Hi TimWe need to talk regarding the rate cards before April 10 (preferably prior to the introduction to the Canadian offices). Below is what came out of the joint sales meeting regarding this matter. MattMatt Vijayan, B.Sc., MBA, CCPEDirector of Sales, CanadaPlease note my email has changed:mvijayan@TheKey.comTheKey.comBegin forwarded message:From: Paula ONeill <paula.oneill@thekey.com>Date: March 31, 2023 at 12:18:46 PM EDTTo: Jackie Summers <jsummers@thekey.com>, Ashley Mirone <amirone@thekey.com>Cc: Cash Edwards <cedwards@thekey.com>, Matt Vijayan <mvijayan@thekey.com>Subject: Pricing Transparency Huddle- Takeaways 3/31/23Hi All, Wanted to get this to you ASAP. Thanks!It is our job to bring objections into the open so we can address them.ACR - Acknowledge, Clarify and Respond (20-80 rule) How do we get them to look at this as an investment in themselves or loved one opposed to an expense.How do we share with the client/referral account that they are in Control of their journey with us?What are some reasons a potential client might initially object to our price? Through ACR can we uncover if price is the true objection?Asking questions like: What does it look like if you do not get care in place for your loved one? (emotional IQ)Have Case studies around price/resistance. This will help you be prepared which will help you feel comfortable in the moment sharing similar objections and outcomes.Having real authentic conversations (Be in the moment with the client/referral partner)There was an excitement around price transparency Overall positive response from the breakout session. Ashley's presentation put a lot of minds at ease.Beth Sparrow liked that we were grounded in fact based pricing decisions - competitive analysis, current caregiver pay rate etc.Home care is an investment. Value based selling is critical more than ever.I had to emphasize that the rates are only for the new clients from April 10. The question was how about the clients who may be under Service Agreement; talked about the exceptions.HCLs liked the confidence that the RD/Directors are going to be available throughout the time leading up to April 10 and beyond. There will be training programs/open houses to ensure we transition through this change better.- Overall very positive responses, especially with being able to speak to what the differences are for market rate vs. complex vs. volume. Lends to deeper conversations and gives the client/community the driver seat. - Rate cards being able to be shared (didn't have previously). - Opportunity to delve into the why and how we are the preferred provider - current tools utilization - at a higher level. - Deeper communication and collaboration with our internal teams/stakeholders - Regionals, HCLs, Success, Solutions, Scheduling and how we all can have guideposts with messaging collectively and succinctly. - Better optimization with our caregivers pay to drive retention and quality talent - Talk tracks requested along the continuum for each internal stakeholder segment. -- Paula O'Neill BSN, RNDirector of Sales Southwest Divisionpaula.oneill@thekey.comPhone: (602) 677-0533 TheKey.com