Physician Relations Manager Model Really Works in Developing Patient Referral Strategy

Many critical factors are necessary to build a successful medical practice. One key critical factor is creating, and most importantly sustaining, a strong patient referral base.

At Waechter Consulting Group we have developed a highly engaged physician referral strategy that translates to meaningful relationships and a consistent stream of new patients for the specialty practices that we serve.

We utilize a Physicians Relations Manager (PRM) Model. The PRM is an extension of the office team and assists in communicating and building solid relationships between the physician and their referral partners. They are the liaison to creating and sustaining ongoing referrals into the practice.

The PRM Model consists of several tactics to introduce referring physicians to the specialty practice. The first tactic is assessing current referral patterns and creating a list of target practices. The second tactic is scheduling meet and greets with influencers in each of the target practices. The key is to develop relationships and have those offices get to know the physician, the practice philosophy and the clinical outcomes that differentiate both in the community.

After building an initial referral stream, ongoing follow-up is critical in sustaining volume and getting referrals as the provider of choice. The PRM will assist in monitoring referral data and satisfaction. In addition, the PRM is the liaison for all practice updates to the referring community such as hiring a new physician, new clinical treatment regimens, practice location updates, and general community awareness based on the individual patient populations and disease states.

PRMs will also trend and record outcomes in your practice growth based on increased revenue, increased number of procedures and increased patient volume. Tracking these outcomes and return on investment is vital for the sustainability of returning patients and new patient encounters.

Michelle DeStefano, MPA, RN, NEA-BC Director, Business Development

For more information or to schedule a consultation, email Michelle@WaechterConsulting.com.