Strategies for growing your practice through on-site diagnostic testing

Successfully treating your patient base in an effective and timely manner is, of course, among your top priorities. Providing the latest advances in chiropractic techniques, technology, testing, and treatment goes without saying. Perhaps you feel as though you are offering all of the conveniences and services available within the marketplace today. If you have not considered on-site diagnostic testing, however, you may be missing out on a large part of the practice-building portion of the puzzle.

Strategies used to create a more successful practice include developing innovative ways to differentiate and expand the scope of services offered. The goal is generating increased revenue. On-site diagnostic testing is an often-overlooked service that you can add to your practice that will allow you to enjoy these benefits.

I utilize on-site diagnostic testing because it is an important tool in my practice that allows me to quickly and reliably diagnose why my patients are in pain and what is happening to them. In fact, since I started offering these services to patients who qualify, I have experienced substantial growth in my practice. My patients enjoy the convenience of not having to go elsewhere for testing, and I enjoy the added practice benefits it provides.

Bring On-Site Diagnostic Technology to Your Office
Advancements in technology allow for state-of-the-art diagnostic testing equipment to be delivered to your office, thus, taking the control of testing out of the hands of the hospitals and laboratories and putting it into yours. Under your direct supervision, you can oversee the testing and treatment of patients requiring diagnostic testing without having to refer them out.

Offering in-office diagnostic testing services not only expands your business scope but also positively influences patients’ perception of your practice. Your marketing efforts should reflect the convenience of having everything under one roof.

Types of Testing Available
Common on-site diagnostic test types include nerve conduction velocity (NCV), somatosensory evoked potential (SSEP), dermatosensory evoked potential (DSEP), and musculoskeletal and spinal ultrasound imaging. Determining what types of tests your practice will utilize is dependent on your patients’ needs.

Step 1. Choose a Reputable Provider
Only you can determine whether in-office diagnostic testing is appropriate for your particular patient base. Once you decide to move forward, however, you owe it to your patients to choose a highly reputable diagnostic testing provider. There are several on the market that provide many ancillary services, including assistance with insurance billing, verification and collections, and proper reimbursement methods. Most diagnostic testing providers offer assistance identifying a qualified neurologist and/or radiologist to interpret test results. Upon receiving the results, you are able to develop the best course of treatment for individual patient conditions.

Step 2. Determine Which Patients Can Benefit
Patients with extremity pain from central canal stenosis, lateral recess stenosis, degenerative or traumatic herniated nucleus pulposus with nerve root entrapment, nerve root irritation, myofascial-induced referred pain, and sclerotegenous pain can benefit from NCV, SSEP, DSEP, and spinal ultrasound testing.

The results help to determine what is wrong with your patients so that you can better treat them. For example, correct interpretation of motor and sensory-conduction studies can diagnose muscle weakness, radiating pain, carpal tunnel syndrome, neuropathy, sensory loss of extremities, and tarsal tunnel syndrome. The results will help you prepare the most ideal treatment plans for your patients. NCV tests can support early diagnosis of neurological diseases, such as multiple sclerosis or amyotrophic lateral sclerosis.

Many doctors utilizing on-site diagnostic testing procedures today have experienced the added benefit offered to patients complaining of otherwise subjective excruciating pain. The results gained from testing provide objective documentation for your patients’ individual medical conditions, treatments, and diagnoses.

Using on-site testing can also benefit practices by providing insurance carriers with documentation that helps justify prolonged treatment programs for patients who have not responded to care as anticipated. The value of justifying extended patient care without insurance carrier disputes is an enormous advantage and can result in additional benefits to your practice in the long run.

Step 3: Call to Schedule a Testing Day
The communication flow to expect when working with a preferred provider of diagnostic testing typically includes the following:

• You determine which patients will benefit from diagnostic testing and schedule a day for their appointments.
• Trained technicians bring state-of-the-art equipment to your office and administer the tests under your supervision. Only a small examination room is needed to perform the tests.
• The diagnostic testing provider may assist in identifying a qualified specialist to interpret test results.
• You bill for the technical component of the procedure and earn the money that would otherwise be collected by a hospital or laboratory.
• The testing provider may offer marketing support to help you promote your new on-site testing capabilities, thus, educating your patients on the benefits and options available to them through your office.

Conclusion
Broadening your practice’s service scope through offering on-site diagnostic testing will ultimately increase your practice’s bottom line. Offering patients more choices, better care, and faster treatment options provides you with the final piece of your practice-building puzzle. CP

Jozef Verhaert, DC, is a practicing chiropractor in Waxahachie, Tex. He consistently utilizes diagnostic test results to diagnose a significant percentage of his patient base. He may be reached at (800) 209-8899.