Review Data Sources for Growth Planning

Review the data:

Most liaisons start with internal data to review any available inbound referral information. Ask yourself:

• In reviewing inbound referral data, which practices &/or providers are the highest sources of referrals today?

• Are there consistent patterns when studying  the volumes over time, including not only month-to-month, but current vs the same period in the prior year? Which providers or practices have volumes that can be identified as “stable”, “increasing” or “declining”.

• Do we have a report that highlights 1st time referral sources? Consider identifying these providers or practices as “new”.

• Which markets represent a strong patient pipeline today?

• Are there any other key markets of focus based on patient population, payer mix, etc.?

• Consider reviewing the sources & volumes tied to the key market(s) above. Do any additional referring providers or practices emerge at the top of the target list?

• Are there any specialties that are an under tapped patient pipeline?

• Consider reviewing the sources & volumes tied to niche specialties. Do any additional referring providers or practices emerge at the top of the target list?

Next, list referral sources in order of volume on the Top 20 Outreach Targets worksheet and mark them (stable, increasing, declining or new) in the Internal Data Trends column.

Review the data:

While studying internal data can be helpful in understanding referral patterns within your organization, using external data to explore shared patient trends can help liaisons know which providers to prioritize based on the potential growth opportunity. Ask yourself:

• When reviewing the list of providers identified in our internal data research, what percentage of patients do they share with our employed or in-network providers vs competing providers?

• Do trends over time suggest these connections are strong (80% or higher), reliable (60-79%), variable (40-59%) or weak (<40%)?

• Who are the top referring providers in the key market(s) highlighted during our internal data research?

• When looking at our shared patient volumes, who do they appear to be most connected to?

Now, on the Top 20 Outreach Targets worksheet, add provider’s network integrity rating (strong, reliable, variable or weak) in the External Data Trends column.