Duty Home Care by clicking on the link below.

• Publisher - Stephen Tweed, CSP
• Circulation Manager - Diane West
• Editor - Jason Tweed

Permission to Reproduce: Permission is granted to home care companies, home care associations, and home care related publications to reproduce articles from this newsletter as long as appropriate credit is given as follows: "Printed with permission from Private Duty Today! Copyright 2006 Leading Home Care ... To sign up for your FREE Subscription, log on to www.privatedutytoday.com."

You may also sign up for your FREE Subscription to Stephen Tweed's Leading Home Care Report. This bi-weekly electronic newsletter is written for home care company CEOs and senior executives who want to grow their businesses and multiply their performance.

email: jason@leadinghomecare.com

phone: 1-888-668-9333

web: http://www.privatedutytoday.com