Transforming a Surgical Practice

May 12, 2023 | by Brad Bichey

Unlocking True Potential

In today’s ever-evolving healthcare landscape, the need to unlock true potential within your surgical practices has never been more crucial. As a leader in the space, you have the power to impact your surgeons with this valuable gift: a better, more qualified patient getting scheduled. This article dives deeper into the concept of winning in surgery and explores how revolutionizing the patient journey can have a profound impact on your sales and success.

Shifting the Conversation: From Product Features to Tangible Practice Expansion

During a recent conversation with a medical device sales trainer with over 15 years of experience in the space, we explored the distinction between two types of reps in the industry: those who solely focus on product features and those who prioritize practice growth. While both aspects are vital, the true key to long-term success with your surgeon lies in shifting the conversation from features to tangible practice expansion.

Use a Holistic Strategy for Practice Growth To Succeed in a Busy Medical Landscape

With your busy surgeons, equip them with the ideal patient profile through comprehensive front desk training on what patients are good candidates to be scheduled. By helping them schedule a more qualified patient, you ensure that your interaction with surgeons goes beyond showcasing product benefits. By presenting a holistic strategy for practice growth, you offer a fresh perspective that resonates in today’s busy and overwhelmed medical landscape. Understand that every doctor is time-constrained and overworked, as are their surgical staff, and give them something new and compelling. They will love you for it!

Remarkable Growth with Pre-Qualification is Within Reach

Consider the real-life practice example shown above: A Pre-Qualification Framework can create remarkable, sustained, additional case scheduling over 18 months. This surgeon was focused on sinus procedures. The results were transformative. The staff became raving fans, and the surgeon became an ardent supporter. The practice is now attracting the type of business truly desired. It is possible to create a win-win scenario for all stakeholders by presenting a compelling business proposition that elevates a busy doctor to new heights of success. In today’s competitive surgical space, that goal is undeniable!

Identify Your Prime Candidates

At Nemedic, we have successfully implemented this process, empowering over 9,000 surgical patients to date to find innovative surgeons. If you’re wondering which doctors are prime candidates for implementation of better pre-qualification, consider these three criteria:

  1. Start with those who already demonstrate proficiency in using your medical device and who make consistent monthly buy orders. A good goal would be to double their buy orders.
  2. Identify doctors who have a genuine desire to expand their surgical practice and who want to focus on your specific innovative procedure as part of their long-term growth goals.
  3. Lastly, prioritize doctors with whom you already have a solid rapport, as this collaboration will strengthen your relationship moving forward.

Streamline Your Success

Once you achieve success with one of your exceptional doctors, consider scaling your impact through customized software designed exclusively for the surgical space. When you do that, you will experience the ease of a streamlined, integrated workflow, and you will witness even greater success with your business.

If you need more from the practices you work with, join our mission in transforming the patient navigation landscape and propelling your medical device business to unprecedented success. By partnering with us, we can elevate exceptional doctors to new heights, introduce your innovation to a wider range of surgical patients, and enhance surgical healthcare nationwide.