Question

Topic: Strategy

Small Medical Clinic

Posted by Anonymous on 1/26/2011 at 11:11 AM ET 500 Points
We recently spoke w/physician who owns a small clinic in a strip center. Not far away is a Concentra Clinic...a definite competitor.

This clinic has had ZERO visibility in last 3 years. Present clientele include "general practice" for the family...including Xray.


They are expanding and tripling space to serve business and general population.

New Services Include:
Pre-Employment Physical
Post-Accident Care
Physical Therapy
Occupational Therapy
Speech Therapy
Collections for Drug Testing

Specialization Changes include:
Pre-Natal - Post-Natal
Senior Care

They were referred to us by: Small Business Development Council, through local college.

We enjoy working w/smaller clients/start-ups, by offering a higher-level service for their limited budgets.

What advice can you share - have you experienced with such a client?

Open for all suggestions. Will answer all questions as best we can.

Thanks, so very much.

Randall
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RESPONSES

  • Posted by CarolBlaha on 1/26/2011 at 5:27 PM Accepted
    I've worked with medical providers and the fastest bang you will get is referrals. I took a doc brand new to the area to full by working that.

    Now that he's expanded services, you have a lot more to work with. What doc (or you have wonderful B2B accounts ) would recommend Pre-Employment Physical, Post-Accident Care, Physical Therapy, Occupational Therapy, Speech Therapy, Collections for Drug Testing.

    Get in front of them. In my example it was like fishing in a rain barrel. I, and the doc who had lots of free time cause she had no patients-- made a list and pounded the pavement. Don't forget the hospitals-- they need updates weekly to keep them in the front of their mind (they love cookie breaks!)

    Also what I learned is a referring doc is extremely concerned -- espec since you are also a general practice that you will steal the patient.

    So STRESS, the patient will be returned to the referring doc. You will get in x# hours the results of our meeting so you can follow up.

    If you've been referred lately you will see this in action. I was referred by a dentist to a specialist. I liked the specialist more. The dentist and specialist have an agreement to do the cleaning rotating each one. I want to move my biz to the specialist "oh no", we prefer to work back and forth-- benefit, oK I'm schlepping back and forth.
  • Posted by Jay Hamilton-Roth on 1/27/2011 at 8:26 AM Accepted
    If you haven't already suggested it, go through their last few years of patient records to figure out how each of their patients came to them. Rejuvenate those referral links.

    Next, given the strong competition of the Concentra Clinic - an in-depth side-by-side comparison of "them vs. us". Then, flesh this out by interviewing potentially referrers to better understand why them vs. us? With these two pieces of data, you'll have the pieces of the puzzle to start re-approaching those that can refer but don't.
  • Posted by CarolBlaha on 1/27/2011 at 5:29 PM Accepted
    Actually I worked with another doc and used past patient records for another purpose. We called them during down time and asked them to come back. Set a degree of urgency, Hi Mr. Smith, we see you haven't had your yearly-- I can make this very easy for you as I have a cancellation next thurs."
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