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The growth (or decline) of spending in a particular market and "supply and demand" of particular services are key "macromarket" metrics in the development of strategy for most organizations. Assuming your team has used these metrics as part of a process to select the markets and service lines in your portfolio, how do you assure you get the best return on your business development investment? The key is prioritization – identifying what customer organizations (aka payers) control the majority of the spending.

Whether your focus is county contracts for foster care services, state Medicaid contracts for ID/D support services . . .

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