In sales, the term “cold call” may mean different things to different people. I define a cold call as an unannounced visit to a prospect company, whether the intention is to seek an unscheduled meeting or to drop off literature and/or gifts. I do not consider an initial telephone call a cold call, presuming it follows an introductory letter and/or email correspondence advising the prospect of the impending call.
Read MoreThe Checklist – Part 2
John Shufeldt, MD, JD, MBA, FACEP (Dr. Shufeldt began a three-part discussion of the importance of procedural checklists in the September issue of JUCM. That column is available at www.jucm.com.) I went to Mardi Gras two years ago. One of the events I attended was called the MOMs Ball. MOMs is an acronym for Mystic Orphans and Misfits; it’s a party by invite only, and only those with costumes and ticket are admitted. I was …
Read MoreDeveloping Data: September, 2010
In each issue on this page, we report on research from or relevant to the emerging urgent care marketplace. This month, we present data that shed light on reasons parents may be taking their children to the emergency room instead of to their pediatricians, even for non-urgent care. Researchers at Columbia University Medical Center in New York City report that between 1997 and 2006, there’s been a shift in those reasons; where perceived need for …
Read MoreUnderstanding the True Value of the Occupational Health Product
Your clinic needs to sell occupational health services based on their perceived value to the buyer. Hence, you must learn to assess each buyer’s perception of what constitutes value to them before discussing your services. Traditionally, such an assessment is done through the use of astute questioning (e.g., “What is most important to you in selecting an external provider of occupational health services?”). Once you have an understanding of what motivates the prospective buyer, only …
Read MoreCleared for Takeoff
JOHN SHUFELDT, MD, JD, MBA, FACEP I like checklists. I use them while treating patients, flying, cooking, and training. Despite the fact that I have a few thousand hours behind the controls of a variety of aircraft, I still use them every time I fly. Why then, if I believe I am a fairly competent pilot, do I need to rely on something as pedestrian as a checklist for things that I have done countless …
Read MoreCoding for Rectal Strep and Injury Exposure Visits, Billing for Slit Lamp Exams, and a Follow-up on Splinting
DAVID STERN, MD (Practice Velocity) Q. What is the correct ICD-9 code for rectal strep? Question submitted by Cindy Reisbeck, Littleton, CO A. There are several possible codes. The specific ICD-9 code would depend on a more specific diagnosis. For streptococcal infections in the rectal or perirectal area, there are several possible correct codes, as streptococcal species can cause multiple different types of localized conditions. For cellulitis, the correct code would be 566; for erysipelas, …
Read MoreDeveloping Data: July/August, 2010
In each issue on this page, we report on research from or relevant to the emerging urgent care marketplace. This month, we provide new data relevant to many urgent care providers’ marketing messages – namely, hospital performance on wait times during visits to the emergency room. These data reflect the percentage of visits in which wait times met pre-defined targets. Source: Horwitz LI, Green J, Bradley EH. U.S. emergency department performance on wait time and …
Read MoreLearn How to Articulate What You Are Really Selling
Coding for Splints, Modifier–QW, Routine Rechecks, and Language Barriers to Efficient Coding
DAVID STERN, MD (Practice Velocity) Q. For splinting, our physicians use Ortho-Glass. At one time we billed out by the inch for it, but now some are saying that you cannot bill for it, as it is included in the E/M level charge. This does not make sense to me, so we’re looking for an expert opinion. Can you help me with this coding dilemma or point me in the right direction? Question submitted by …
Read MoreTransitions
John Shufeldt, MD, JD, MBA, FACEP I participated in my first triathlon in 18 years last weekend in a town named for a card game. Show Low sits at 6,412 feet at the base of the White Mountains in northern Arizona. Remember the first scene in Chariots of Fire, where a group of men are running barefoot, effortlessly through the crashing waves on a beautiful beach with the orchestra playing an inspiring melody in the …
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