#1 Program and Office Infrastructure
#36 Program Outline
Positioning your practice properly as the healthcare system in the United States changes is an important part of any business plan. Many DCs put themselves into a position where patient care takes so much of their time, there is none left for business planning or building. That is a huge mistake and it is one of the reasons that many DCs fail to have a sustainable practice that will create income WITHOUT them. How many DCs do you know that are still solo doctors 35 years into practice? How many do you know that have had associates over and over again, only to have them quit leaving all the patient care to one DC? This has everything to do with planning a strategy that will create a constant flow of patients into your office.
One of the easiest ways to build your practice is to have a source of patient referrals that is constant and needs only minor, consistent attention. That is how many medical practices work; there is a source of referrals on a regular basis. That is why you don’t see much marketing for MD offices outside of large medical groups. Actually, that is how most successful businesses work. A good referral base requires little capital investment and can be sustained with minimal effort. The problem is that MOST DCs do not create the time to do this during their working week. Remember, you are a doctor and a business owner; you have to wear BOTH those hats during your work week. Part of the business hat includes business building activities.
I want to make this as simple as possible; this is what you do IN ORDER and WITH MY HELP.
1: Create Research Binders
2: Call to ask Permission to drop them off at local MD offices
3: Communicate with me via email regularly to let me know what is happening, I will see opportunities that you will not.
4: Build relationships
5: Report to the MD office (whether they referred or not) on a regular basis. You will need to be using an EMR by 2015 as required by Federal Law. It takes the average practice about 10 months to fully implement and be comfortable with an EMR. You NEED TO START NOW.
6: Secure lunch and learns by providing Continuing Medical Education credits to the MDs that you are dropping binders off of too.
7: Work toward meeting the members of the local Primary Care Physicians group in your county and I will help you coordinate a joint meeting and present.
8: Maintain the relationship with the MD office.
Those are the “Pillars” of the program and I will help you along the way. I need you to understand though that the KEY is the outreach and steps #1 and #2, without them #3-#8 will NEVER happen for you. Once the rest are going, your effort with #1 and #2 will decrease to the point that you will “occasionally” drop binders off. 90% of your marketing energy will be placed in #3-#8.