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Leveraging Clinical Teammates in Business Development & Growth
Thursday, December 07, 2023, 3:00 PM - 4:00 PM EST
Category: Workshop

Leveraging Clinical Teammates in Business Development & Growth
(60-minute webinar – available live or on-demand)
Thursday, December 7, 2023
3:00-4:00PM Eastern

Departmental friction is a distraction and waste of time. Learn how to bridge the gap between clinical teammates and sales. This dynamic partnership has the power to drive success and give your agency a competitive edge.

 WEBINAR DETAILS:  Every team member is responsible for business growth, but they can be ill-prepared, uneducated, or uninterested in sales. Sometimes there are conflicting goals between sales and clinical teams which can lead to adversarial relationships. This session will explore ways to engage clinical teams and managers in business development and program growth. From protocols to shaking hands, clinicians can be an integral part of business development. This webinar will provide tools, training, motivation, and messaging to get everyone moving in the same direction.


  • Partner with your clinical team to service existing accounts and open new referral sources
  • Engage clinical teammates in the art of asking for business and supporting growth
  • Work with clinical leadership and frontline teams to operate seamlessly with referral sources
  • Pivot your clinical culture away from a “maybe tomorrow” culture to a “yes” culture
  • Create a whole team of liaisons who are invested in program growth
  • Bridge the clinical-marketing gap


WHO SHOULD ATTEND?  This informative session will benefit hospice and home health administrators, executive leaders, clinical managers, business development teams, sales directors, and account liaisons and representatives. 


  • Training log
  • PDF of slides and speaker’s contact info for follow-up questions


Clinically Based Hospice Eligibility for Nonclinical Sales Teammates originally presented on Wednesday, August 30, 2023; recording now available

NOTE: All materials are subject to copyright. Transmission, retransmission, or republishing of any webinar to other agencies or those not employed by your agency is prohibited. Print materials may be copied for eligible participants only.

MEET THE PRESENTERS:  Jen Kiehl, MBA, BSN, RN, Hospice Support Specialists and Greg Grabowski, Partner, Hospice Advisors

Jen Kiehl holds an MBA and has been a registered nurse since 1996. She started her hospice career in 2004 as a Clinical Director for a small start-up in rural PA. Since then, she has held leadership positions at the local, regional, and national level for both large and small for-profit and non-profit organizations. Jen has been sharing her expertise in growth, operations, compliance, and clinical strategy as an independent consultant since 2016. It is Jen’s philosophy that the growth of a successful hospice is dependent on a strong and compliant clinical program. There is no “sales” in hospice; census is built upon collaborative relationships that are founded in service excellence. Growth, however, is only a small component of a successful organization. In order to effectively lead a great program, it is essential that managers understand, evaluate, and drive all of the different components that measure organizational excellence through well-defined, streamlined, and competitive processes.

Greg has been involved in the hospice movement since 1999. His experience cuts across working for non-profit, for-profit, and hospice organizations at a national level. Greg excels in creating opportunities for organizations to strengthen their culture, deepen their leadership, and improve operations. In addition to that, his early years focused on philanthropy, and he was responsible for raising $8 million per year for the organizations he worked with. Greg is an experienced, highly successful leader with a proven record of results and revenue generation. His entrepreneurial skills have been demonstrated in numerous creative initiatives. He is strategically minded, able to predict accurate trajectories, “see the future” state, and lead an organization to its objectives.

Registration Fees:      Member- $159          Non-member- $ 229

There are no cancellations or refunds.

CLICK HERE to register