SIMPLE. PERSONAL. POWERFUL. Concord Regional VNA (CRVNA) in Concord, New Hampshire is part of the Capital Region Health Care System. The VNA serves 41 communities in central New Hampshire. It has 378 staff members offering home care, hospice, palliative care (as part of Capital Region Palliative Care and Hospice), personal home services and wellness programming. The referral process accounts for a significant portion of a homecare organization’s business— 100 percent to be exact. Consequently, an agency’s success depends highly upon its ability to market and maintain solid relationships with the referral sources and associated clinical teams. To maintain these relationships, referring agencies and especially referring physicians must: ? ? Understand the agency’s strengths a

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