How Are Your Referral Relationships?

When was the last time you took the temperature of the relationships with referring physicians? Use these proven tips to strengthen rapport and increase referral volume.

1. Think strategically about referral patterns. Do you know who refers, who doesn't, and why? Ask staff to generate a referring physician report by procedure, if your computer can handle the task. Which physicians currently refer and which types of cases do they send? Do the non-referrers know about all the conditions you treat or has a patient of theirs experienced a less-than-favorable visit to your office? Identifying the reasons why these physicians don't refer can provide the foundation for improving relationships and referral patterns.

2. Communicate quickly and effectively. Referring physicians often report dissatisfaction with specialists who are slow or late in providing consultation reports. Review your internal transcription processes to make sure reports are transcribed and mailed within 48 hours of seeing patients.
   
   Good Idea! Improve the speed of consultation reports by asking whether referring physicians can receive them via secure email.

3. Be available. Get patients in as quickly as you can. Some practices leave appointment slots open to accommodate patients from referral sources. And, make sure if someone is covering for you that they understand the importance of immediate availability as well.

4. Listen. Patients tell their doctor when specialists are rude or abrupt-- which makes the referring physician look bad for sending the patient to you.

5. Say thanks. Whether it's a telephone call or handwritten note, show your appreciation by thanking referring physicians for their confidence in you.

Download our Sample Referring Physician Survey

Need Help Analyzing Your Referral Patterns or Marketing Your Practice?

KZA has more than 15 years of success helping physicians market their practice more effectively. From strategic planning retreats, to action-oriented marketing plans and customer service training, KZA consultants can help you enhance your practice.

To learn more, contact Client Services Director Colleen Gallagher.