I had a fascinating discussion with a dealer who almost went out of business. However, he recovered in time to not only salvage what he had, but also to improve conditions in his company. When we spoke, we talked about why his company was in trouble.

His answer was one that I anticipated: He had not taken a moment to study how his company functioned, and went blissfully — ignorantly — forward without any review until his company's problems caught up with him.

How often do business leaders stop to review where their companies have been and what steps are necessary to reach the next level of growth? This introspection is crucial to a company's survival and to its continued growth.

Study the direction of your sales and profits from the past few months. Then, take the next step: Meet with your staff and your accountant to share with them what you believe will help facilitate further growth. Make a New Year's resolution to do this at least twice a year — this year and in the years to come.

Fraud Posses

I hear that the U.S. Department of Health and Human Services' Office of Inspector General has been making raids on dealers, without any announcement, seeking evidence of fraud or abuse. They arrive with a posse, and I have heard that they can become nasty.

Should this happen to you, don't argue with them. They will arrive with a subpoena or other documents authorizing the investigation. One of the problems I see is that they arrive already having made the decision that the dealer is guilty. I always believed that in the United States an individual was innocent until proven guilty. I hope the OIG grants dealers that privilege.

Give the OIG inspectors what they request. The subpoena requires your cooperation. But this is where I find concern. The meaning of the word cooperation can have a different connotation to you, the OIG or other policemen. The OIG seems to feel that when you offer your cooperation, it is a confession of guilt, and that is how their representatives act. Just say that you will provide what they ask for and, if possible, refer them to your attorney.

A Giant Step Forward

The Alexandria, Va.-based American Association for Homecare recently arranged a fly-in for HME dealers to meet with their legislators and speak to them about the industry. Dealers from 39 states — 270 people in all — gathered Sept. 18 in Washington to begin working to protect their businesses and their patients.

AAHomecare arranged for a professional to explain the ground rules for becoming an effective lobbyist. In addition, AAHomecare arranged appointments with legislators and their legislators' health legislative assistants.

I worked with several young people and they ran me into the ground: 10 a.m., see Sen. Graham; 10:30 a.m., see Sen. Nelson, and so on. After those visits, we ran to the other side of Capitol — great place to visit, wish we had time — where there are three buildings filled with representatives. We ran from the Cannon to the Longworth, to the Rayburn buildings, and back and forth. Ultimately, we saw six representatives and two senators.

I've attended most of these Congressional lobbying meetings that NAMES, and now AAHomecare, have sponsored. This time we were able to muster a large number of dealers. Next year, I would like to see that number doubled. We have a leader AAHomecare — and we should follow that leader.

Sheldon “Shelly” Prial is a partner with HPS Healthcare Management. A licensed pharmacist, he has been involved with the health care industry for more than 50 years. In 1987, he founded the Homecare Providers Co-op, now part of VGM Group, nationally recognized for its efforts on behalf of the home care industry and for its educational and marketing programs. He can be reached via email at shelly.prial@worldnet.att.net or by phone at 888/367-7208.