Overview

When exploring the Trella Health data start with a clear goal in mind, otherwise it is easy to get side-tracked. The Physicians table on the Explore page allows us to narrow our focus by sorting, searching, and filtering to a specific set of physicians that we can further evaluate to determine if they would be a good fit for our business development activity. In general, use the following approach to identify physicians:

1. Start with an insight about a set of physicians.
2. Filter and sort to narrow the table to physicians who meet your criteria.
3. Click the Favorites heart to add those physicians to your favorites.
4. Evaluate the physician further by viewing their Analyze Page. 
5. Engage with your chosen physicians and track the impact.

- You can navigate to the Analyze page for any physician by clicking on their name in the table. If you right click and select, "Open link in a new Tab," you will not lose your place in the table. (For Mac this is ctrl-click.)

Strategy Example I: Most Active Referral Sources

Insight

Physicians who have high Patients 3 Months Prior and high Followed Patients counts are committed to Home Health Care. They are willing to certify and follow patients through care.

Approach

1. Filter to the desired geographic area.
2. Filter to choose likely specialties, such as Family Practice or Internal Medicine.
3. Sort by Followed Patients.
4. Right Click the physician's name to launch the Analyze page to view destinations.
5. Examine the physician’s Home Health Destinations for insight into the strength of their relationships with other agencies.
6. Click on the favorite heart for each physicians that you would like to engage.

- Physicians that certify for a competitor will care about quality of the care provided. Presenting your differentiators to them may influence them to become a stronger referral source for you.

How to select promising targets:

1. Don't consider physicians with >75% Home Health Affiliation
2. Look for physicians with a large number of destination agencies. You will find this information on the physician Analyze page in the destinations tab.
3. If a physician's patients are being admitted to home health, the conclusion is that they are home health appropriate. But if they are being admitted to a large spread of agencies, the physician is not engaging and directing patients to their next step of care. This is the opportunity.

For the complete article, click here.

Strategy Example II: Under Utilizing

Insight

Physicians who have high Patients 3 Months Prior and low Followed Patients counts may be missing opportunities to encourage Home Health appropriate patients to seek home care.

Approach

1. Filter to the desired geographic area.
2. Sort by Last Claimed descending.
3. Set the Followed Patients Range Filter to remove physicians that have a high number of followed patients.
4. Examine the physician’s Home Health Destinations for insight into the strength of their relationships with other agencies.
5. Click the heart for physicians that you would like to engage.

For the complete article, click here.

Strategy Example III: Personalize your Appreciation

Insight

After receiving a referral from a new physician, using practice insights to personalize your thank you may build trust more quickly and make the physician more likely to refer to you in the future.

Approach

1. Search for the physician who made the referral.
2. Examine their Analyze page to get more perspective on their business.
3. Highlight an agency differentiator pertinent to them in your follow up.

For the complete article, click here.