Author Topic: Marketing for a Beginner!  (Read 3609 times)

Michelle1965

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Marketing for a Beginner!
« on: September 24, 2014, 07:28:15 PM »
I am a Certified Professional Coder, and have worked in Billing and Coding for 4 years now. 3 years in Family Practice & 1 year in Ophthalmology.  My daughter has worked in Medical Administration for an Orthopedic Surgeon for 6 years. 
My goal is to start off just marketing for myself until I learn the ropes, then I would love to bring my daughter into the business.  Any advice on how I can market just myself to get this business started would be greatly appreciated!  Thank you!  ;D

Merry

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Re: Marketing for a Beginner!
« Reply #1 on: September 24, 2014, 08:04:09 PM »
Disclaimer.I am part of a wonderful team..Alice and Michele who own this forum and I have written 2 courses for people just like you.
You can find them at http://www.medicalbillingstudycourse.com/bundled-courses (Please copy and paste. I cant seem to make this a link)

I know you will find some wonderful information in the course material. And we offer free support while you are in the course.

Merry


kristin

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Re: Marketing for a Beginner!
« Reply #2 on: September 24, 2014, 09:40:39 PM »
One thing I think you will find out quickly is that being a CPC won't register with a lot of doctors, especially those in solo practices. They simply don't know what that is, and if they do, they think they don't need one. And these are the doctors you will probably be marketing yourself too, because larger practices already have billing staff/coders in place, or have a larger billing company they are contracted with, and are not looking to make a switch.

That said, being a CPC should give you an advantage over other billing companies that only do billing. You have the ability to do things that other billers can't do, that maybe a practice/doctor is looking for, especially those that are new to practice, and are unsure about selecting/coding E/M levels, operative DOS, etc.

So I would approach it as you are someone who not only knows the in's and out's of billing claims, and all the compliance issues/regulations that go with that, but you also are a CPC, and can provide assistance in all areas relating to coding, and coding compliance. Between Medicare/RAC audits, OIG work plans, HIPAA compliance, PQRS reporting, MU stage 2, and ICD-10 next year, if you can show that you are well-versed and knowledgeable in all of those areas, and can help the doctor with all of them if needed, you have a leg up.

You have to be able to provide something that another company either can't, or has no idea about.


PMRNC

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Re: Marketing for a Beginner!
« Reply #3 on: September 25, 2014, 10:59:56 AM »
Quote
My goal is to start off just marketing for myself until I learn the ropes, then I would love to bring my daughter into the business.  Any advice on how I can market just myself to get this business started would be greatly appreciated

I'm assuming you are going to start up a business? If so than you market the business with emphasis on your experience, certainly market all experience even if your daughter is joining later. I echo what Kristen says, make sure your offering all PM systems, certainly having the CPC is going to give you an edge! :)
Linda Walker
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www.billerswebsite.com

Michelle1965

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Re: Marketing for a Beginner!
« Reply #4 on: September 25, 2014, 07:20:22 PM »
Thank you for all your advice, and Kristin I do agree with you regarding recognizing the CPC, and quite frankly it upsets me, because when I went to school for Billing & Coding here in Florida the instructor kept emphasizing how important it would be to get the CPC, and pretty much said we would have a better chance landing a job!  What a big disappointment that was, and the only reason I was lucky enough to get into a doctor's office was because the office I did my internship with was very impressed with my skills & how well I did so they hired me part-time, then I went into the Specialist office.
I have spent so much money on continuous education, and my certification, and I don't even get the recognition I feel I deserve or the pay.  I do feel if I could put a good marketing plan together and really emphasize my strengths it could help me move forward with my career.  I am not afraid of work by no means, and I love this field, but it has been very difficult making a living working for others, then when I hear offices are outsourcing to India and other countries it really upsets me.  I am really trying to keep a positive attitude, and ignore all of the negative.
I come from a family of Entrepreneurs, and watched my brother start his own company with only $500, and after 5 years of hard work he has turned it into a very profitable business, and is enjoying things in life that he never dreamed of, and he had everybody telling him he couldn't do it, so needless to say my family has a drive for success.  This forum has really helped me remain positive, because there is so much support here, and I want to thank you all for that!  ;D

Michelle1965

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Re: Marketing for a Beginner!
« Reply #5 on: September 26, 2014, 05:19:32 AM »
Merry I took a look at the medical billing course website, and was wondering on bundle 4 does that include all of the books that are offered by Alice & Michele in the valuable resources section of this forum or is it completely different?

Michele

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Re: Marketing for a Beginner!
« Reply #6 on: September 26, 2014, 08:52:40 AM »
Bundle 4 of the courses includes the courses only, but much of the material in the marketing books is covered in the courses.

I agree with the others that your coding background will be a plus.  Most doctors may not know what a CPC is, but from my experience many are worried about if they are doing things correctly when it comes to coding.  The advantage that you have is that you can say "because I am a CPC I will recognize if there is improper coding and I can bring it to your attention."  That will mean a lot to a provider.  They are all worried that they are doing something wrong, or if they are not coding something properly which may be affecting their reimbursement.

Good luck!

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Michelle1965

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Re: Marketing for a Beginner!
« Reply #7 on: September 27, 2014, 11:51:26 PM »
I am really going out on a limb here, but I have thought of a plan, and wanted to get some opinions on this idea.  I am currently working as an employee, but in the 10 months that I have been here I can name about 5 things that are affecting the practices A/R.  The main one is the provider doesn't want to upgrade his computer systems, and software.  Computers go down all of the time and freeze up where we can't do anything, and the software doesn't automatically keep track of the patient's balances.
For instance if the patient has a credit on the account, and they want to leave it their for their next visit the system doesn't keep a running balance we have to go in manually and move the credit, apply it to the right dos, do the running total, then generate the patient statements manually, which in my opinion is very time consuming.
I was thinking I could try to market myself with him first, and point out all of the problems with the revenue cycle that I have seen while working for him, and the advantages I could bring to the company by having my own system in place.  What do you all think? Good or Bad Idea?

PMRNC

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Re: Marketing for a Beginner!
« Reply #8 on: September 28, 2014, 02:01:28 PM »
Quote
I am really going out on a limb here, but I have thought of a plan, and wanted to get some opinions on this idea.  I am currently working as an employee, but in the 10 months that I have been here I can name about 5 things that are affecting the practices A/R.  The main one is the provider doesn't want to upgrade his computer systems, and software.  Computers go down all of the time and freeze up where we can't do anything, and the software doesn't automatically keep track of the patient's balances.
For instance if the patient has a credit on the account, and they want to leave it their for their next visit the system doesn't keep a running balance we have to go in manually and move the credit, apply it to the right dos, do the running total, then generate the patient statements manually, which in my opinion is very time consuming.
I was thinking I could try to market myself with him first, and point out all of the problems with the revenue cycle that I have seen while working for him, and the advantages I could bring to the company by having my own system in place.  What do you all think? Good or Bad Idea?

What you are describing is really a "typical" billing company setup. Billing company buys/subscribes to license PM system, maintains control, sets preferences for staff, etc. It's been like that for many years, what I've found since doing this since 97 is the REVERSE. The potential client you are speaking of is not as common today. Conversions are costly, time consuming and offices who had/have a setup of a PM system in place, dread the loss of control. This doesn't mean if they have an older system or software that needs updating or they are having constant problems with, shouldn't be replaced. I myself have been through 5 systems and countless conversions.. NEVER was there one that was smooth. I also think and some will disagree with me on this and that's ok, it's my opinion, that there really is NO awful PM system or system that can't do what you need it to do. An experienced biller/practice manager can work with almost any system. When I was marketing I found doctors were beginning to be very hesitant if not fully resistant to changing their current system for a variety of reasons, with one being "loss of control".  I spent a long time really watching many of my PMRNC subscribers who start billing companies were losing out on clients that did not want to switch to the system the billing company was utilizing or was planning to utilize. I was running up against the same thing in my own marketing efforts when I realized by taking a client a few years ago that REFUSED to switch.. why does he need to? Most of the billing companies starting up end up using a system they worked on in class or in a course they took or one that everyone else was using it. The costs of some of these systems was borderline ridiculous and a GOOD billing company/biller can work on ANY system and still maintain quality services, PLUS get rid of the overhead costs of the system all-together.  Software companies are not too happy with this new trend but it's working for me and others because we don't have to turn away a client simply because he doesn't want to move to another PM system. With EHR's now in place, this makes it even stickier for us billing companies. ALL of my clients maintain their own PM system costs, technical support and still maintain the control they want, my contract provides me with the protection to do my job and perform all services needed. PLUS since I've got a lower overhead, I'm able to work at more competitive rates :)

Their are pro's and con's to each so you really have to look at the goals of your business, each clients needs and your marketability. If I run across a practice who WANTS or NEEDS to switch or setup a PM system, I give them several options and again, leave it up to them. :)

Linda Walker
Practice Managers Resource & Networking Community
One Stop Resources, Education and Networking for Medical Billers
www.billerswebsite.com

roxdione

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Re: Marketing for a Beginner!
« Reply #9 on: September 29, 2014, 01:04:56 PM »
When one is marketing their service, how far of an area should they be marketing to?  Only an area within a certain radius as to where they are located or anywhere within the US?


PMRNC

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Re: Marketing for a Beginner!
« Reply #10 on: September 29, 2014, 01:20:31 PM »
That depends on how your setup.. you just need to remember that you have to follow state laws in addition to federal laws in both the state you do business in as well as the state you are domiciled in. If you have experience and knowledge you can market anywhere. If you are new and just starting out, I would recommend
 you stay within your state until you gain a bit more experience.
Linda Walker
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One Stop Resources, Education and Networking for Medical Billers
www.billerswebsite.com

Michele

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Re: Marketing for a Beginner!
« Reply #11 on: September 30, 2014, 08:31:17 AM »
Today's technology makes it easier to transfer information.  The constraints of area are not as rigid.  But as Linda said, if you are new you may want to start out locally to gain experience before you branch out.  We do bill in several different states.  But again, as Linda said, you need to make sure you are following the state laws.
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roxdione

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Re: Marketing for a Beginner!
« Reply #12 on: September 30, 2014, 09:42:08 AM »
Thanks!  When doing marketing, do you send your marketing material to the clinic and to the provider too, when that provider belongs to the clinic?

I reside in a tri state area where a majority of the providers belong to a larger facility or to a rural clinic.

kristin

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Re: Marketing for a Beginner!
« Reply #13 on: September 30, 2014, 07:49:40 PM »
If I was marketing to larger facilities or clinics, I would send my material to the clinic name/address, to the specific attention of the practice administrator. I don't know that sending it to individual providers in those types of practices would do any good. Just my two pennies...

Michele

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Re: Marketing for a Beginner!
« Reply #14 on: October 01, 2014, 09:05:50 AM »
I agree, only send to the actual provider when it is a smaller practice where the doc is the decision maker.
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