Fazeela Khan-Osbourne discusses the advantages to referring.
With demand for complex and certain elective treatments higher than ever, practices must look at their process for referrals. Referrals are good for patients, practitioners and for business. The rationale for referring is that a clinician must only make a diagnosis or decision and/or deliver treatment that is within their current scope of practice. If it isn’t, they should refer to a colleague who has the appropriate training, skills and experience.
This shows a patient that you want them to have a successful, stable outcome. It demonstrates confidence and commitment to their long-term, continued care and to keeping them in good oral health for years to come. When a patient is told that a specialist diagnosis is needed, or that another practice is the best place to receive a particular service, they will appreciate your candor. Honest discussions and good relationships are the basis of loyalty, better engagement and positive partnerships.
A good business decision
Whether your practice is referring patients out or accepting referrals itself, the process can strengthen the business because happy patients will always be the greatest marketing tools. Happy patients come back, they complete their treatment and they also spread the word. They also want to stay healthy, so they will take on board your recommendations. The quality of your service must always be matched by the quality of treatment; when time and money have already been invested, people do not want to spend more of either on corrective work.
When a practice routinely refers out, for anything from endodontics to cosmetic dentistry to implants, the team can give maximum attention to preventive-maintenance, to help people reduce their risks for dental disease. Combined with the option to access a range of complex and/ or specialist treatments, this creates a practice that is a centre of excellence, with a reputation for delivering patient- focused, responsive dentistry.
If your practice refers out, just like in any business, it’s always better to work with people you like, and with whom you share key values. So, seek them out, so you can build good relationships with them. When the process is co-ordinated, smooth and based on mutual respect between two (or more) practices, this will support a patient’s acceptance of a treatment plan and their ongoing compliance with behaviours that will maintain the end result.
Take control and learn to offer more
Why not embark on quality training, so you can accept referrals yourself? There are many areas that have seen more interest. Dental implants have become increasingly popular over the last decade, as the long-term alternative to “traditional” removable dentures. They allow patients to maintain natural, yet beautiful aesthetics as well as function and strength. Learning how to place and restore implants will expand your skill set, so you can help more people and could be a very welcome boost to business, too. Successful implant therapy should be a collaboration between referring dentist, implant dentist and patient. They may be a long-term solution, but the patient must be motivated to adhere to all recommended behaviours and attend regular reviews. This is why there are many benefits to offering implants ‘in- house’, as well as accepting patients from other practices.
As with any kind of training, quality is all. Look for training provided by clinicians experienced in this field, who still regularly deliver dental implant therapy. This will help you with problem-solving, and you may also find a mentor who will continue to guide you on your journey long after the course has been completed. One to One Dental Education offers a range of programmes delivered by experienced practitioners, instructors and mentors, with training overseen by leading clinicians known for their exceptional skills. You won’t just learn how to place implants safely and confidently; you will gain a valuable addition to your professional network.
Referrals give all patients access to clinical excellence. No matter the problem, you are showing them you will go above and beyond to provide a successful solution. Making or accepting referrals also demonstrate that you are committed to offering the most appropriate treatment, delivered by a dentist with the necessary training and skills, to help them achieve their treatment goals. If you accept referrals, this will build valuable partnerships with other practices, patients and professionals and it will also help your business to thrive in the most challenging of times. Now is the time to learn how to do more, to help more people, so you can office the gold standard of continuous care.