Referral physician marketing.
Marketing of specialist services to referring physicians can be highly effective at influencing referral patterns if the referring physician's needs are taken into account. Furthermore, it is possible to generate referrals from nonreferring physicians by approaching them correctly. The ideal approach is for a specialist to treat non-referring physicians as though they referred the patient, even when they didn't. This practice allows the specialist to demonstrate communications service quality in a non-aggressive, non-sales context. The United Weight Control case study summarizes the impact of a referral-generation strategy with "before" and "after" analyses of the strategy's cost and effectiveness.
Peer Review Analysis, Boston.
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Lewis
D000554:Ambulatory Care Facilities / Q000458:organization & administration* / Q000706:statistics & numerical data; D002983:Clinical Competence; D003266:Continuity of Patient Care; D003362:Cost-Benefit Analysis; D004502:Education, Medical, Continuing; D006801:Humans; D008389:Marketing of Health Services / Q000379:methods*; D009511:New England; D015397:Program Evaluation / Q000706:statistics & numerical data; D012017:Referral and Consultation / Q000458:organization & administration*; D015431:Weight Loss