Most medical specialty groups historically have relied on pr

Most medical specialty groups historically have relied on primary care physician practices for referrals. At a recent society meeting, the senior partner returned with a renewed perspective in terms of looking at the customer base of referrers. \"We need to develop relationships with these practices rather than view them as individual transactions when they send us a patient.\" How might this perspective shift the strategy of the group?

Solution

Answer:

Senior partner is highly convinced with the numbers of patients group receives from referrers. He wants group to focus on building relationship with persons referring patients to group so that a good relationship with other medical groups can be built. It will also increase number of patients and will lead to high revenue.

Above decision is allowing to change group strategy from giving referrals more importance. Now referrals should be one of the major source of patients and revenue for the group. The strategy change might increase the numbers of patients significantly as there is large customer base from referrals.

This perspective of senior partner shifted the strategy of the group to make new relationship with other medical groups and convince them about the services provided by this group so that they can refer as many as patients. Also convince them that patients will be referred to their medical hospital from this group for their services. It will help both medical groups and patient will also get best services.