Are you trying to improve performance in your practice? Whether you’re focused on patient access, provider productivity, resource use, or anything really, try to resist the urge to start with a spreadsheet or to jump right into a new compensation model.
I’ve found that most lasting improvements are rooted in a deep understanding of what’s happening on the ground, not just the 30,000-foot view offered by a dashboard or a shiny new comp model.
That’s why I recommend that you start with a conversation.
Specifically, a conversation with your physicians. Not a survey. Not a memo. Real, one-on-one conversations.
Here’s some language I’ve used to introduce the idea to doctors:
“We’re looking at how to make the most of our existing resources, especially physician time. This isn’t about squeezing more WRVUs out of anyone. It’s about understanding what’s really happening in our practice, so we can make the case for investing where it’s most needed.”
(Feel free to copy and paste that language right into an email if you like.)
Then, ask questions like:
- What does your ideal practice environment look like?
- What’s getting in the way of that ideal today?
- Are we using APPs in a way that actually helps you and the patients?
- Where are we losing throughput or dropping continuity of care?
- And so on
Go into these conversations with an outline, not a rigid script. You’re not checking a box; you’re listening to what they have to say. Follow where the conversation leads. Ask follow-up questions. Let them show you what you can’t see from your desk.
Afterwards, follow up to make sure they know you heard what they had to say and that you’re working to implement changes based on their input.
You’ll get three things from these conversations:
- Valuable operational insight, which can add up to real dollars and cents
- A stronger business case for additional investment
- Physician buy-in before you roll out changes
When physicians feel like their voice matters, they’re more likely to be engaged and to stay with your practice. They might even be motivated to do more.
If you’d like some help in getting these conversations going or in turning what you learn into real results, I’d be happy to talk.
By the way, it’s completely normal to feel defensive when a physician points out what’s broken. That’s human. Give yourself a pep talk going in if you need to. This is a rare and valuable opportunity to learn and to earn trust.
