private pay clinics (Full Version)

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coloradojulie -> private pay clinics (November 25, 2002 6:24:00 PM)

With all the recent changes in insurance and the on-going challenge to collect and get reimbursed for service, is a cash clinic a viable solution?
I always try and stay ahead of the curve with our clinic and feel like I might be ready for a change, but our clients are so used to paying insurance premiums and not at the time of the actual visit, even if they will get reimbursed.
Any ideas how to make this type of system work in private practice and not lose clients?



Sebastian Asselbergs -> Re: private pay clinics (November 26, 2002 12:07:00 PM)

Hey Julie: from Ontario, the picture is somewhat different. However, I have quite a few who pay as they go (about 30%) - I do not know how many of those actually have insurance. Note that we cannot often direct bill insurance companies.
To keep your patients coming seems to always come back to marketing through excellence, good reporting to doctors who refer, and trying to maximize patient involvement, thus minimizing visits. Now, I have the feeling you have been doing exactly this for a long time (right?), but you may need to swallow a drop for a while when you change. Keep it up, because people will end up finding you through word-of-mouth, happy physicians, and some external marketing (emphasizing the "learn how to get yourself better" theme).
In short, I believe a cash clinic is very much feasible - only about 8% of my case load is directly billable to insurance. In our city of 120,000, there are about 16 PT-clinics (including hospital, four large (6+ PTs) and many 1-2 PT clinics), private home care services, and many chiro's (40+).
I have survived and done well after a few tough years. (Ten year anniversary coming up!

You may indeed be the smartest if you move early!

All the best
Sebastian



Sebastian Asselbergs -> Re: private pay clinics (November 26, 2002 12:09:00 PM)

BTW, the 30% I alluded to was indicating strict cash, the other 70% uses MC, Visa, cheque (included postdated), and occasional barter - great landscaping done!!
Sebastian



FL_PT -> Re: private pay clinics (May 31, 2003 3:22:00 PM)

I agree with 'Sebastian' both about the feasibility of a private pay practice, and the willingness of Canadian patients to pay out of pocket. It is a tired song but its true, clients (not patients) pay personal trainers, massage therapists, DC’s, pharmacies, salons, ect. all out of pocket, then walk into a PT clinic and expect to walk out scott-free.

Our practice is in a small high touristy area. The clinic is more spa like and less clinical. Since the majority of our patients are out of towners or part time residents they understand why we need to collect our money up front. But we also offer quite a few private pay programs like personal training, metabolic testing, ect. I think these services and the décor of the clinic (called a studio) puts the “customer” in a better mindset. Its this patient vs. client vs. customer mindset is the most important thing when you’re dealing with a private pay market. We definitely do not have the answers, but we are trying. I try to look at the drug companies (marketing to the customer directly) and the nutrition/supplement companies, and especially the weight-loss industry for ideas. Any business that can get a person to believe in a 5-minute a day, all the donuts you can eat, 3 easy payments of $99.99 weight loss solution is doing something right. It is not ethical, but that’s another topic.

PS thanks for responding to my marketing question.



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