Q: My question for you is contacting the Human Resource person at a company. Do I want to send them a newsletter first, following up with a timely phone call? OR Am I better off trying to get an appointment with these people and hand delivering a newsletter? As always I appreciate your help. A: Look at pages 60-63 and 188-190 in the Smart Start Book. Steps to follow are simple. If you are in the Boston area .. call the operator and ask for the local telephone number of the Boston Business Journal .. it's $79 a year .. 1-800-486-3289 .. be sure they send you .. with your subscription (although if too expense .. probably can be found in your local library) their Book of Lists .. they also sell it on CD. This weekly newspaper is all about buisness in your area .. the Book of Lists is a fantastic reference (again check the library .. maybe call the paper or library and see if they have it there and which library) with all the addresses .. phone numbers .. names etc of almost every industry. OR .. call as you have been .. to get the name of the person in charge of wellness programs for their employees. Use a catch name like the Doctor's Speaker's Bureau or Ergonomic Wellness Programs for your introduction. Once you get the name .. send them a cover letter as written in the Smart Start Book or whatever you wish .. along with a format as in the book. Next .. wait a few days and call the person (as you already have their name and number as well as their e-mail and fax numbers .. you should have also asked initially). Call them in the morning before 12 PM ( I never leave messages .. they have no reason to call you back .. just keep trying unless it's more than a week then tell them who you are and please return your call followed by you with another letter) and be ready to fax them a short synopsis of what you wish to provide (in case they didn't get anything and you ask them if they will be at their desk within the next ten minutes .. you'll fax it to them and discuss it right there and then). Also be sure to let them know that you are planning your Spring and early Summer programs and you don't want them to miss out. Therefore have some dates available. If they hem and haw awhile .. but seem interested .. then make arranagements to visit them. Be sure to read the stuff on pages 60-63 to handle their questions. Trust me .. if they have insurance that covers chiropractic care and you'll work with them ..it'll boost your practice as nothing else will. Be prepared to offer a number of programs (lunch and learn .. informational tables in the atriums during lunch hours .. health fairs .. stress management workshops, etc.) Dr. M