TAKING ACTIONABLE STEPS

As we finish out this year,  we want to help you close out the year strong, setting each of you up with Core Fundamentals and Successful Actions to take now and in 2020.

1. Properly Review Practice Stats.

1.  All services and patient visits.
   1. As you track these in the future you will begin to notice down production, out points and future trends that will need to be addressed.
2. New patients, Patient Visits and Collections.
   1. Start with basics and then you can break down each stat in more detail.
   2. Evaluate your practice on a per lead basis and begin to understand more specifically the value of each visit and your current service production numbers.
3. Break out New Patients into Day 0 – Day 1 – Day 2.
   1. If you are doing the proper marketing,  this process will help you determine your lead to close and fall-out ratios. These ratios factor into determining whether your RPF (Report of Findings) is strong or needs some work. 
      *To learn more or set up training for your team on our System of Sales, Call Dr. Pat directly at 770-796-4722
4. Track the number of referrals and reactivations.
   1. 1. The front desk and doctors need to constantly have referral programs and reactivation programs running to maximize your marketing dollar.

  After gathering your new patient, office visits and collections you will be able to accurately determine your:

• Case Average (total collections / total new patients)
• Retention (total patient visits/total new patients)
• Dollar per visit (total collections/total patient visits) 

2. Determine your Main Service Center & Set Goals.

Now look at your business model to determine what services you provide and the value of the service.

Many offices provide different services without ever properly evaluate if a service should be eliminated.

Some offices have experienced a change in insurance reimbursement or deductibles have increased, making your current business model not financially sustainable.

If this is the case, you may need to add cash services that fit your model and increase your case value.

With the main services identified, establish your packages and set goals that are attainable.

3. List Out Essential Personnel and Create Job Descriptions.

1. Match your office flow. (Front Desk, Insurance Biller, Insurance Collector, Chiropractor, Rehab Staff, etc).
   1. There may be staff that needs to wear multiple hats but it is vital to be sure not to overload one person or role.Hire, assign or re-assign current staff to a position in your organization. You can use the general training checklist examples to create job descriptions; or job descriptions to create a training checklist.
2. Create a personnel file for each employee with Job description, Training Checklist and any goal or stat expectations for positions hired. Clearly communicate these expectations and responsibilities often. 

4. Establish a Weekly Training Schedule for the Entire Team.

1. Train your staff often, using the job descriptions and training checklists to ensure the essentials of each position are fresh and constant in the mind of the employee and the team.
2. After completing the training checklist start back at the top and do it again. NEVER STOP TRAINING. 

5. Create Internal and External Marketing Plans.

After identifying your main service and the packages of care you will be providing, start to define your marketing strategies.

1. Start with internal systems of referrals and reactivation of existing patients.
   1. If you have a new service it is much easier and more cost effective to “sell” to someone who has already bought from you than it is to contact new leads. 
      Quarterly patient appreciation days, monthly free educational lectures on different topics, and outside events create opportunities for current patients to refer others along with contacting new leads at minimal expense.
   2. After your internal marketing plan is established, you will have more room in your budget to attract to new clients  at a reduced cost per lead. If you have an established marketing position in your practice, work with that department to establish a plan for the coming quarter. If you do not have a dedicated marketer, we can help you find the right partner with our Preferred Vendor Services. 

To hit the ground running, press pause.

Review Practice Stats, clearly define your goals for the future and take actionable steps to move your team and your practice forward.

“Dreams don't work unless you take action. The surest way to make your dreams come true is to live them.” ― Roy T. Bennett

Still have questions or would like to learn more about Physicians Business Solutions? Call 800-908-8895 for a complimentary consultation.