Geisinger Musculoskeletal Institute

Geisinger Musculoskeletal Institute

Doctivity Software Drives New Surgical Cases For New Orthopaedic Surgeon

The Challenge

Slow ramp up in the first six months of a new Foot and Ankle Surgeon's practice. The goal was to ramp up business development to achieve the productivity goal for the new Foot and Ankle Specialist.

The Solution

Doctivity software delivered data and information needed to increase referrals from targets identified through software analytics. Using Doctivity software data and dashboards to monitor wRVU growth, new monthly visits, visit types, payer mix, OR case volume and who was referring to the new surgeon.

• Increase referrals from targets identified through software analytics
• Captured higher percentage of non-employed primary care referrals
• Grew new patient volume resulting in increased surgical volume

Actionable Insights

Based on Doctivity Dashboards, MSKI operations was able to identify leakage from employed primary care providers, target referral sources and categorize by splitter, loyalists and high-impact mission critical relationships, analyze procedural volumes by competing surgeons by service at competitor facilities, and through Doctivity analysis saw the surgeon was not seeing a majority of visit types needed to grow surgical volumes.

Business Building Strategy Powered by Doctivity

Fast Facts mailing with information about the Foot and Ankle Surgeon was sent to identified splitters and mission critical referring providers.

Physician liaison relationship building meetings were set up and executed based on Doctivity's targeted list of the right referral sources.

Foot and Ankle Surgeon attended key meetings with employed primary care providers to build a relationship and foster ongoing communications.

"Providing exceptional care is central to everything we do at Geisinger. Doctivity's software delivers the data and analysis needed for promoting and accelerating providers to achieve productivity ramp up goals. The analysis delivers strategic, streamlined information delivering the results we had hoped to achieve."
– Michael Suk, MD, JD, MPH, MBA, Chair, Musculoskeletal Institute and Department of Orthopaedic Surgery and Chief Physician Officer, Geisinger

The Results

Six months after business building strategy rollout:

• New patient volume increased 36% each month
• In six months new patient visits went from on average 41 a month to 90 a month
• 10 new patients resulting in surgeries generated more than $225,000 in new revenue not including other fees and downstream revenues