By using this site, you agree to the Privacy Policy and Terms of Use.
Accept
Health Works CollectiveHealth Works CollectiveHealth Works Collective
  • Health
    • Mental Health
    Health
    Healthcare organizations are operating on slimmer profit margins than ever. One report in August showed that they are even lower than the beginning of the…
    Show More
    Top News
    UV damage to eyes
    Warning Signs of Long-Term UV Damage to Your Eyes
    December 9, 2021
    degree for healthcare job
    The Ultimate Healthcare Recruiting and Staffing Guidebook
    March 21, 2022
    medicare part d benefits
    Everything that You Need to Know About Medicare Part D
    August 15, 2022
    Latest News
    Beyond Nutrition: Everyday Foods That Support Whole-Body Health
    June 15, 2025
    The Wide-Ranging Benefits of Magnesium Supplements
    June 11, 2025
    The Best Home Remedies for Migraines
    June 5, 2025
    The Hidden Impact Of Stress On Your Body’s Alignment And Balance
    May 22, 2025
  • Policy and Law
    • Global Healthcare
    • Medical Ethics
    Policy and Law
    Get the latest updates about Insurance policies and Laws in the Healthcare industry for different geographical locations.
    Show More
    Top News
    Conservatives: The Utah Health Exchange is Not a Model
    July 23, 2011
    Medical Malpractice Reform Losing Physician Support
    November 7, 2011
    Hospitals Aim to Apply Direct Payments of Care Delivery to Increase Resources
    August 28, 2012
    Latest News
    Top HIPAA-Compliant Messaging Apps for Healthcare Teams
    June 25, 2025
    When Healthcare Ends, the Legal Process Begins: What Families Should Know About Probate and Medical Estates
    June 20, 2025
    Preventing Contamination In Healthcare Facilities Starts With Hygiene
    June 15, 2025
    Strengthening Healthcare Systems Through Clinical and Administrative Career Development
    June 13, 2025
  • Medical Innovations
  • News
  • Wellness
  • Tech
Search
© 2023 HealthWorks Collective. All Rights Reserved.
Reading: 4 Tips to Growing Your Physician Network and Referral Pipeline
Share
Notification Show More
Font ResizerAa
Health Works CollectiveHealth Works Collective
Font ResizerAa
Search
Follow US
  • About
  • Contact
  • Privacy
© 2023 HealthWorks Collective. All Rights Reserved.
Health Works Collective > Business > Hospital Administration > 4 Tips to Growing Your Physician Network and Referral Pipeline
BusinessHospital Administration

4 Tips to Growing Your Physician Network and Referral Pipeline

Stewart Gandolf
Last updated: May 6, 2016 2:20 pm
Stewart Gandolf
Share
4 Min Read
SHARE

professional referralsNot long ago, we were talking with the lead physician of a multispecialty medical practice. She was losing sleep because the once-dependable physician referral pipeline had become a leaking bucket.

professional referralsNot long ago, we were talking with the lead physician of a multispecialty medical practice. She was losing sleep because the once-dependable physician referral pipeline had become a leaking bucket.

We discovered that part of the problem was the competitive environment of roll-ups, consolidations, mergers and acquisitions in the marketplace. Longstanding referral bridges were eroding, and the dynamics of change were undermining professional allegiances.

Competition was the big picture. But, somewhat surprisingly, we found another troubling cause inside the practice itself. It turns out that this practice did not have a reliable system in place for the proper care and feeding of their referral stream.

More Read

Medical Technology Financings Over $400 million in May 2011
Why Are the Shares of Major Vaccine Producers Plummeting?
Will My Charting Be Epic?
Hospital Ranking Disagreement Isn’t the Only Such Problem
Pay More, Get Less: US Healthcare in a Nutshell

There is an unspoken desire by professionals referral source to deal with likeable people.
Click To Tweet


Individually and collectively, the physicians in this group were taking professional referrals for granted, and the business lifeblood was unintentionally neglected. Fortunately, these internal issues are more easily addressed with these first steps:

It takes a system. Specialty medical practices that are exclusively or largely reliant on referrals can no longer afford to assume that the pipeline will always produce a steady stream of new patients. Professional referral sources, and the revenue that flows from new patients, requires the protection of a detailed and documented system—with designated, responsible and accountable leadership.

It takes tracking. Documenting and compiling referral data often reveals insightful patterns, and “A List” and “B List” emerge. Tracking systems—who refers, how often, what cases, etc.—identifies where to concentrate your relationship building. And it also exposes new opportunities or problems to correct when you know who isn’t making referrals.

It takes training. Everyone in the practice—physicians and staff alike—play an important role in the building and maintaining a physician referral network, and the internal system that supports it.

Deliver what referral sources expect. Topping the list, of course, is the expectation that the referred patient(s) will experience exceptional, high-quality care. But referral sources also want:

  • Prompt, understandable reports
  • Seamless (and hassle-free) interactions with your office
  • Patients get in quickly and are treated well
  • You take a reasonable share of “tough cases”
  • Accept the patient’s insurance (or affordability options are available)

In all aspects of this relationship, there is an unspoken desire by the referral source to deal with likeable people. Professional referrals are a sometimes fragile affiliation between practices, and without the intangible “likability factor,” the relationship can quickly evaporate. And with it, well… as the rock-solid axiom goes: “People ultimately choose to do business with people they like, and everyone likes someone who appreciates them.”

We welcome your call; we can help keep your doctor referral stream flowing. And for related reading, see additional installments in this series including: Scary Secret #4: What Doctors Don’t Know About Professional Referrals and The Increasing Importance of Physician-to-Physician Referrals.

Kathy Gaughran

Author information

Kathy Roy Gaughran
Kathy Roy Gaughran
Senior Marketing Strategist at Healthcare Success Strategies
In her career, Kathy has helped over 4,000 clients all over North America achieve their growth goals. As an award-winning strategic marketing planner, Kathy has been involved in both the high level strategies required for long-term sustainability, plus the tactical execution used to accomplish day-to-day successes.
TwitterFacebookGoogle+

The post 4 Tips to Growing Your Physician Network and Referral Pipeline appeared first on Healthcare Success.

TAGGED:referrals
Share This Article
Facebook Copy Link Print
Share

Stay Connected

1.5kFollowersLike
4.5kFollowersFollow
2.8kFollowersPin
136kSubscribersSubscribe

Latest News

women dental care
What Is a Smile Makeover and How Much Does It Cost?
Dental health
June 30, 2025
HIPAA-Compliant Messaging Apps
Top HIPAA-Compliant Messaging Apps for Healthcare Teams
Global Healthcare Policy & Law Technology
June 25, 2025
recovering from injury
Rebuilding After Injury: Path to Physical and Emotional Recovery
News
June 22, 2025
scientist using microscope
When Healthcare Ends, the Legal Process Begins: What Families Should Know About Probate and Medical Estates
Global Healthcare
June 18, 2025

You Might also Like

I Am the Patient Experience!

April 27, 2012
Home Remedies and Tips that you can Apply for Muscle Cramps
Business

Building Your HGH Levels for Better Health and Stronger Muscles

November 24, 2020

Three Aims of CMS & Well-Managed Healthcare Organizations

April 11, 2011

Hospital Leadership

December 13, 2011
Subscribe
Subscribe to our newsletter to get our newest articles instantly!
Follow US
© 2008-2025 HealthWorks Collective. All Rights Reserved.
  • About
  • Contact
  • Privacy
Welcome Back!

Sign in to your account

Username or Email Address
Password

Lost your password?