Patient Acceleration

The Four Success Factors for Practice Growth

If you are like many doctors and practice managers you seek methods for patient growth and revenue. Our work with doctors that desire a productive practice illustrates that it comes down to seven very specific areas:

1. Awareness – if doctors and practice managers are not proactive, patients will pass you quicker than an exit on the Autobahn. The only way to increase patient volume is with the use of consistent and relentless practice development activities.
2. Patient Service – since medicine by nature is a service, it is incumbent upon the staff to provide unending patient service. This is the only way to retain patients and lower your cost of acquisition.
3. Patients – When you treat patients correctly they shout out the practice in praise. Think of attending a rock concert when everyone is scream in wild gyration for the band. The desire to remain close to patients allows this type of admiration for your practice.
4. Staff – The backbone of any practice is great staff. Hire well and things will get done and patients will get served. Hire poorly and there will be more new employees walking through the practice doors then patients.
5. Schedules – There are several things that will hinder the progression of your practice and scheduling is the most important. One clinic I was with continually booked appointments when the doctor was conducting morning rounds. The physician was continually late, frustrating patients and staff. When I questioned why book appointments immediately after rounds the reply I received was, “it has always been done this way!” In another scenario patients cancel last minute and there is no fee for the lost time. The only thing doctors must honor and value is their time, never abuse it.
6. Assistants – Many practices will fight to the death before they obtain help because they do not want to delegate or fear they do not have enough money to pay staff. What is it costing you not to get the help required for your practice?
7.  Culture – The culture of your practice must be patient centered. This requires the doctor to be communicative to staff to patients, to the community everyone. The purpose of your practice is one thing – the patient. All focus is to remain on that.

© 2012. Drew Stevens PhD, all rights reserved.