Together We... LEARN

Effective Sales Techniques and Building a Legally Compliant Referral Network


Owen BonDurant
Independent Rx Consulting

Jeff Baird
Health Care Group of Brown & Fortunato Law Firm


The lifeblood of the successful pharmacy is a continuous flow of new and repeat customers. This influx of business can result from (i) implementing an innovative marketing program and (ii) building a network of referral sources such as physicians, hospitals and home health agencies. In accomplishing these goals, the pharmacy must be careful to comply with federal and state anti-fraud laws. This program will discuss four types of sales strategies that will generate new and repeat business. The program will discuss how these strategies can be implemented without violating the federal anti-kickback statute (“AKS”), beneficiary inducement statute, the federal Stark physician self-referral statute (“Stark”), and related federal and state laws. The program will also lay out the steps that the pharmacy can take to build relationships with referral sources. Equally as important, the program will discuss how these relationships can be established in a way that avoids violation of AKS, Stark and other federal and state anti-fraud laws.

Learning Objectives:

  1. Learn four types of effective sales strategies.
  2. Understand federal and state anti-fraud laws that govern marketing and relationships with referral sources.
  3. Learn the marketing programs and referral source arrangements that are legally acceptable.
  4. Understand those marketing programs and referral source arrangements that need to be avoided.

2021 Conference Rate: $99

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