Know-How Exchange : Strategy

we are an in-home care agency providing private pay, non-medical, personal care services to clients in their own homes. we have been marketing to retirement homes and assisted living facilities as well where residents also require a private care attendant for their own personal care needs at the facility. recently, we've come across a newly hired director of nursing services for an assisted living facility (whose residents we had serviced for about 3-5 years) who had decided to replace us in favor of another agency. furthermore, the new director of nursing decided to only deal with one agency, claiming that it was easier for her to handle just one agency instead of the "nightmare" when there were just too many agencies serving her residents. how do we handle her objection to dealing with another agency? how do we make her realize that it does not make good business sense to put all her eggs in one basket and risk staffing problems by her favored agency. plus, her residents benefit if they were given choices of providers and not just one sevice provider. how do we handle this sales objection? she has not returned any calls we've made to try to meet with her. is it even allowed to limit your service provider to just one? we understand her point if it was her facility paying for our services. this is not the case at all - it is the residents who pay for these private services. should they not be given choices since it is their money anyway? how do we delicately handle the situation without risking a backlash from her? we were planning to write her but we need some ideas to convince her to be fair to other service providers, her residents, and herself!