Leveraging your strengths against competition can be a powerful way to increase your referrals. With the Competitor Affiliated Physician report you can quickly identify physicians that are highly affiliated to a competitor and select them as targets for a campaign. Focusing on a specific competitor will allow you to hone your differentiating message and win them over with your superior performance.
Part of this process is selecting a territory for the physicians in the report. If you intend to limit your territory to a specified set of ZIP codes within a county, you should collect a list of ZIP codes before you start creating the report.
Creating the Report
To create a new report, click on the at the top right of the screen. The following box will open:
Select the radio button for Competitor Affiliated Physicians and click the "Add" button. The following Report setup box will open:
New Report/Edit Report - The options for setting up a new report are identical to the Report edit options you will see when you click on in a Report Summary Action Panel on your My Dashboard page.
Use this tab to select the geographic region for the report.
Since this report will show you the top prospects for the chosen criteria, your territory size will ultimately correlate to the amount of time required to interact with the physicians. Selecting a smaller territory might make your visit planning easier and save travel time. Remember that you can create multiple reports and change parameters at any time.
In this image we have searched for "Luz" to find Luzerne County. We then clicked on "Luzerne" to add it to the "Selected Counties" list. We then clicked "ADD ALL ZIP CODES" to add all ZIP codes in Luzerne County to our "Selected ZIP codes."
Physician Specialty tab
Use this tab to select the specialties for the physicians you want to include in the report.
We have selected the physician specialties most likely to generate fruitful leads for the default settings. Add or remove any specialties to customize your report to match areas of specialization in your team.
Minimum Affiliation Level tab
This tab allows you to select the minimum affiliation threshold for your report.
Affiliation is calculated for each physician by determining the percentage of that physician's patients who receive post-acute care at each home health agency. The default is 50%.
Minimum Referral Level tab
This tab allows you to set the threshold for the minimum number of home care patients treated by physicians in the report. Obviously the most fruitful prospects will be the ones who have more patients available to enter your home health network.
The use of the term "referral" on and under this tab should not be construed as an indication that any kind of referral took place. For this count, we identify patients who were admitted to home health care who were seen by the physician within the 90 days prior to admission. This close proximity identifies a high potential that a referral could have taken place.
On this tab you can enter a name for the report to differentiate it from other Competitor Affiliated Physician Reports that you create. You can also select the number of results to display when the report is first generated. If you click the "Save" button, you will be returned to your dashboard. The "Save and Go To Report" will take you directly to the report page for the report you just created.
Using the Report
Physicians with close affiliations are a two sided coin. On the one hand, they are already sending patients to a specific agency. However, their affiliation identifies them as physicians who are committed to home care. So unless they are sending 100% of their patients to a single agency, you could either prove that your agency would be a better partner, or at least approach the physician for the percentage of patients who aren't part of the flow to the affiliated agency.
|Favorite Star||The star is a toggle that allows you to tag physicians of interest so they will appear in your My Physicians List on the Dashboard page. You will also be able to sort by your favorites in many tables throughout the Solution.|
|Targeted Physician||This is also a toggle that can be turned on and off. Targeted Physicians will show up in your My Physicians List and also be identified according to report source in the target type column.|
|Physician Identification information||Four columns of Physician identification information include the name, NPI, County/ZIP, and Specialty for the physician in each row.|
|Total HHA Patients||This metric is the number of distinct patients where the named physician treated the patient in the 3 months prior to the patient's home health admission.|
|HHA Utilization||This is the percent of the physician's patients who received home health services during the one year reporting period, including patients treated by this physician within 3 months of their home health admission.|
|Total Medicare Patients||The count of distinct Medicare patients treated by the physician during the one year reporting period.|
|Home Health Agencies Receiving > 10 Patients||The number of home health agencies that received 10 or more patients treated by this physician.|
|Level of Affiliation||The highest share of home health patients received by any one home health agency, who were treated by this physician in the 3 months prior to the patient's home health admission.|
|Maximum Affiliation Agency||This is the name of the agency receiving the maximum share of home health patients treated by this physician in the 3 months prior to the patient's home health admission.|
|Plan My Visit||This is a button that will take you to the Plan My Visit page for the chosen physician. See Home Health Dashboard - Plan My Visit.|
The Report Summary Action Panel
When you create a report, a Report Summary Action Panel will automatically be generated for your Dashboard. The type of action panel is identified at the top.
Each report summary action panel contains the same elements.
- Panel Titles - The top, larger title identifies the type of report represented by the Action Panel. The smaller title beneath is the custom name chosen when the report was created.
- - The trash can icon will remove the action panel from your dashboard and delete the settings for the connected report. In order to replace the report and Action Panel you will need to re-create the report by clicking on the + at the top of the screen.
- - The gear allows you to change the settings for the report that generated the Action Panel. These are the same settings that were used when the Report was first created. To review these settings, see the related article for creating each type of report.
- - This will create a .PDF file for the action panel and download it so that it can be printed.
- Physician Count - (In blue rectangle) - This identifies the total number of results that are listed in the related report. Since these reports limit the physicians to the prime targets for each category of report, this keeps the potential right up front.
- Go to Report - clicking on this button will navigate you to the report that generated the Action Panel.