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Business Procedures 812 James J. Lehman, DC, MBA, DABCO University of Bridgeport College of Chiropractic

  Delta story   3 hour delay   Flight cancellation   6 hours in line   Rebooking   Missed the NMS

Review class

  Rescheduled review   Flight rescheduled   Delta paid for room

and food for 4 days   Extended stay in ABQ   Ski Sandia with son   Delta upgrade to first

class

Right mental attitude is the key to success…

  You should market chiropractic services to allopathic and/or osteopathic physicians…

  If you market your services to medical doctors, you will improve patient access to chiropractic services…

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  All healthcare providers, most notably specialists compete for market share with shrinking reimbursements.

  99% of PCP’s initiate referral to another allopath

  Only 11% of PCP’s initiate referral to a chiropractor.

  Over 80% of patients ask PCP about a chiropractic referral

  Intra-professional and inter-professional referral patterns of chiropractors

  http://www.chiroandosteo.com/content/14/1/12

  Primary care providers prefer that a patient contact the chiropractor.

  Only 30% of primary care providers will consider making a referral to a chiropractor…

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  Why would a medical doctor be concerned with the referral of a patient to a chiropractor?

  Provide research that demonstrates the safety of chiropractic care.

  You should inform the doctors of your undergraduate education and your chiropractic training

  Seek medical referrals

  Market yourself in person

  Use the evidence   Create a need for

your service   Research allopath’s

needs   Communicate

applicable research

  Both MDs and DCs suggested that good communication, openness to discussion by providers, and patient interest are key factors for developing positive interprofessional referral relationships and implementing interprofessional practice-based research networks.

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  Barriers to interprofessional relationships include lack of good communication between the 2 provider types, bias toward alternative medicine, lack of knowledge or understanding of chiropractic care, geographic constraints, and economic considerations.

  Understanding of both professions’ strengths and weaknesses

  Research infrastructure   Evidence-based practice education

Must chiropractic physicians function as neuromusculoskeletal specialists? Why not primary care providers?

  Primary care physician = $150,000 plus…

  Physician Assistant = $80,000 to start

  Chiropractic associate = $40,000- $50,000

  Do you have the window of opportunity wide open?

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  76 million American babies born 1946-1964   Movement is health   Anti-aging   Judicious use of drugs

  Non-surgical face-lifts   Nutritional advice   Rehab services   Massage therapy   Soft-tissue care for

post-surgical patients

1.  Can someone overseas do it cheaper?

2.  Can a computer do it faster?

3.  Is what I’m offering in demand in an age of abundance?

  We need to supplement high tech with “High Concept” and “High Touch”.

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  The decision to become successful is yours…

  Maintain the right mental attitude

  Provide high quality care

  Integrate the health care system