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:
- Start with an insight about a set of physicians.
- Filter and sort to narrow the table to physicians who meet your criteria.
- Click the Favorites heart to add those physicians to your favorites.
- Evaluate the physician further by viewing their Analyze Page.
- 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
- Filter to the desired geographic area.
- Filter to choose likely specialties, such as Family Practice or Internal Medicine.
- Sort by Followed Patients.
- Right Click the physician's name to launch the Analyze page to view destinations.
- Examine the physician’s Home Health Destinations for insight into the strength of their relationships with other agencies.
- 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:
- Don't consider physicians with >75% Home Health Affiliation
- Look for physicians with a large number of destination agencies. You will find this information on the physician Analyze page in the destinations tab.
- 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.
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
- Filter to the desired geographic area.
- Sort by Last Claimed descending.
- Set the Followed Patients Range Filter to remove physicians that have a high number of followed patients.
- Examine the physician’s Home Health Destinations for insight into the strength of their relationships with other agencies.
- Click the heart for physicians that you would like to engage.
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
- Search for the physician who made the referral.
- Examine their Analyze page to get more perspective on their business.
- Highlight an agency differentiator pertinent to them in your follow up.
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