Selling Healthcare: 5 Strategies to Create High-Return Relationships in Healthcare Sales

Conclusion: No End to the Possibilities

I first saw hospice in action in the 1980s from the perspective of an “inside-outsider,” an administrator at a Phoenix-area hospital that leased beds to a Medicare-certified hospice organization. I knew relatively little about end-of-life care at that point in my career, and I was amazed by the differences between acute care in the hospital and hospice settings. The hospital operated within the parameters of an aggressive curative philosophy; its healthcare providers worked almost exclusively to save and prolong patients’ lives. But in the newly contracted hospice wing, a space warmed with fresh paint and homelike decor, physicians and other caregivers specially trained in palliative care worked together ...