How Does He Keep Winning Lucrative NEMT Facility Contracts?! | NEMT Experts Podcast Episode 86
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In this episode of the NEMT Experts Podcast, I sit down with Joe Scarborough, who leads marketing/sales/business development at Wisdom Care Transportation, to share how he keeps winning high-value facility contracts for his NEMT business.
Top 3 Takeaways:
- Facilities Want More Than Transportation — They Want Solutions.
- Joe emphasizes that the real opportunity lies in solving operational pain points for facility coordinators. That means offering things like facility portals, proactive communication, and smooth dispatch—not just rides.
- The Secret to Scaling? Data + Ride Type Strategy.
- Joe breaks down how to grow revenue by optimizing vehicle capacity, targeting higher-paying ride types (like wheelchair and bariatric), and using tools like Bambi to analyze trip data and performance.
- You Can’t Grow From the Driver’s Seat.
- Joe explains that running a NEMT business while also driving is a common mistake. To grow, you must separate operations from business development—and get off the road to focus on strategy, relationships, and marketing.
Top 3 Quotes:
"We get in this rut of just doing the drives... and we forget to actually go out and grow."
— Joe Scarborough
"Meet the person who organizes transport. If you realize how many phone calls it takes for a facility manager to get a ride, you’ll be astonished."
— Joe Scarborough
"You don’t want to be an Uber or Lyft driver in the NEMT space. It’s not the same animal."
— Joe Scarborough
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