Prepared for Pat Grogan, Family Pillars Homecare

Get Family Pillars known further up the workers' comp chain.

Employers, adjusters and field case managers, at a pace your care teams can staff.

BUILD RUN OWN

Enquirer Consulting Group, with Paul Smaldone and Dan Reeves. October 8, 2026.

What we heard

The networks already send you cases. The next level up is where you want to be known.

Nineteen Florida counties, from just north of Orlando to the Keys. Workers' comp first, a few self-insured groups, no Medicare.

Most cases come through the networks and the field case managers who tell a network to use you. The networks work almost like a sales team for you.

You want the employer and adjuster level to know Family Pillars, and more field case managers. That would also give you carrier and employer people to invite when you co-host with other vendors.

You run workers' comp sales yourself, without business development salaries that take six months to prove out. Growth has to match what your care teams can take on.

Who it would reach

Your three groups, for the cases in your 19 counties.

Employers

The risk management people, self-insured employers first

They have a vendor in place for claims, so they rarely pick the agency. What counts is what they say when they hear your name, “Great, use them.”

Claims adjusters

At the carriers, and the claims administrators for self-insured employers

They own the claim and the cost, and lean on the case manager or the network to set up care. When your name comes up, they should already think well of it.

Field case managers

Catastrophic workers' comp, mostly RNs, many independent

They set up everything when a patient leaves the hospital or rehab. They want an agency that answers fast, accepts the case and covers the county.

The networks stay with you, so we leave them alone. Patients and families are never contacted. Every person on the list works in workers' comp or risk management.

The referral map

We have mapped who could send you more cases.

15,660

Workplaces with 50 or more employees in your counties

US Census Bureau, 2023 data

124

Public employers that self-insure in your counties

Plus 95 private employers statewide. State list updated April 30, 2026

251

Employers named

Self-insured employers first, and large employers based in your counties

281

Claims people named

142 in your counties. 15 at AmTrust, the largest workers' comp insurer group in Florida at 12.4% of 2024 premium

84

Field case managers named

43 in your counties

480

People named on the map

257 of them in your counties. Names and titles only

Public registries and business databases, as of September 29, 2026. Full map at family-pillars-buyer-map.enquirerconsulting.com

How it runs

Build. Run. Own.

01

Build

A named list of those people for the counties you cover, checked before anything goes out, with a message for each group. LinkedIn goes first, from your own profile or one set up for Family Pillars, your choice. Email follows for the people LinkedIn does not reach.

02

Run

We run it and tune the messages every week. When someone says yes to a conversation, it comes straight to you.

03

Own

We teach the person you pick to run it, then hand over everything we built. It is yours, and you can run it without us.

Four months, start to finish. We build it, run it, teach your person, then hand you the keys.

Who runs it after us

The person you pick. It does not have to be a salesperson.

The job, day to day

Reading the replies, passing you the people who want to talk, and checking new names and messages before they go out.

That person learns it alongside us over the four months, so by handover they are already doing it.

Who it suits

Someone organized who likes new tools, like your special projects lead if she has the room. That is your call.

We size it to the time your person has once it is yours.

Your pace

Your spigots stay in your hands.

Start with one group in the counties where your teams have room. Turn another on when the care teams can take more. Turn one down if an area gets tight.

By group

Employers, adjusters, case managers. Each one its own lane, with its own message.

By area

Field case managers and local employers, county by county.

By volume

How many new people we reach each week, up or down as your teams can take it.

Your question

Could this replace a sales hire?

For the outreach, yes. It finds the right people, sends the first message and the follow-up, and keeps Family Pillars top of mind. The conversations come to you, and the relationships stay yours.

We make no promise on results before it runs. The four months show what it does for Family Pillars. And if you hire later, that person walks into the lists, the messages and live conversations.

At handover

Everything we build is yours to keep.

✓The named lists for your counties

✓The messages for each group

✓The playbook, written for Family Pillars

✓The reporting, and how to read it

✓Your person, already running it

Through the four months you deal with one team and one point of contact. If you want us to keep running it after that, that is an option, not a requirement.

Who uses it

Paul's own sales run on it.

Paul Smaldone, Innovative Medical

Paul is a one-person sales director who sells across the country, and uses this same engine for the prospecting and follow-up one person cannot keep up with. It is also how we met. Dan's LinkedIn messages got a reply, and the reply became a call.

Paul Smaldone is Innovative Medical's sales director and also works with Enquirer Consulting Group on US sales.

Innovative Radiology

Medical imaging parts and service. Email and LinkedIn outreach, with interested replies handed to their team.

“ECG and Enquirer AI helps us identify the right people and start the conversation in a much smarter way.”

Tim Rath, Chief Operating Officer, Innovative Radiology

Neither is a home care agency, and results vary by market.

To size it with you

Four things that shape the plan.

01Which of your 19 counties have room for more cases right now?

02Roughly how many new workers' comp cases a month could your teams take on?

03Which group would you turn on first?

04When do your current projects clear, so this lands when your team has room?

Next, we size it with you and walk you through the full plan.

A short follow-up call, with anyone who would weigh in on the decision.

Paul Smaldonepaul@enquirerconsulting.com

Dan Reeves, Founderdan@enquirerconsulting.com