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Managing Relationships

There are primarily two paths to growth in this or any industry. There's the organic variety whereby you grow your business through marketing, outreach and expansion into new regions. And then there's the fast-track approach of growing through acquisition. The former entails a process of building relationships with business partners--be they providers, employers or individual enrollees--while the latter is based on acquiring a set of ready-made relationships. Success via the acquisition route, however, is dependent upon the successful integration of these relationships into your own operations. And there's the rub.
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