Doctors implying we're incompetent

[Guest guest]

Hi Group,

I'm looking for suggestions on how to handle the following: We have an

orthopedic group who has recently, that I am aware of, been telling their

patients who requested to come see me " they are Ok, but for this problem you

need to go to the other physical therapy place " . There is another OP PT clinic

in town, owned by a PTA who used to work with this group of orthopedic surgeons

in a different PT clinic in a nearby town. So, they have a relationship that I

have not had with them. They used to refer to us and were happy with the results

and told patients about how good we were. I understand the them wanting to refer

to their buddies, but now it has gone further than that, it feels to me like

they are telling their patients and citizens of my community that we do not have

the skills or knowledge to treat a simple ankle sprain or a piriformis syndrome,

that bothers me. They are telling their patients who requested us not to come,

isn't there some illegality here?

I'd like to know how best to handle this situation. Is there some policy/ruling

regarding these slanderous actions?

What is the best way to communicate my concerns to these physicians?

Thanks for your help.

Lydia Radosevich, PT

Ruidoso, NM

[Guest guest]

I'm saddened to hear this but it happens. The reality is that you have no

recourse except to set the record straight to avoid future lost patients. I

think the best solution is to make them aware that the information is getting

back to you. Hopefully this will stop the talk, yet it may alienate you

further, OR make you closer. I would take the shot. In my opinion, if I'm not

getting much from these docs anyway then I'm not going to worry to much about

it.

Maybe you say, Dear MD, it has come to my attention that you are sending

patients elsewhere who are requesting our PT services. I know that our staff

respects your skills, and we have referred patients to you in the past.

Certainly it is your decision but I would appreciate your consideration in

returning patients of us who request us by name. We work hard to make the

physician look good while giving the patient the highest level of personal care.

Thank you sir for understanding. I would be more than happy to meet with you to

discuss particular requests that you may have in treating your patients. Thanks

again "

Doug Sparks

Advanced Physical Therapy Concepts / APTC

www.aptc.biz<http://www.aptc.biz/>

doug@...

Doctors implying we're incompetent

Hi Group,

I'm looking for suggestions on how to handle the following: We have an

orthopedic group who has recently, that I am aware of, been telling their

patients who requested to come see me " they are Ok, but for this problem you

need to go to the other physical therapy place " . There is another OP PT clinic

in town, owned by a PTA who used to work with this group of orthopedic

surgeons

in a different PT clinic in a nearby town. So, they have a relationship that I

have not had with them. They used to refer to us and were happy with the

results

and told patients about how good we were. I understand the them wanting to

refer

to their buddies, but now it has gone further than that, it feels to me like

they are telling their patients and citizens of my community that we do not

have

the skills or knowledge to treat a simple ankle sprain or a piriformis

syndrome,

that bothers me. They are telling their patients who requested us not to come,

isn't there some illegality here?

I'd like to know how best to handle this situation. Is there some

policy/ruling

regarding these slanderous actions?

What is the best way to communicate my concerns to these physicians?

Thanks for your help.

Lydia Radosevich, PT

Ruidoso, NM

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[Guest guest]

*Lydia,*

*

*

*Many years ago I attended a LAMP conference with APTA and heard a speaker

named Lynn Steffes that spoke on the topic of professional referral

relations. Our facility then purchased her tool kit and followed some of

recommendations she offered to build rapport and referral relations. It

was a great eye opener and my staffs first experience with building the

right marketing tactics.

*

*

*

*Bottom line is to keep the relationship professional. Use information you

can gather on outcomes from your own practice that validates effective and

efficient treatment and share that information with the practice you feel is

slandering your business.*

*

*

*It is especially helpful if you can glean data specific to their practice

(not using names necessarily), but aggregating the volumes, patient types,

measurable outcomes and satisfaction. *

* *

*Making the information specific to patients from their own practice helps

to highlight your business skills. She also advocated a personal touch to

delivering updates, certification requests etc. Each marketing message is

stakeholder driven.*

*

*

*As long as we practice depending mostly on referral relationships, the

problems of steering business without a patients free choice will remain

whether it is for the right or wrong reasons. Despite direct access - the

last hurdle is yet to be reached for primary point of entry. *

*

*

*Trying just a few of the tactics that I am sure this post will generate

should be helpful. *

*

*

*Best wishes,*

*

*

*

*

Darlene L. D'Altorio-,PT.,MBA-HCM

Strategist, Rehabilitation Management

CORE Results Group, MediServe

Join Discussions: www.mediserve.com/blog

Office:

Mobile:

Fax :

djones@...

585 N. Juniper Dr., Suite 100 | Chandler, AZ 85226 | 1. |

Optimizing the Value of Patient Care®

Note: The information contained in this message and any attachments is

privileged

and confidential and protected from disclosure. If the reader of this message is

not the intended recipient, or an employee or agent responsible for delivering

this message to the intended recipient, you are hereby notified that any

reading,

dissemination, distribution, copying, or other use of this communication or any

of its attachments is strictly prohibited. If you have received this

communication

in error, please notify the sender immediately by replying to this message and

deleting this message, any attachments, and all copies and backups from your

computer. If you have received this communication in error and are unable to

reply to this message, please notify the sender immediately by contacting

MediServe at .

[Guest guest]

We have learned that doctors have ALL kinds of motivations for what they say (or

don't) to patients.  For example, have you ever evaluated a new patient, and

they say ,' Dr. says you are great', and you think to yourself 'how come

the last time I saw a patient from Dr. was 9 months ago'?

Not to be cynical, but we have found some doctors to be so fickle, that you

shouldn't even bother (or worry) about their referrals.  Let your competition

waste their marketing budget on giving them tickets to ballgames and free

dinners.  You simply can't expect to convince that particular group to send to

you.  Orthopedic surgeons are the worst!  You really can't tell consistently

what they are thinking.  Everyone has their own 'protocol'.(in fact, in my

community, most of them tell me that they do not CARE where the patient goes!) 

It is easier to concentrate on non-surgeons, who 'just want my patinet

better'.  The best approach?  BE aggressive with existing and former

patients.  Let them know that you appreciate their 'word of mouth' referrals. 

If you must take ads out, educate the public that THEY choose which PT to see,

not anyone else!

 

You will see some of those doctor's patients, in spite of their biases, as long

as your patients know their rights.  This really is the obligation of ALL of

US, to promote the consumer to pick THEIR PT(not just physical therapy)  based

on their research. 

I think that we are all frustrated at times on our good (yet sometimes naiive)

efforts producing inconsistent results.

Subject: Re: Doctors implying we're incompetent

To: PTManager

Date: Thursday, July 7, 2011, 10:06 AM

 

*Lydia,*

*

*

*Many years ago I attended a LAMP conference with APTA and heard a speaker

named Lynn Steffes that spoke on the topic of professional referral

relations. Our facility then purchased her tool kit and followed some of

recommendations she offered to build rapport and referral relations. It

was a great eye opener and my staffs first experience with building the

right marketing tactics.

*

*

*

*Bottom line is to keep the relationship professional. Use information you

can gather on outcomes from your own practice that validates effective and

efficient treatment and share that information with the practice you feel is

slandering your business.*

*

*

*It is especially helpful if you can glean data specific to their practice

(not using names necessarily), but aggregating the volumes, patient types,

measurable outcomes and satisfaction. *

* *

*Making the information specific to patients from their own practice helps

to highlight your business skills. She also advocated a personal touch to

delivering updates, certification requests etc. Each marketing message is

stakeholder driven.*

*

*

*As long as we practice depending mostly on referral relationships, the

problems of steering business without a patients free choice will remain

whether it is for the right or wrong reasons. Despite direct access - the

last hurdle is yet to be reached for primary point of entry. *

*

*

*Trying just a few of the tactics that I am sure this post will generate

should be helpful. *

*

*

*Best wishes,*

*

*

*

*

Darlene L. D'Altorio-,PT.,MBA-HCM

Strategist, Rehabilitation Management

CORE Results Group, MediServe

Join Discussions: www.mediserve.com/blog

Office:

Mobile:

Fax :

djones@...

585 N. Juniper Dr., Suite 100 | Chandler, AZ 85226 | 1. |

Optimizing the Value of Patient Care®

Note: The information contained in this message and any attachments is

privileged

and confidential and protected from disclosure. If the reader of this message is

not the intended recipient, or an employee or agent responsible for delivering

this message to the intended recipient, you are hereby notified that any

reading,

dissemination, distribution, copying, or other use of this communication or any

of its attachments is strictly prohibited. If you have received this

communication

in error, please notify the sender immediately by replying to this message and

deleting this message, any attachments, and all copies and backups from your

computer. If you have received this communication in error and are unable to

reply to this message, please notify the sender immediately by contacting

MediServe at .