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American Association of Oral and Maxillofacial Surgeons
AAOMS 91st Annual Meeting, Scientific Sessions and Exhibition

Practice Management Clinics

Saturday, October 17, 2009
1:00PM - 4:00PM

P906

Referral Base Survival: Starting From Scratch or Repairing the Breach

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Scott McDonald, BA
Consultant
Scott McDonald & Associates, Inc.
Sacramento, CA, USA

Synopsis

Why DO they refer their patients? Why DON'T they refer their patients. Just who is LIKELY to refer or UNLIKELY? The question may seem vexing to an oral and maxillofacial surgeon. Whether opening a new practice or building a referral base with a new associate, the answers are here. Just as a target market is defined for advertising or sales, an oral and maxillofacial surgery practice has to target a referral base to create a flow of patients.

Learning Objectives

At the conclusion of this presentation, participants should be able to:

  1. Build a referral base that can be mutually beneficial both to the practice and the referral source;
  2. Create objectives to repair broken trust, poor communications or simple misunderstandings; and
  3. Discuss the process of referral base care and feeding to maintain strong relationships.

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