Case Studies
About Dr. Larry
Situation
Dr. Larry is a 10 veteran of chiropractic with a practice averaging 42 patients per week. At one time he reached over 70 but never really managed to obtain any more patients. When we met Dr. Larry believed that he had two more years of medical care and if patient volume did not increase he would leave chiropractic.
Solution
We reviewed Dr. Larry’s practice focusing acutely on his business development techniques. We reviewed major areas such as customer service, marketing and visibility. One of our interventions was a mystery shop. What we found were two vital things 1) while Dr. Larry was quite good at his craft his front desk and interoffice communication lacked and 2) there was very little patient engagement.
After just 30 days of coaching Larry we provided four major revisions to the practice:
- We re-developed patient service to deploy new initiatives in People, Processes, Property and Performance.
- We engaged the practice personnel to connect with patients before, during and after “hello’ so that patients felt trust and respect.
- We developed a key performance marketing outreach of 16 activities that enabled the practice to create visibility and brand with little capital investment.
- We then created a standard value proposition to illustrate more value of services provided.
- We then produced weekly action plans to illustrate accountability and measurability.
Results
Within just 5 weeks of the new strategy Dr. Larry’s practice not only illustrated a path of survive but thrive. His patient volume increased to over 125 per week and his in bound phone appointments increased over 93%, He has since paid off all debts and is considering taking in an associate because he is now so busy.
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About Dr. Rob
Situation Summary
Dr. Rob is an associate in a four-partner chiropractic practice. His main partner called to discover more about our practice management services because “Rob was not pulling his weight.” He was continually lagging in patients and revenue and was due for removal just weeks before the call. We were asked to coach Rob to become a better marketing magnet.
Solutions
After three conversations with both partners and Rob we discovered three very important issues 1) Rob lacked any measureable confidence in his business building activities, 2) he used regular rote tactics that paid very little if no return such as one marketing firm for over $5,000 per month, and 3) Rob lacked any accountability and professionalism.
Within the first month of working together we developed techniques that aided Robs confidence- most notably key performance measurements so that he can track his success. We then developed audio logos and strategic integrated communications that enabled him to engage with both prospective and future patients. After reviewing our immediate successes we then developed Rob’s poise, presence and professionalism with patients such as communication skills and dress code.
Results
Within just 45 days of beginning our program Rob’s marketing efforts paid off! His patient volume increased by 258%. He continually engages with his patients and his confidence is through the roof! He now bills more than his other associates and they are now using some of his techniques to help increase their volume and revenue!
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Here’s a list of satisfied clients!
- American Red Cross
- Bausch and Lomb
- Bayer
- Be Well Chiropractic
- Blue Cross/Blue Shield
- Clinical Laboratory Management Association
- eMed International
- Keep Smiling Dental Care
- Logan College of Chiropractic
- Parker University
- ROHO Group
- Smith Chiropractic
- Smile Awhile Dental Care
- Safety National Casualty Corporation
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Call 877-391-6821 to get results for your practice!
