March 25, 2016

Are You Keeping Score For Your Practice?

By Dr. Dan Golden In Chiropractic Success, Practice Management

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What would be the purpose of playing any sports….baseball, football, hockey, basketball, golf, curling or even horseshoes if score was not kept?  Keeping score lets each team (or with individual sports), each individual know how they are doing.  Keeping score provides a mechanism to measure how one is doing compared to another.  Keeping score allows the team or individuals change strategies, take a new approach, work on weaknesses, become more efficient, set more realistic or higher goals. 

The same is true in a Chiropractic practice.  Keeping score of how the practice is doing is vital.  The score card in a practice is statistics.  In order, to understand the present status and position of a practice it is essential to “score” multiple areas.  Understanding what statistics are revealing determines if changes are necessary.  Understanding practice statistics provides direction in marketing, patient management and overall office operation.

It is important to understand a patient is not a patient is not a patient.  There are different classifications of patients.  Some patients bring more monetary value to the practice for time spent than others.  Generally, speaking personal injury cases have greater value than any other type case.  The least  return for time spent is, more than likely, a Medicare or Medicaid patient. 

Every practice should perform periodic audits of case types.  What percentage of each type case makes up the practice.  What percentage of patients are cash, group insurance, workman’s compensation, Medicare.  Once this “score” is known marketing strategies can be implemented to move in the direction desired. 

Patient compliance can be determined by taking the time to keep score.  How many new cases are admitted to the clinic in a given period of time?  How many are desired?  Does the practice cater more to an acute or chronic patient flow?  By dividing the number of patient visits by the number of new patients in the same time period provides the patient visit average (pva) “score.”  What is that “score.”  Is it acceptable?  A lower than desired pva indicates work is necessary in the area of patient education.  An effective patient recall system may be necessary.  A lower than desired new patient flow indicates more work is necessary in referral stimulus programs, new patient orientation classes, spinal screenings, etc. etc.. 

One sure way to better your practice, better your game is to pay very close attention to your practice score.  Be self-critical, be willing to admit your present way of doing things could be improved upon!  Take the time and effort to attend ChiroSushi Seminars to learn the importance of and how to better keep score of how your practice is doing.    

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