Tips for Increasing Your Client Base

Dr. Weselman

Adds Kelly Weselman, MD, FACR, rheumatologist, WellStar Medical Group, Atlanta, and chair of the ACR’s Communications and Marketing Committee, “Referring doctors like to put a face with a name. They also like knowing that they can contact you with questions or urgent consult needs.”

Steven Peltz, a consultant who specializes in practice management in Brewster, N.Y., and a member of the National Society of Certified Healthcare Business Consultants, advises scheduling a meeting with a new PCP once a week. After a year, you will have personally met almost 50 potential referring sources. “When a PCP refers a patient, be sure to keep the provider in the loop regarding the patient’s care,” he adds.

Another option is to mail a personalized letter stating your mission to help a PCP’s patients. This is more effective than a generic postcard or flyer, Dr. Perkins says. Include a personal anecdote about life at your office or how you’ve opened a new practice, moved to a new location or added a partner.

Dr. Peltz

Set clear expectations with referring doctors. “They don’t want to waste time referring someone only to find out that you don’t treat [a specific] kind of patient,” Dr. Perkins says. Administrators can assist with this by conveying to offices beforehand how to refer a patient, which insurance plans are excluded and which diagnoses you do not treat.

When appropriate, discharge a patient back to primary care. “I guarantee that you’ll receive many more consultations from that PCP,” says Robert L. DiGiovanni, DO, FACOI, FACR, program director, Rheumatology Fellowship, Largo Medical Center, Nova Southeastern University College of Osteopathic Medicine, Suncoast Internal Medicine Consultants, Largo, Fla. “These doctors appreciate that we’ve helped solve their patient’s problem and that we trust them to follow patients for any flare-ups.”

Mr. Peltz also advises introducing yourself to pharmacists and asking for their business cards. Most likely, they will reciprocate. “Few physicians realize that pharmacists refer patients and are always grateful to meet someone to refer to,” he says.

Have a Community Presence

Participating in fundraising activities with your patients is a great way to engage them in advocacy and show how much you care. For example, Arthritis Foundation events, hospital and health fairs, and 5K races promote exercise, positive energy and shared interests. Build your website with links to the ACR, state societies and other patient advocacy groups to connect patients to the bigger community, Dr. Perkins advises.