Author: Karen Zupko (Karen Zupko)

‘FORD’ Up Your Consult Conversations
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‘FORD’ Up Your Consult Conversations

May 14, 2019 One of our consultants recently mystery shopped three of a client’s competitors. During the fee conversations with each, she purposely offered all kinds of information about herself. But not one patient care coordinator used the information to engage the undercover consultant in conversation. Not one! Our consultant mentioned her interest in fitness,...

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Strategies and Scripts for 4 Common Objections

Strategies and Scripts for 4 Common Objections Aesthetic Society News – Spring 2019  by Karen Zupko After decades of educating and advising aesthetic practices, I can tell you that the topic of how to handle objections is as de rigueur today as it was twenty years ago. Whether you are a new patient care coordinator...

Nine Priority Management Reports to Review Monthly
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Nine Priority Management Reports to Review Monthly

April 17, 2019 We know physicians and managers are busy, but data powers good decision-making. Here are nine priority reports to review each month. 1. Profit and Loss (P&L) The “P&L” provides a high level view of total revenues and expenses, and indicates how efficiently the practice is being financially managed. The practice’s operating overhead...

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Selling your practice? Clean up the coding first.

Selling your practice? Clean up the coding first. Physicians Practice Pearls – March 2019  by Karen Zupko As more and more practices are courted for acquisition, our firm is being engaged by both buyers and sellers to evaluate the accuracy of coding and documentation, and the efficiency of the revenue cycle. The results of these...

Tame Time Thieves with a Schedule Czarina
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Tame Time Thieves with a Schedule Czarina

February 19, 2019 Many people in your office have access to the appointment schedule. But who really “owns” it? Who is responsible for making sure it goes off without a hitch every day? If the answer is “no one,” you need a Schedule Czarina. Someone who is empowered to review the schedule at least two...

5 Clever Hiring Techniques
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5 Clever Hiring Techniques

February 13, 2019 Finding and hiring great staff continues to be at the top of the list of challenges we hear from course attendees and clients nationwide. One of the reasons I think practices continue to struggle is that they overlook several effective hiring options and techniques that don’t necessarily fit into the traditional hiring...

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Assess Whether Acquisition Makes Sense for Your Practice

Assess Whether Acquisition Makes Sense for Your Practice Physicians Practice – February 2019  by Karen Zupko “We said yes because the hospital offered us a ‘sweet deal.'” This was said by a senior surgeon and long-time client who called to report that operational integration had taken a nosedive just a few short months after his practice...

7 Ways to Be Strategic About Discounts
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7 Ways to Be Strategic About Discounts

February 5, 2019 Offering rash discounts attracts transaction buyers whose focus is price, not value. They’ll happily take your discount, and the next time they have an aesthetic need, they’ll find and choose the lowest price option again – even if it’s not your practice. Transaction buyers aren’t loyal to anything but the lowest price....

Does Your Fee Quote Need a Facelift?
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Does Your Fee Quote Need a Facelift?

January 22, 2019 I find that the start of a new year is a good time to review a few essential tools and processes, to ensure they are up to date and make your practice shine. One of the most important is the fee quote. We review about a hundred aesthetic fee quotes every year, and...

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Medical Necessity Monopoly: How to Avoid “Chance” and Advanced to “Go”

Medical Necessity Monopoly: How to Avoid “Chance” and Advanced to “Go” ICD-10 Monitor – November 2018 by Karen Zupko and Michael Marks, MD, MBA A three-step medical necessity action plan can help ensure payment Consider the following: A patient presents to your office complaining of symptoms that indicate a possible herniated disk. A history notes symptoms...

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