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out of state marketing

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margemib:
Hi Michele,
I have your Marketing book and was wondering if I go out of state
how do I reach these providers, do you think letters would work with a follow-up call in this case?
Also if a out of state provider is interested do you set-up a telephone meeting?
margemib

Michele:
If you are going to market to out of state providers you are obviously a little more limited in your methods.  You can try mailings, followed by phone calls.  Just remember that mailings have low rates of response.  I just like to make sure you don't have unrealistic expectations.  Phone consultations are really the best way since it isn't feasible to go in person.

Michele

margemib:
I meet a very nice person yesterday, she told me her husband was in this buisness and he had to lay-off some of his billers because a lot his providers are going into groups and that they have in house billing in this case. She said it was a dying industry what do you think about this. She also said the doctors coming out of school cannot afford a private practice.
I know I am finding in my area they are in groups and billing in house, one office manager told me they have 7 billers in the office for this group.
margemib ???

PMRNC:
I completely disagree.. I think BECAUSE of the economy doctors are cutting back.. not the other way around. Just visit all the other groups on the net and look at all of the ones taking billing/coding courses who cannot find "jobs"
Good billers are hard to come by, but if a provider finds the right OUTSOURCED solution he tends to decrease his overhead significantly which is what they want to do in this economy. I do think you will see less and less NEW private practices starting up but I think that will be temporary. Also I do feel your larger billing companies are going to feel a crunch because they grew beyond the industry, meaning that doctors are now looking for MORE for their money, a company that had to lay off 9 billers most likely expanded either too quickly or beyond their market base. That is not the norm. The average billing company will start off with just one person or by themselves and grow with the industry, careful not to cut into their profit as well as the revenue they are generating for their client. Remember that MOST doctors who hire an outsourced third party are doing so to "save" money. You have to find balance that benefits both YOU and the client and that is not impossible at all.

Michele:
I agree with Linda.  The only thing I would add is that not only do they save by cutting down their overhead, but usually they increase their receivables (without performing any addt services) by outsourcing.  Many providers who do their billing inhouse are losing money to unpaid claims, claims not appealed when denied, and other areas that go unobserved.  It is not always the case, but it is the norm.  It seems the billers that work for the provider for an hourly wage don't seem to collect all that is able to be.  Not necessarily because they don't want to, or don't put in the effort.  Sometimes just because there is too much for the one (or however many there are) person to take care of, or they have multiple duties and can't concentrate all of their efforts on the billing.

Michele

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