You use a lot of resources to get your exams in the door, of which about 35% go on Pre-Active Observation. You will have these patients under control if at least 65% of them eventually get started—the national average is an alarming 30%.
To find your average, just divide the number of OBS patients started (over the past 12 months) by the number of exam patients placed on OBS (over the past 12 months).
It is amazing how much you can lose from exam patients who are placed on OBS that don’t start. For every 100 exam patients about 35 go on Pre-Active OBS for about 2-3 years. If you start 65% of them (65% of 35 = 23) at $5,500/start you produce about $125,000. If you only start 30% of them (30% of 35 = 10) at $5,500/start you produce $55,000. Thus, by allowing these patients fall through the cracks, you thrown away about $70,000 per 100 exams. If you were the average practice with about 250 exams, you would be throwing away about $175,000/year; 80% of which goes into your NET.
Almost all of the practices I start working with have an OBS conversion rate of 25% to 35%; after the OBS Control Program is installed, they average from 60% to 80%. The program is simple; schedule all of the OBS (including Ph-I Retention) patients to the TC who gives them personalized attention in the TC room. If your TC is too busy to do this, schedule all of the OBS to a specific DA and have her follow the attached program. Make sure the TC or DA has an OBS Control Log to control the daily OBS patients.
If your TC program isn’t as effective as it could be, your “Ultimate New Pt. Experience Kit” may help.
