In the coming weeks I'll be making my rounds to various physicians' offices to introduce myself as the newest pain physician (frankly, in a community that doesn't have a pain doc who is as well trained as myself, from what I've been told and from what I've seen). As such, I have a real opportunity to try to mold the types of referral patients I'd like to see. I am confident in my training, both from an interventional standpoint as well as from a medical management standpoint. And like most of you, while I understand that 'beggars can't be choosers' when starting out, I want to maximize the 'right' patient referrals, ones that aren't opioid dumps, etc. My question is- what is the best way to phrase this? What would be a solid sales pitch to primary care offices? What do PCPs want to hear? I am a solid, ethical, empathetic pain doc, and I want to make sure that that message gets across- I want to establish a solid reputation from the start. Thanks
Sales pitch?
- Thread starter Lecithin5
- Start date
- Joined
- Jul 28, 2004
- Messages
- 27,997
- Reaction score
- 56,529
As a PCP, I'll be perfectly frank and say nothing that you tell me really matters except: how quickly can my patients get in to see you and are there lots of insurances that you don't take.
If you don't do opioid management, I can then tell my patients "even the pain specialist didn't think you needed Percocet". If you do, then I don't have to deal with them asking again which is nice too.
Make friends with whoever in the PCP office does the referrals because my input is "Refer this patient to pain management" and then I'm done.
- Joined
- Jan 9, 2002
- Messages
- 6,517
- Reaction score
- 3,074
I did the same 7 years ago.
You need to be VERY clear on what type of patient you want, and who you want to be seen as in the community.
If you want procedures, and only procedures, say so.
If dont want to manage any opioids, say so.
If you want to co-manage opioids, say so. Also say "I'm happy to be the bad guy and tell your patient opioids are no longer indicated and I'm going to instruct you how to wean them off."
My advice is to figure out what you want and be clear with your referring docs.
Its best to be selective from the beginning instead of a dumping ground for junkies. Once a junkie enters your practice and gets an Rx from you it is like a metastatic tumor that takes heroic efforts to remove.
You need to be VERY clear on what type of patient you want, and who you want to be seen as in the community.
If you want procedures, and only procedures, say so.
If dont want to manage any opioids, say so.
If you want to co-manage opioids, say so. Also say "I'm happy to be the bad guy and tell your patient opioids are no longer indicated and I'm going to instruct you how to wean them off."
My advice is to figure out what you want and be clear with your referring docs.
Its best to be selective from the beginning instead of a dumping ground for junkies. Once a junkie enters your practice and gets an Rx from you it is like a metastatic tumor that takes heroic efforts to remove.
- Joined
- Mar 7, 2011
- Messages
- 1,621
- Reaction score
- 526
Most important thing is to not get discouraged. If you are good, eventually everyone will figure it out. Referrals are funny in PP, especially in smaller cities. You might get or not get referrals because of what church you belong to. I remember a GYN who began doing medicaid C sections for peanuts, but then the mothers of the medicaid patients heard about him and pretty soon he was the highest earning GYN in the county doing full schedules of vag hys all with insurance. also remember an orthopod who would only do knees. he really was not any better than the other orthos at first, but after only doing knees for a couple of years he became the first choice for knees. if he saw anything surgical that was not a knee he referred it out.
- Joined
- Dec 13, 2005
- Messages
- 5,346
- Reaction score
- 3,622
Financial ties are basically impossible to break even if your competition is awful.
- Joined
- Nov 21, 1998
- Messages
- 12,576
- Reaction score
- 6,982
It won't be a "one and done."
You have to get in front of people over and over and over again. In a small town, this is where the network becomes everything: Rotary, Church, Chamber of Commerce, Toastmasters, Kid's Events, the Gym, the Golf Course, the Supermarket, the Dinner parties, PTA, Volunteer Organizations, Food Drives, Community Sponsorships, etc. It all serves one purpose: Drive business to you.
Persevere. Smile. Remember the three A's: Availability, Affability, and Ability (in that order).
You have to get in front of people over and over and over again. In a small town, this is where the network becomes everything: Rotary, Church, Chamber of Commerce, Toastmasters, Kid's Events, the Gym, the Golf Course, the Supermarket, the Dinner parties, PTA, Volunteer Organizations, Food Drives, Community Sponsorships, etc. It all serves one purpose: Drive business to you.
Persevere. Smile. Remember the three A's: Availability, Affability, and Ability (in that order).
