Identifying Target Audience in the Disease Organization  

1. Organization Executives: They have significant influence over the organization’s decisions and can help establish formal referral partnerships.  
2. Support Staff: These are the individuals who often interact directly with patients and their families and can provide informal recommendations.  
3. Program Coordinators: These individuals are often responsible for providing resources to patients, making them prime targets for referral partnerships.
   

Preparation 

1. Understand the services and care specialties your home care agency provides, focusing on those relevant to the specific disease organization.  
2. Create professional promotional materials highlighting these services and how they can benefit their community.  
3. Research the disease organization’s specific needs and challenges and tailor your presentation to address them.
   

Initial Contact and Presentation  

1. Schedule appointments with the identified individuals. Direct contact is generally more effective than unsolicited visits.  
2. Introduce yourself and your home care agency professionally, succinctly stating the purpose of your visit.  
3. Describe your services and how they can address the needs of the organization and its community. Explain how partnering with your agency can help their members live more comfortably and independently.
   

Common needs of a disease organization include:  

1. Funding and Resource Constraints – Many organizations rely on public and private donations, which can lead to limits in available resources. 
   
2. Lack of Public Awareness – This can lead to underfunding and lack of support for individuals with that particular illness or disease. 
   
3. Mental Health Support– Many clients of an organization experience mental health challenges such as depression or anxiety. 
   
4. Care Coordination – Many clients have needs for multiple services, and coordinating these services can be complex and time-consuming.
   

1. Leave your marketing materials for their reference.
   

Referral Program Explanation  

1. Detail your referral program, including any incentives offered for successful referrals.  
2. Be clear about seeking a mutually beneficial relationship where both parties gain value.
   

Follow-Up  

1. Send a thank you note or email after your initial meeting, showing appreciation for their time.  
2. Maintain regular but respectful contact. Periodically checking in, perhaps every month or two, keeps your agency on their minds when they encounter individuals requiring home care services.  
3. When you receive a referral, promptly acknowledge it and thank the referrer.
   

Building Relationships  

1. Regularly update organization staff about new services, updates, or relevant news from your agency.  
2. Offer to provide educational sessions or workshops on topics that align with the disease organization’s focus. This not only promotes your agency but also provides value to the organization and its members.  
3. Show appreciation for ongoing referrals, perhaps with a small gift, a personalized thank you note, or an annual recognition event.