I ran across this statistic this week and it blew my mind.

The typical organization spends 24K per person on improving productivity, yet 49% of organizations have zero or limited means to measure productivity. (149 Eye-Opening Sales Stats to Consider in 2024 (By Category) (spotio.com))

Imagine spending so much on trying to make things better and more efficient but having no way to really know if things are working or not. Is there even a return on investment for your efforts???

The typical organization spends 24K per person on improving productivity, yet 49% of organizations have zero means to measure productivity.

How often does this happen with your physician liaison?

I can’t tell you how many times I have asked a practice how or what their physician liaison is doing, and the answer is a blank stare.

Most practices have no idea what their physician liaison is doing all day every day and no way of measuring if it’s even effective.

It’s easy to feel like things are headed in one direction or another, but the numbers don’t lie.

Not tracking referral volume is like watching a game with no scoreboard.

Who’s up? Who’s down? Who’s ahead?

It’s impossible to know where you have been, where you are headed, and what your return on investment is without comprehensive data.

You have to measure what you treasure.

If you’re fine with OK and maintaining status quo, then keep doing what you’ve been doing.

You’ll keep getting what you’ve been getting.

But..

If you want to be better than OK, impact more patients and referring doctors than ever before, and increase your practice revenue…

Invest in the data and a good CRM (Customer Relationship Management) tool.

The data is like your report card.

It can tell you:

• How you’re doing
• Are your current efforts working or do you need to shift tactics?
• Where should you increase efforts? Where should you back off?

Without this information, it’s impossible to determine the return on investment of your efforts.

The most successful practices use a robust CRM that integrates with their EMR and/or practice management systems, allowing them to track the entire patient journey from beginning to end.

They can see who has referred and how many patients. They know from week to week whose referrals are up, down, or flat and use the data to figure out why.

Having this information and acting on it is precisely what enables them to grow.

If you haven’t started tracking your referrals yet…

Start somewhere.

Anywhere.

Just…

Measure what you treasure!

P.S. If you don’t have any idea where to start, check out our Roadmap Program or hop into one of our Cohorts where we break it all down for you.