There are so many considerations to take into account when initiating your new concierge medical practice. While you’re setting up your new office, hiring the right personnel and working out your schedule, make sure you take time to focus on your relationship-building habits with prospective patients and referral sources. Relationships are solidified by trust and communication: Make sure these features are at the center of your work with all your contacts.

Many providers know that their medical work is based on their relationships with their patients. But how do these relationships get started? How do you demonstrate trust and credibility even before you begin a physician/patient connection?

Consider Your Personal Reputation

Building a practice is a lot like building a brand. Your public persona is always out in front even if you are not within the confines of your practice. If you’re coaching your child’s soccer team, community members will appreciate your knowledge of the game and of children, but they’ll also consider what you might be like as a physician.

Any civic groups that you belong to will also be good places for you to build your reputation and get to know people outside of the medical community. Serving on hospital committees and your everyday conversations with ancillary healthcare workers or the nurses who deliver care in the hospital are good methods to get to know others and help them get to know you. Not only will these people help you navigate around the hospital setting, but they’re likely key referring sources for members in your community.

Stay in the Communication Loop

The building blocks of any relationship require good, clear communication. If you’re new to the community, you may want to contact potential medical referring channels. Introduce yourself, alert them that you’re building a practice and ask to get to know them with a lunch or coffee invitation. Be upfront with your request and you’ll let others know you’re a straightforward communicator.

Make Your Word Count

Responsiveness sends a caring message. Once you’ve initiated some contacts, make sure you are responsive and follow up as you’ve indicated. Little moments, like returning a phone call within 24 hours or following up on an action when you indicated, help inform others of how you operate and that you’re a person who does what you say you’ll do. These subtle messages build the platform for credibility and set a relationship on the road of mutual trust and respect.

Take the Time to Listen

And, one key habit that is useful at all times is listening. Patients often complain that they feel like their physician is so rushed, he/she doesn’t have time to hear what they are saying. Nothing speaks quite so loudly as listening. Having the extra moment to demonstrate you’re listening reinforces that you think the other person is important and you care about what they have to tell you.

Time is scarce, especially when initiating a new practice. Don’t take shortcuts with your relationship habits. Make sure you connect and follow up in a timely, consistent and friendly manner.

Suzanne Dewey is an associate with Corporate Health Group, a national healthcare consulting firm, and is based in Massachusetts. For additional information, please call 1- 866-315-7774 or contact us via the Web.

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