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mso-pagination:widow-orphan; font-size:11.0pt; font-family:"Calibri","sans-serif"; mso-ascii-font-family:Calibri; mso-ascii-theme-font:minor-latin; mso-hansi-font-family:Calibri; mso-hansi-theme-font:minor-latin; mso-bidi-font-family:"Times New Roman"; mso-bidi-theme-font:minor-bidi;} </style> <![endif]--> </head> <body lang=EN-US link=blue vlink=purple style='tab-interval:.5in'> <script language="JavaScript" src="http://www.leadinghomecare.com/includes/header3-news.js"></script> <!-- End newsletter Nav --> <center> <div class=WordSection1> <table width=764 border=0 align="center" cellpadding=0 cellspacing=0 class=MsoNormalTable style='width:573.0pt;mso-cellspacing:0in;background:#FFFFEE;mso-yfti-tbllook: 1184;mso-padding-alt:7.5pt 0in 15.0pt 0in'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes; height:1407.75pt'> <td width=762 valign=top style='width:571.5pt;padding:7.5pt 0in 15.0pt 0in; height:1407.75pt'> <div align=center></div> <p class=MsoNormal><span style='display:none;mso-hide:all'><o:p>&nbsp;</o:p></span></p> <div align=center> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 width=590 style='width:442.5pt;background:#FFFFEE;border-collapse:collapse;mso-yfti-tbllook: 1184;mso-padding-alt:11.25pt 11.25pt 11.25pt 11.25pt'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td width=590 style='width:442.5pt;padding:11.25pt 11.25pt 11.25pt 11.25pt; 1px: '> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 style='border-collapse:collapse;mso-yfti-tbllook:1184'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes; height:15.0pt'> <td width=587 style='width:440.25pt;padding:.75pt .75pt .75pt .75pt; height:15.0pt'> <p class=MsoNormal align=center style='text-align:center;line-height: 22.5pt'><b><span style='font-size:8.5pt;font-family:"Verdana","sans-serif"; color:#088786'><img border=0 id="_x0000_i1025" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/9ab6fc5a38434396b5958a5a82d45179.jpg"></span></b><b><span style='font-size:19.0pt;font-family:"Verdana","sans-serif";color:#088786'><o:p></o:p></span></b></p> <p class=MsoNormal align=center style='text-align:center;line-height: 15.0pt'><span class=apple-style-span><b><span style='font-family:"Verdana","sans-serif"; color:#088786'>Selling Home Health Care to </span></b></span><b><span style='font-family:"Verdana","sans-serif";color:#088786'><br> <span class=apple-style-span><span style='font-family:"Verdana","sans-serif"'>Hospitals, ACOs &amp; Other Health Care Facilities</span></span></span></b><b><span style='font-size:19.0pt;font-family:"Verdana","sans-serif";color:#088786'><o:p></o:p></span></b></p> </td> </tr> </table> <p class=MsoNormal><span style='font-family:"Arial","sans-serif"; display:none;mso-hide:all'><o:p>&nbsp;</o:p></span></p> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 style='border-collapse:collapse;mso-yfti-tbllook:1184'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes; height:24.75pt'> <td width=602 style='width:451.5pt;padding:.75pt .75pt .75pt .75pt; height:24.75pt'> <p align=center style='text-align:center;line-height:18.0pt'><b><span style='font-family:"Verdana","sans-serif";color:#006666'>#207, April 13, 2011<o:p></o:p></span></b></p> </td> </tr> </table> </td> </tr> </table> </div> <p class=MsoNormal><span style='display:none;mso-hide:all'><o:p>&nbsp;</o:p></span></p> <div align=center> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 width=590 style='width:442.5pt;background:#FFFFEE;border-collapse:collapse;mso-yfti-tbllook: 1184;mso-padding-alt:11.25pt 11.25pt 11.25pt 11.25pt'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td valign=top style='border:solid #FFFFEE 1.0pt;border-top:none; mso-border-left-alt:solid #FFFFEE .75pt;mso-border-bottom-alt:solid #FFFFEE .75pt; mso-border-right-alt:solid #FFFFEE .75pt;padding:11.25pt 11.25pt 11.25pt 11.25pt'> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 width="100%" style='width:100.0%;mso-cellspacing:0in;mso-yfti-tbllook: 1184;mso-padding-alt:3.75pt 0in 0in 0in'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes'> <td style='padding:3.75pt 0in 0in 0in'></td> </tr> <tr style='mso-yfti-irow:1;mso-yfti-lastrow:yes'> <td style='padding:3.75pt 0in 0in 0in'> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 style='border-collapse:collapse;mso-yfti-tbllook:1184;mso-padding-bottom-alt: 11.25pt'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td style='padding:.75pt .75pt 11.25pt .75pt'> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><span style='font-family:"Georgia","serif";color:black'>For strategies and insights on growing your private pay, non-medical home care business, subscribe to our sister newsletter, <a href="http://guest.cvent.com/events/mproc.aspx?m=757ce42a-f26e-4d12-95cb-3036955bc4b8&amp;t=http%3a%2f%2fguest.cvent.com%2fevents%2fmproc.aspx%3fm%3d1816471f-2336-4b56-b462-d73d8826ecc4%26t%3dhttp%253a%252f%252fwww.privatedutytoday.com%26s%3dPrivate%2bDuty%2bToday&amp;s=Private+Duty+Today">Private Duty Today</a>.</span><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:#555555'><o:p></o:p></span></p> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><b><span style='font-family:"Georgia","serif";color:black'><br> <strong><span style='font-family:"Georgia","serif"'>In this issue....</span></strong></span></b><span style='font-size:9.0pt;font-family:"Georgia","serif";color:#444444'><o:p></o:p></span></p> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><span style='font-size:9.0pt;font-family:"Georgia","serif";color:#444444'>&nbsp;<o:p></o:p></span></p> </div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><span style='font-family:"Georgia","serif";color:black'>&nbsp;&nbsp;&nbsp;&nbsp; " Selling Home Health to Hospitals, ACOs&nbsp;&amp; Other Health Care Facilities</span><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:#444444'><o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><span style='font-family:"Georgia","serif";color:black'>&nbsp;&nbsp;&nbsp;&nbsp; " Face-to-Face Encounter Rule Goes Into Effect</span><span style='font-size:9.0pt;font-family:"Georgia","serif";color:#444444'><o:p></o:p></span></p> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><span style='font-family:"Georgia","serif";color:black'>&nbsp;&nbsp;&nbsp;&nbsp; " Selling Home Health to Physicians Workshop in California!<br> &nbsp;&nbsp;&nbsp;&nbsp; " Upcoming Academies<br> &nbsp;&nbsp;&nbsp;&nbsp; " LinkedIn Update</span><span style='font-size: 9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> </div> </div> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><span style='font-family:"Georgia","serif";color:black'>&nbsp;&nbsp;&nbsp;&nbsp; " Building Relationships with Physicians</span><span style='font-size: 9.0pt;font-family:"Georgia","serif";color:#444444'>&nbsp;<o:p></o:p></span></p> </div> </div> </td> </tr> </table> <p class=MsoNormal><span style='display:none;mso-hide:all'><o:p>&nbsp;</o:p></span></p> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 style='border-collapse:collapse;mso-yfti-tbllook:1184;mso-padding-alt: 11.25pt 0in 11.25pt 0in'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td style='padding:11.25pt 0in 11.25pt 0in'></td> </tr> </table> <div class=MsoNormal align=center style='text-align:center'> <hr size=1 width="100%" noshade style='color:#BBBBBB' align=center> </div> <p class=MsoNormal><o:p>&nbsp;</o:p></p> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 style='border-collapse:collapse;mso-yfti-tbllook:1184;mso-padding-alt: 7.5pt 0in 7.5pt 0in'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes; height:106.5pt'> <td width=584 style='width:438.0pt;padding:7.5pt 0in 7.5pt 0in; height:106.5pt'> <h2 style='line-height:15.0pt'><span style='font-size:8.5pt;font-family: "Verdana","sans-serif";mso-bidi-font-family:Arial;color:#088786'><img border=0 id="_x0000_i1027" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/bc739d46602a483cb2d705c26fa5dd41.jpg"></span><span style='font-size:13.5pt;font-family:"Verdana","sans-serif";color:#660066'><o:p></o:p></span></h2> </td> </tr> </table> <p class=MsoNormal><span style='display:none;mso-hide:all'><o:p>&nbsp;</o:p></span></p> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 style='border-collapse:collapse;mso-yfti-tbllook:1184;mso-padding-bottom-alt: 11.25pt'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td style='padding:.75pt .75pt 11.25pt .75pt'> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><strong><span style='font-family:"Georgia","serif";color:black'>Welcome, Evan&nbsp;!</span></strong><b><span style='font-size:9.0pt;font-family:"Georgia","serif";color:#555555'><br> </span></b><span style='font-family:"Georgia","serif";color:black'>... to this issue of Home Health Care Today, the leading electronic newsletter for home health care and hospice executives who want to grow their business and get ready for the future.</span><span style='font-size:9.0pt;font-family:"Georgia","serif";color:#555555'><o:p></o:p></span></p> </div> </td> </tr> </table> <div class=MsoNormal align=center style='text-align:center'> <hr size=1 width="100%" noshade style='color:#BBBBBB' align=center> </div> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 style='border-collapse:collapse;mso-yfti-tbllook:1184;mso-padding-alt: 7.5pt 0in 7.5pt 0in'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td style='padding:7.5pt 0in 7.5pt 0in'> <h2 style='line-height:15.0pt'><span style='font-size:13.5pt; font-family:"Arial","sans-serif";color:#088786'><img border=0 id="_x0000_i1029" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/d108fdb7e3084a7c8f5c864ddc8da3bb.jpg"><br> </span><span style='font-size:13.5pt;font-family:"Arial","sans-serif"; color:purple'>Selling Home Health to Hospitals, ACOs &amp; Other Healthcare Facilities</span><span style='font-size:13.5pt;font-family: "Verdana","sans-serif";color:#088786'><o:p></o:p></span></h2> </td> </tr> </table> <p class=MsoNormal><span style='display:none;mso-hide:all'><o:p>&nbsp;</o:p></span></p> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 style='border-collapse:collapse;mso-yfti-tbllook:1184;mso-padding-bottom-alt: 11.25pt'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td style='padding:.75pt .75pt 11.25pt .75pt'> <div> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>On Thursday, March 31, 2011, CMS released the long-awaited proposed rule for accountable care organizations (ACOs). VNAA will review the proposed rule, consult with its members and provide comments to the Centers for Medicare and Medicaid Services. The comment period for this rule is 60 days, and ends on June 6, 2011.</span><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'> &nbsp; <br> <br> </span><span style='font-family:"Georgia","serif";color:black'>Sec. 3022 of The Affordable Care Act created a Medicare Share Savings Program that provides incentives for physicians and hospitals to create ACOs. The CMS proposed rule is the first step towards full implementation of this program, which is slated to begin on January 1, 2012.</span><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>What does this mean for home health agencies?&nbsp; You need to...</span><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>1.&nbsp;re-evaluate your relationships with local hospitals and physician groups.</span><span style='font-size:9.0pt; font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>2.&nbsp;have facts and data showing how you can help hospitals and physicians save money.</span><span style='font-size:9.0pt; font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>3.&nbsp;have in place a system to sell your services and your cost-saving programs to these new organizations being formed by physicians and hospitals.</span><span style='font-size:9.0pt; font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>Under the proposed rule, the Medicare program would provide financial incentives in the form of shared savings to physicians and hospitals who create ACOs, and agree to take responsibility for improving quality and coordination of care for a group of at least 5,000 Medicare beneficiaries. The ACO is expected to lower the costs of care for these beneficiaries, and in return would share in any savings to the Medicare program. The following groups of providers are eligible to participate in an ACO: </span><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> <ul type=disc> <li class=MsoNormal style='color:black;mso-margin-top-alt:auto; mso-margin-bottom-alt:auto;line-height:15.0pt;mso-list:l2 level1 lfo1; tab-stops:list .5in'><span style='font-family:"Georgia","serif"'>ACO professionals (i.e., physicians and hospitals meeting the statutory definition) in group practice arrangements</span><span style='font-size:9.0pt;font-family:"Georgia","serif"'><o:p></o:p></span></li> </ul> <ul type=disc> <li class=MsoNormal style='color:black;mso-margin-top-alt:auto; mso-margin-bottom-alt:auto;line-height:15.0pt;mso-list:l4 level1 lfo2; tab-stops:list .5in'><span style='font-family:"Georgia","serif"'>Networks of individual practices of ACO professionals</span><span style='font-size:9.0pt;font-family:"Georgia","serif"'><o:p></o:p></span></li> </ul> <ul type=disc> <li class=MsoNormal style='color:black;mso-margin-top-alt:auto; mso-margin-bottom-alt:auto;line-height:15.0pt;mso-list:l0 level1 lfo3; tab-stops:list .5in'><span style='font-family:"Georgia","serif"'>Partnerships or joint ventures arrangements between hospitals and ACO professionals </span><span style='font-size:9.0pt;font-family: "Georgia","serif"'><o:p></o:p></span></li> </ul> <ul type=disc> <li class=MsoNormal style='color:black;mso-margin-top-alt:auto; mso-margin-bottom-alt:auto;line-height:15.0pt;mso-list:l1 level1 lfo4; tab-stops:list .5in'><span style='font-family:"Georgia","serif"'>Hospitals employing ACO professionals</span><span style='font-size:9.0pt; font-family:"Georgia","serif"'><o:p></o:p></span></li> </ul> <ul type=disc> <li class=MsoNormal style='color:black;mso-margin-top-alt:auto; mso-margin-bottom-alt:auto;line-height:15.0pt;mso-list:l3 level1 lfo5; tab-stops:list .5in'><span style='font-family:"Georgia","serif"'>Other Medicare providers and suppliers as determined by the Secretary (including home health agencies)</span><span style='font-size: 9.0pt;font-family:"Georgia","serif"'><o:p></o:p></span></li> </ul> <p style='line-height:15.0pt'><strong><span style='font-family:"Georgia","serif"; color:black'>Follow the Money</span></strong><span style='font-size: 9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>One of the fundamental rules of business and politics is &  Follow the Money .&nbsp;In this case, hospitals and physician groups will be looking for opportunities to share in the savings for the Medicare program.&nbsp;Home health agencies will be invited into ACOs when we are able to persuade decision makers that we can contribute to measurable cost savings that will increase revenue for the ACO.</span><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><strong><span style='font-family:"Georgia","serif"; color:black'>New Methods of Selling to Hospitals and ACOs</span></strong><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>One of the outcomes of this new rule is how you sell your home health services to hospitals.&nbsp;In the past, your approach was to build relationships with discharge planners and hope they would be favorable to your agency in their conversations with patients.&nbsp;The better the personal relationship, the more likely you are to get referrals.</span><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>That changes when the decision making process moves up the executive chain, and you are dealing with hospital and physician leaders.&nbsp;While relationships continue to be important, the decision will be&nbsp;based more on facts, data, and results.&nbsp;&nbsp;To be successful selling to ACOs, it will be important for your agency to develop an executive level sales process that can& </span><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>1.&nbsp;gain access to the appropriate Executives in the ACO.</span><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>2.&nbsp;clearly differentiate your agency from your competitors based on your ability to contribute to cost savings.</span><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>3.&nbsp;provide a clear, concise, powerful presentation that will persuade the ACO Executives of your ability to deliver on your promises.</span><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>4. close the sale and enter into a collaborative agreement with the ACO.</span><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>5.&nbsp;deliver on your promises.&nbsp;Generate measurable cost savings while providing high quality patient outcomes.&nbsp;</span><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> <div class=MsoNormal align=center style='text-align:center;line-height: 15.0pt'><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:black'> <hr size=1 width="100%" noshade style='color:#BBBBBB' align=center> </span></div> <p style='line-height:15.0pt'><strong><span style='font-size:14.0pt; font-family:"Georgia","serif";color:black'>Face-to-Face Encounter Rule Goes Into Effect</span></strong><span style='font-size:9.0pt; font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>Over the objections of major health care provider groups representing home care, hospitals, and physicians, the Centers for Medicare and Medicaid Services is going ahead with the implementation and enforcement of the face-to-face encounter rule for home health patients.&nbsp;</span><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>Jonathan Blum, Center for Medicare Management Director, notified the national organizations via phone on Monday, April 4</span><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'>,</span><span style='font-family:"Georgia","serif";color:black'> 2011 that the Centers for Medicare and Medicaid Services (CMS) will stick with full enforcement of the face-to-face encounter provision effective April 1, 2011.&nbsp;</span><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>Members of a coalition which includes AARP, the American Hospital Association, the Catholic Healthcare Association, the American Medical Association, American Case Management Association, the Society of Hospital Medicine, the National Association for Home Care and Hospice, and the Visiting Nurse Associations of America, had met with Jonathan Blum and CMS on several occasions to address implementation issues and asked that the grace period on financial penalties be extended for another 90 days to provide time to educate physicians about their new responsibilities and make system changes. The coalition's effort was unprecedented in terms of bringing together such a wide spectrum of beneficiary and provider groups behind regulations that impact payment for home health and hospice services.</span><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>&quot;We are deeply disappointed that more time was not provided as there was a strong consensus among diverse groups that it takes about 6 months for an educational and system change of this magnitude,&quot; said Andy Carter, VNAA President and CEO. &quot;Our nonprofit members are most likely to take the risk of serving patients who may not have a primary care physician and may not be able to get the documentation done within the timeframe. </span><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>&quot;The regulations have set a standard with which it is impossible to comply,&quot; said National Association for Home Care &amp; Hospice (NAHC) President Val J. Halamandaris. &quot;Physicians do not have the time, nor would they be compensated for traveling many miles to see homebound patients. They're more likely to choose the easier route, which is to keep patients in the hospital or refer them to another institutional care setting.&quot;&nbsp; <o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>The associations making up this coalition have issued a call-to-action to their members to contact legislators with a plea for additional time to meet the requirements of this regulation.</span><span style='color:black'>&nbsp;</span><span style='font-size:9.0pt; font-family:"Georgia","serif";color:black'>&nbsp;&nbsp;&nbsp;<o:p></o:p></span></p> <div class=MsoNormal align=center style='text-align:center;line-height: 15.0pt'><span style='font-size:9.0pt;font-family:"Georgia","serif"; color:black'> <hr size=1 width="100%" noshade style='color:#BBBBBB' align=center> </span></div> <p class=MsoNormal style='line-height:15.0pt'><span style='font-size: 9.0pt;font-family:"Georgia","serif";color:black'><o:p>&nbsp;</o:p></span></p> <p style='line-height:15.0pt'><b><span style='font-family:"Georgia","serif"; color:black'><img border=0 width=576 height=71 id="_x0000_i1032" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/722c860fb68f4d7b9ea938c76754adaf.jpg" style='float:left;height:71px;width:576px'></span></b><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>One of the major impacts of the new face-to-face encounter rule is that it will change the way home health agencies sell their services to physicians.&nbsp;It means agency representatives will have to engage in more meaningful dialog with physicians and their key assistants to discuss the new rule, and how the physician practice can comply with the rule without disrupting their own practice.<o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>As Val Halamandaris of NAHC said, physicians are likely to  choose the easier route, which is to keep patients in the hospital or refer them to another institutional care setting.&quot;<o:p></o:p></span></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"; color:black'>This could be a major set back for home health care in your marketplace as more and more home health agencies compete for fewer Medicare patients.&nbsp;If physicians slow their referrals, and hospitals work to keep patients inside their own ACOs, the landscape will change.&nbsp;How will you adapt?&nbsp; Join us in Pasadena, CA on June 16, 2011 for our interactive workshop, <a href="http://guest.cvent.com/events/mproc.aspx?m=757ce42a-f26e-4d12-95cb-3036955bc4b8&amp;t=http%3a%2f%2fguest.cvent.com%2fd%2fndqb4y&amp;s=%22Selling+Home+Health+Care+to+Physicians+with+Dr.+M.+Tray+Dunaway%2c+MD">&quot;Selling Home Health Care to Physicians with Dr. M. Tray Dunaway, MD</a>.</span><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> </div> </td> </tr> </table> <div> <p class=MsoNormal style='margin-bottom:12.0pt'><span style='font-family: "Georgia","serif"'><img border=0 id="_x0000_i1033" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/35b4924e6dce431ca1502d95b5d4b07b.jpg"><br> If you would like to get the latest strategies, insights and benchmark data to grow your private duty business, join us at one of our upcoming Academies:<br> <br> <a href="http://guest.cvent.com/events/mproc.aspx?m=757ce42a-f26e-4d12-95cb-3036955bc4b8&amp;t=http%3a%2f%2fguest.cvent.com%2fevents%2fmproc.aspx%3fm%3d2d59a1a4-ee65-4825-84ab-3d45da4af8ff%26t%3dhttp%253a%252f%252fguest.cvent.com%252fevents%252fmproc.aspx%253fm%253d3de580eb-c852-4f15-ba15-bb5ab7016d15%2526t%253dhttp%25253a%25252f%25252fwww.privatedutytoday.com%25252facademy%25252fncAcademy.html%2526s%253dMay%252b3%25252c%252b2011%252bRaleigh%25252c%252bNC%26s%3dMay%2b3%252c%2b2011%2bRaleigh%252c%2bNC&amp;s=May+3%2c+2011+Raleigh%2c+NC">May 3, 2011 Raleigh, NC</a>&nbsp;- hosted by the Association for Home Care &amp; Hospice of North Carolina.&nbsp; <em><span style='font-family:"Georgia","serif"'>Please contact the Association for Home &amp; Hospice Care of NC by clicking on the link or at 919-848-3450 with questions or registrations.</span></em><br> <br> <a href="http://guest.cvent.com/events/mproc.aspx?m=757ce42a-f26e-4d12-95cb-3036955bc4b8&amp;t=http%3a%2f%2fguest.cvent.com%2fevents%2fmproc.aspx%3fm%3d2d59a1a4-ee65-4825-84ab-3d45da4af8ff%26t%3dhttp%253a%252f%252fguest.cvent.com%252fevents%252fmproc.aspx%253fm%253d3de580eb-c852-4f15-ba15-bb5ab7016d15%2526t%253dhttps%25253a%25252f%25252fm360.iahhc.org%25252fViewEvent.aspx%25253fid%25253d26694%252526instance%25253d0%2526s%253dMay%252b17%25252c%252b2011%252bIndianapolis%25252c%252bIN%26s%3dMay%2b17%252c%2b2011%2bIndianapolis%252c%2bIN&amp;s=May+17%2c+2011+Indianapolis%2c+IN">May 17, 2011 Indianapolis, IN</a>&nbsp;- hosted by the Indiana Association for Home &amp; Hospice Care.&nbsp; <em><span style='font-family:"Georgia","serif"'>Please contact the Indiana Assn. for Home &amp; Hospice Care by clicking on the link or at 317-844-6630 with questions or registrations.</span></em><br> <br> <a href="http://guest.cvent.com/events/mproc.aspx?m=757ce42a-f26e-4d12-95cb-3036955bc4b8&amp;t=http%3a%2f%2fguest.cvent.com%2fevents%2fmproc.aspx%3fm%3d2d59a1a4-ee65-4825-84ab-3d45da4af8ff%26t%3dhttp%253a%252f%252fguest.cvent.com%252fevents%252fmproc.aspx%253fm%253d3de580eb-c852-4f15-ba15-bb5ab7016d15%2526t%253dhttp%25253a%25252f%25252fwww.thinkhomecare.org%2526s%253dMay%252b25%25252c%252b2011%252bNewton%25252c%252bMA%26s%3dMay%2b25%252c%2b2011%2bNewton%252c%2bMA&amp;s=May+25%2c+2011+Newton%2c+MA">May 25, 2011 Newton, MA</a>&nbsp;- Hosted by The New England Home Care Conference.&nbsp; <em><span style='font-family:"Georgia","serif"'>Please contact the New England Home Care conference committee by clicking on the link or at 617-482-8830</span></em>.<br> <br> <a href="http://guest.cvent.com/events/mproc.aspx?m=757ce42a-f26e-4d12-95cb-3036955bc4b8&amp;t=http%3a%2f%2fguest.cvent.com%2fevents%2fmproc.aspx%3fm%3d2d59a1a4-ee65-4825-84ab-3d45da4af8ff%26t%3dhttp%253a%252f%252fguest.cvent.com%252fevents%252fmproc.aspx%253fm%253d3de580eb-c852-4f15-ba15-bb5ab7016d15%2526t%253dhttp%25253a%25252f%25252fwww.cvent.com%25252fevents%25252facademy-for-private-duty-home-care-dolce-hotels-resorts-king-of-prussia-philadelphia-june-14-2011%25252fevent-summary-6b2acccf8fb549e38ef4f7254b4fe56c.aspx%2526s%253dJune%252b14%25252c%252b2011%252bPhiladelphia%25252c%252bPA%252b%26s%3dJune%2b14%252c%2b2011%2bPhiladelphia%252c%2bPA%2b&amp;s=June+14%2c+2011+Philadelphia%2c+PA+">June 14, 2011 Philadelphia, PA </a>- hosted by the VNAs of America <em><span style='font-family:"Georgia","serif"'>specifically for VNAs and other not-for-profit home health agencies with private duty home care</span></em>.<br style='mso-special-character:line-break'> <![if !supportLineBreakNewLine]><br style='mso-special-character:line-break'> <![endif]><o:p></o:p></span></p> </div> <div> <div class=MsoNormal align=center style='text-align:center'><span style='font-family:"Georgia","serif"'> <hr size=1 width="100%" noshade style='color:#BBBBBB' align=center> </span></div> </div> <div> <p class=MsoNormal style='margin-bottom:12.0pt'><span style='font-family: "Georgia","serif"'><br> <br> <img border=0 width=355 height=100 id="_x0000_i1035" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/59acf5da357b45ce8e796d42e58f9d23.jpg" style='height:100px;width:355px'></span></p> </div> <div> <p class=MsoNormal><strong><span style='font-family:"Georgia","serif"'>Linked In Update</span></strong><span style='font-family:"Georgia","serif"'><br> The group is still growing!&nbsp;60 more of you have joined bringing the group to over 740 members.&nbsp;Your participation is evidence that our quest to provide a forum for the Home Health Care industry and its leaders is working.&nbsp;We strive to facilitate powerful dialog between the most innovative minds in the industry and support those discussions with complete and up-to-date data and resources.&nbsp;This group is for insiders only; we don t allow vendors, so there are no commercials, just great shared information and dialogue!&nbsp; Some of the most recent discussion topics include:</span></p> </div> <ul type=disc> <li class=MsoNormal style='mso-margin-top-alt:auto;mso-margin-bottom-alt: auto;mso-list:l5 level1 lfo6;tab-stops:list .5in'><span style='font-family:"Georgia","serif"'>Software selection</span></li> <li class=MsoNormal style='mso-margin-top-alt:auto;mso-margin-bottom-alt: auto;mso-list:l5 level1 lfo6;tab-stops:list .5in'><span style='font-family:"Georgia","serif"'>Compensation plans for 24 hour shifts</span></li> <li class=MsoNormal style='mso-margin-top-alt:auto;mso-margin-bottom-alt: auto;mso-list:l5 level1 lfo6;tab-stops:list .5in'><span style='font-family:"Georgia","serif"'>Thoughts on referral companies</span></li> <li class=MsoNormal style='mso-margin-top-alt:auto;mso-margin-bottom-alt: auto;mso-list:l5 level1 lfo6;tab-stops:list .5in'><span style='font-family:"Georgia","serif"'>Reverse mortgage's to pay for home care</span></li> <li class=MsoNormal style='mso-margin-top-alt:auto;mso-margin-bottom-alt: auto;mso-list:l5 level1 lfo6;tab-stops:list .5in'><span style='font-family:"Georgia","serif"'>What is a fair standard for the number of referrals a sales person should generate?</span></li> <li class=MsoNormal style='mso-margin-top-alt:auto;mso-margin-bottom-alt: auto;mso-list:l5 level1 lfo6;tab-stops:list .5in'><span style='font-family:"Georgia","serif"'>Home health is a vital part of the continuum of care</span></li> <li class=MsoNormal style='mso-margin-top-alt:auto;mso-margin-bottom-alt: auto;mso-list:l5 level1 lfo6;tab-stops:list .5in'><span style='font-family:"Georgia","serif"'>Long term care insurance is not just for nursing homes</span></li> <li class=MsoNormal style='mso-margin-top-alt:auto;mso-margin-bottom-alt: auto;mso-list:l5 level1 lfo6;tab-stops:list .5in'><span style='font-family:"Georgia","serif"'>Thoughts on the new face-to-face requirements</span></li> <li class=MsoNormal style='mso-margin-top-alt:auto;mso-margin-bottom-alt: auto;mso-list:l5 level1 lfo6;tab-stops:list .5in'><span style='font-family:"Georgia","serif"'>Plus countless posting on helpful and useful topics and best practices</span></li> </ul> <div> <p class=MsoNormal>&nbsp;</p> </div> <div> <p class=MsoNormal><span style='font-family:"Georgia","serif"'>If you are a home health professional and would like to be part of this discussion group, log into Linkedin and search for the group <a href="http://guest.cvent.com/events/mproc.aspx?m=757ce42a-f26e-4d12-95cb-3036955bc4b8&amp;t=http%3a%2f%2fwww.linkedin.com%2fmanageGroupMembers%3fdispParts%3d%26gid%3d3273154%26memberLevel%3dPENDING)&amp;s=Leading+Home+Care+Network">Leading Home Care Network</a>.</span></p> </div> <div> <p class=MsoNormal>&nbsp;</p> </div> <div> <p class=MsoNormal><span style='font-family:"Georgia","serif"'>We look forward to having you join the <a href="http://guest.cvent.com/events/mproc.aspx?m=757ce42a-f26e-4d12-95cb-3036955bc4b8&amp;t=http%3a%2f%2fwww.linkedin.com%2fmanageGroupMembers%3fdispParts%3d%26gid%3d3273154%26memberLevel%3dPENDING)&amp;s=Leading+Home+Care+Network+">Leading Home Care Network </a>group on Linkedin.</span></p> </div> <div> <p class=MsoNormal>&nbsp;</p> </div> <div> <div class=MsoNormal align=center style='text-align:center'> <hr size=1 width="100%" noshade style='color:#BBBBBB' align=center> </div> </div> <div> <p class=MsoNormal><b><span style='font-family:"Georgia","serif"'><img border=0 id="_x0000_i1037" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/cdcfc65421a14b70a8f269696d8d2b08.jpg"><br> <strong><span style='font-family:"Georgia","serif"'>Building Relationships with Physicians<a href="http://guest.cvent.com/events/mproc.aspx?m=757ce42a-f26e-4d12-95cb-3036955bc4b8&amp;t=http%3a%2f%2fwww.leadinghomecare.com%2fstore%2faudio%2fphysiciansales.html&amp;s=%3cimg+style%3d%22width%3a+211px%3b+float%3a+right%3b+height%3a+305px%22+border%3d%220%22+alt%3d%22%22+src%3d%22http%3a%2f%2fcustom.cvent.com%2f8AFBDDC3ED4540E199A5F71E49A815B4%2fpix%2f2a22113ad6e747069064a593b2434083.jpg%22+width%3d%22211%22+height%3d%22305%22+%2f%3e"><span style='text-decoration:none;text-underline:none'><img border=0 width=211 height=305 id="_x0000_i1038" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/2a22113ad6e747069064a593b2434083.jpg" style='float:right;height:305px;width:211px'></span></a></span></strong></span></b></p> </div> <div> <p class=MsoNormal>&nbsp;</p> </div> <div> <p class=MsoNormal><span style='font-family:"Georgia","serif"'>One of the most effective ways you can grow your home health care business is to build relationships with physicians.&nbsp; Research shows that the #1 source of home health referrals is hospitals and #2 is physicians.&nbsp; If you want to grow your business, learn to effectively connect with physicians.</span></p> </div> <div> <p class=MsoNormal>&nbsp;</p> </div> <div> <p class=MsoNormal><span style='font-family:"Georgia","serif"'>In this <a href="http://guest.cvent.com/events/mproc.aspx?m=757ce42a-f26e-4d12-95cb-3036955bc4b8&amp;t=http%3a%2f%2fwww.leadinghomecare.com%2fstore%2faudio%2fphysiciansales.html&amp;s=interactive+audio+learning+program">interactive audio learning program</a>, you will hear Stephen Tweed and Dr. M. Tray Dunaway discuss, in detail, specific techniques you can use to grow your business.&nbsp; Each CD gives you 60 minutes of valuable information, followed by a question and answer period with Dr. Dunaway.</span></p> </div> <div> <p class=MsoNormal>&nbsp;</p> </div> <div> <p class=MsoNormal><span style='font-family:"Georgia","serif"'>The four programs are:</span></p> </div> <ul type=disc> <li class=MsoNormal style='mso-margin-top-alt:auto;mso-margin-bottom-alt: auto;mso-list:l6 level1 lfo7;tab-stops:list .5in'><span style='font-family:"Georgia","serif"'>Special skills for communicating with physicians</span></li> <li class=MsoNormal style='mso-margin-top-alt:auto;mso-margin-bottom-alt: auto;mso-list:l6 level1 lfo7;tab-stops:list .5in'><span style='font-family:"Georgia","serif"'>Marketing techniques that work with physicians</span></li> <li class=MsoNormal style='mso-margin-top-alt:auto;mso-margin-bottom-alt: auto;mso-list:l6 level1 lfo7;tab-stops:list .5in'><span style='font-family:"Georgia","serif"'>Building relationships with physicians' office staff</span></li> <li class=MsoNormal style='mso-margin-top-alt:auto;mso-margin-bottom-alt: auto;mso-list:l6 level1 lfo7;tab-stops:list .5in'><span style='font-family:"Georgia","serif"'>Marketing specialty home care programs to physicians</span></li> </ul> <p class=MsoNormal>&nbsp;</p> <div> <div class=MsoNormal align=center style='text-align:center'> <hr size=1 width="100%" noshade style='color:#BBBBBB' align=center> </div> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 style='border-collapse:collapse;mso-yfti-tbllook:1184;mso-padding-alt: 7.5pt 0in 7.5pt 0in'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td style='padding:7.5pt 0in 7.5pt 0in'> <p style='line-height:15.0pt'><b><span style='font-size:13.5pt; font-family:"Arial","sans-serif";color:purple'><img border=0 id="_x0000_i1040" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/47cf150014ad46b7a23df23b371b1ea5.jpg"></span></b><b><span style='font-size:13.5pt;font-family:"Verdana","sans-serif";color:#088786'><o:p></o:p></span></b></p> </td> </tr> </table> <p class=MsoNormal><span style='display:none;mso-hide:all'><o:p>&nbsp;</o:p></span></p> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 style='border-collapse:collapse;mso-yfti-tbllook:1184;mso-padding-bottom-alt: 11.25pt'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td style='padding:.75pt .75pt 11.25pt .75pt'> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><span style='font-family:"Georgia","serif";color:black'>For more information about Leading Home Care, go to <a href="http://guest.cvent.com/events/mproc.aspx?m=757ce42a-f26e-4d12-95cb-3036955bc4b8&amp;t=http%3a%2f%2fwww.leadinghomecare.com&amp;s=http%3a%2f%2fwww.leadinghomecare.com">http://www.leadinghomecare.com</a><br> <br> <a href="http://guest.cvent.com/events/mproc.aspx?m=757ce42a-f26e-4d12-95cb-3036955bc4b8&amp;t=https%3a%2f%2fguest.cvent.com%2fe.aspx%3f3C%2cE1%2c6c671f72-13d4-47db-aaa2-5c625a98c3d9&amp;s=Click+here+for+a+web+version+of+this+email">Click here for a web version of this email</a></span><span style='font-size: 9.0pt;font-family:"Georgia","serif";color:#555555'><o:p></o:p></span></p> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><span style='font-size:9.0pt;font-family:"Georgia","serif";color:#555555'>&nbsp;<o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><span style='font-size:9.0pt;font-family:"Georgia","serif";color:#555555'>&nbsp;<o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='margin-bottom:11.25pt;line-height:15.0pt'><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'>&nbsp;</span><strong><span style='font-family:"Georgia","serif";color:black'>About the Author</span></strong><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> </div> <div> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 width=600 style='width:6.25in;mso-cellspacing:0in;mso-yfti-tbllook: 1184;mso-padding-alt:0in 0in 0in 0in'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes'> <td style='padding:0in 0in 0in 0in'> <p class=MsoNormal style='text-align:justify;line-height:15.0pt'><span style='font-family:"Georgia","serif"'><img border=0 id="_x0000_i1041" src="http://custom.cvent.com/8AFBDDC3ED4540E199A5F71E49A815B4/pix/6fe0b88319e74e54af3e057ce3963f86.jpg" style='float:left'>Stephen Tweed, CSP, is Chairman and CEO of Leading Home Care ... a Tweed Jeffries company. For over 25 years he has been a recognized leader in strategy and leadership development for home health care &amp; hospice companies and associations. He is the author or co-author of seven books, five of which were written specifically for the home care industry. He has served on the boards of directors of three not-for-profit home care agencies, and has served as interim President &amp; CEO of a $25 million home care company. <o:p></o:p></span></p> <div> <p class=MsoNormal style='text-align:justify;line-height:15.0pt'><span style='font-family:"Georgia","serif"'>&nbsp;<o:p></o:p></span></p> </div> <div> <p class=MsoNormal style='text-align:justify;line-height:15.0pt'><span style='font-family:"Georgia","serif"'>Stephen is a past-President of the <a href="http://guest.cvent.com/events/mproc.aspx?m=757ce42a-f26e-4d12-95cb-3036955bc4b8&amp;t=http%3a%2f%2fguest.cvent.com%2fevents%2fmproc.aspx%3fm%3da6d2c675-4fc6-4231-801d-fc04bf96ed81%26t%3dhttp%253a%252f%252fr20.rs6.net%252ftn.jsp%253fllr%253dhz9taun6%2526et%253d1104082994522%2526s%253d11061%2526e%253d001CbBFrPZ0afsYUuXOZDyLw65kNqUipwab4IF_Rq7qUofuyKVfzXKcD7Ba4q00iOgrZlrHZBDkJUyiaNyKsFdr27LzJv03ZPxfDyEFEbx4QpSLRQcM2BcfZg%253d%253d%26s%3dNational%2bSpeakers%2bAssociation%252c&amp;s=National+Speakers+Association%2c">National Speakers Association,</a> a 3500 member international society of experts who speak professionally, and currently serves and <a href="http://guest.cvent.com/events/mproc.aspx?m=757ce42a-f26e-4d12-95cb-3036955bc4b8&amp;t=http%3a%2f%2fguest.cvent.com%2fevents%2fmproc.aspx%3fm%3da6d2c675-4fc6-4231-801d-fc04bf96ed81%26t%3dhttp%253a%252f%252fr20.rs6.net%252ftn.jsp%253fllr%253dhz9taun6%2526et%253d1104082994522%2526s%253d11061%2526e%253d001CbBFrPZ0aftn0QvCKGdiX28ViL6ZwipSqeSp7x_lkj7mI5X1XDLuHCXpWz07VOMJipMtGAumfJ40f1Y7lr1MLuoczwB7cUB7KE55VmSoEi3j1UZYSAMDrA%253d%253d%26s%3dChairman%2bof%2bthe%2bBoard%2bof%2bTrustees%2bof%2bthe%2bNSA%2bFoundation.&amp;s=Chairman+of+the+Board+of+Trustees+of+the+NSA+Foundation.">Chairman of the Board of Trustees of the NSA Foundation.</a> He is also the father of an adult son who is physically disabled and uses the services of home care on a daily basis. <o:p></o:p></span></p> </div> <p><span style='font-family:"Georgia","serif"'><a href="http://guest.cvent.com/events/mproc.aspx?m=757ce42a-f26e-4d12-95cb-3036955bc4b8&amp;t=http%3a%2f%2fguest.cvent.com%2fevents%2fmproc.aspx%3fm%3da6d2c675-4fc6-4231-801d-fc04bf96ed81%26t%3dhttp%253a%252f%252fr20.rs6.net%252ftn.jsp%253fllr%253dhz9taun6%2526et%253d1104082994522%2526s%253d11061%2526e%253d001CbBFrPZ0afuayZjFQnLw0HVzqxj2dk43-4O4uDdU7tf4_Qx6R9ndg6yFuvK7_vYubGRCdVV7Cd2v2czJtz-JqBEjdPT3i0xoEg3c6yG0NYp7tERBlEB2yHbjDd6MbQM99d5NXuAT9fYZHyPydC393g%253d%253d%26s%3d%253cspan%2bstyle%253d%2522font-size%253a%2b12pt%2522%253eMeet%2bthe%2bentire%2bLeading%2bHome%2bCare%2bTeam%253c%252fspan%253e&amp;s=%3cspan+style%3d%22font-size%3a+12pt%22%3eMeet+the+entire+Leading+Home+Care+Team%3c%2fspan%3e" shape=rect color="#0000FF">Meet the entire Leading Home Care Team</a><o:p></o:p></span></p> </td> </tr> <tr style='mso-yfti-irow:1;mso-yfti-lastrow:yes'> <td style='padding:0in 0in 0in 0in'> <p class=MsoNormal><span style='font-size:10.0pt;font-family:"Georgia","serif"; color:black'><br> </span><b><span style='color:black'>Permission to Reproduce</span></b><b><span style='font-size:10.0pt;font-family:"Georgia","serif";color:black'> </span></b><strong><span style='font-family:"Georgia","serif";color:black'>~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ </span></strong><strong><span style='font-size:9.0pt;font-family: "Georgia","serif";font-weight:normal'><o:p></o:p></span></strong></p> <p style='line-height:15.0pt'><span style='font-family:"Georgia","serif"'>Permission is granted to healthcare publications, associations and companies to reproduce this article in your publication, or to distribute copies to your leaders, on the condition that you reproduce the credits and contact information as follows: &quot;Reprinted with permission from Home Health Care Today. Copyright 2010 Stephen C. Tweed. To receive a FREE subscription to this newsletter, log on to <a href="http://www.leadinghomecare.com">www.leadinghomecare.com</a>.&quot;</span></p> </td> </tr> </table> </div> </div> </td> </tr> </table> <div class=MsoNormal align=center style='text-align:center'> <hr size=1 width="100%" noshade style='color:#BBBBBB' align=center> </div> <table class=MsoNormalTable border=0 cellpadding=0 style='mso-cellspacing: 1.5pt;mso-yfti-tbllook:1184'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td style='padding:.75pt .75pt .75pt .75pt'> <p style='line-height:15.0pt'><strong><span style='font-family:"Georgia","serif"; color:black'>Reprints: </span></strong><span style='font-family:"Georgia","serif"; color:black'>Articles from this issue may be reprinted by home care companies and home care associations. Permission is granted provided that the author and publication are given credit, and provided that the article is used verbatim in its entirety. All reprints must be accompanied by a mention of our website, at <strong><span style='font-family:"Georgia","serif"'><a href="http://www.leadinghomecare.com"><span style='font-weight:normal'>www.leadinghomecare.com</span></a></span></strong> and/or <strong><span style='font-family:"Georgia","serif"'><a href="http://www.privatedutytoday.com"><span style='font-weight:normal'>www.privatedutytoday.com</span></a></span></strong>. Reprints of articles published online must have a link. Other use of this content is available with written permission only. To request permission, please email Stephen Tweed at <a href="mailto:stephen@leadinghomecare.com">stephen@leadinghomecare.com</a>.</span><span style='font-size:9.0pt;font-family:"Georgia","serif";color:black'><o:p></o:p></span></p> </td> </tr> </table> <p class=MsoNormal><span style='display:none;mso-hide:all'><o:p>&nbsp;</o:p></span></p> <div align=center> <table class=MsoNormalTable border=0 cellspacing=0 cellpadding=0 width="100%" style='width:100.0%;border-collapse:collapse;mso-yfti-tbllook: 1184;mso-padding-bottom-alt:11.25pt'> <tr style='mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes'> <td style='padding:.75pt .75pt 11.25pt .75pt'> <p align=center style='text-align:center;line-height:12.0pt'><span style='font-family:"Georgia","serif";color:black'>Learn more about our events, products and services at:</span><span style='font-size:8.5pt; font-family:"Georgia","serif";color:#555555'><o:p></o:p></span></p> <p align=center style='text-align:center;line-height:13.5pt'><span style='font-family:"Georgia","serif";color:#555555'><a href="http://guest.cvent.com/events/mproc.aspx?m=757ce42a-f26e-4d12-95cb-3036955bc4b8&amp;t=http%3a%2f%2fwww.leadinghomecare.com&amp;s=%3cspan+style%3d%22font-size%3a+12pt%22%3e%3ca+href%3d%22http%3a%2f%2fwww.leadinghomecre.com%22%3e%3ca+title%3d%22Leading+Home+Care%22+href%3d%22http%3a%2f%2fwww.leadinghomecare.com%22%3e%3cspan+style%3d%22font-size%3a+12pt%22%3eL%3c%2fspan%3e%3cspan+style%3d%22font-size%3a+12pt%22%3eeading+Home+Care%3c%2fspan%3e" title="Leading Home Care">Leading Home Care</a>&nbsp;| </span><span style='font-size:8.5pt;font-family:"Georgia","serif";color:#555555'><a href="http://guest.cvent.com/events/mproc.aspx?m=757ce42a-f26e-4d12-95cb-3036955bc4b8&amp;t=http%3a%2f%2fwww.privatedutytoday.com&amp;s=%3ca+title%3d%22Private+Duty+Today%22+href%3d%22http%3a%2f%2fwww.privatedutytoday.com%22%3e%3cspan+style%3d%22font-size%3a+12pt%22%3eP%3c%2fspan%3e%3cspan+style%3d%22font-size%3a+12pt%22%3erivate+Duty+Today%3c%2fspan%3e" title="Private Duty Today"><span style='font-size:12.0pt'>Private Duty Today</span></a></span><span style='font-family:"Georgia","serif"; color:#555555'> | </span><span style='font-size:8.5pt;font-family:"Georgia","serif"; color:#555555'><a href="http://guest.cvent.com/events/mproc.aspx?m=757ce42a-f26e-4d12-95cb-3036955bc4b8&amp;t=http%3a%2f%2fwww.caregiverquality.com&amp;s=%3cspan+style%3d%22font-size%3a+12pt%22%3eC%3c%2fspan%3e%3cspan+style%3d%22font-size%3a+12pt%22%3earegiver+Quality+Assurance%3c%2fspan%3e" title="Caregiver Quality Assurance"><span style='font-size:12.0pt'>Caregiver Quality Assurance</span></a><o:p></o:p></span></p> </td> </tr> </table> </div> </div> </td> </tr> </table> </td> </tr> </table> </div> </td> </tr> </table> <p class=MsoNormal><span style='font-size:10.0pt; font-family:"Calibri","sans-serif";mso-ascii-theme-font:minor-latin;mso-hansi-theme-font: minor-latin;mso-bidi-font-family:"Times New Roman";mso-bidi-theme-font:minor-bidi'> <o:p>&nbsp;</o:p></span></p> </div> </body> </html>