Provider Marketing Do’s and Don’t’s

Lynne Stuart Timm

For Agent Use Only | Copyright 2018

NALP Health Plan Conference | July 2018

For Agent Use Only | Copyright 2018

Problem

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Solution

• The provider model is changing. UHC largest employer of providers, mergers and consolidations increasing, incentive changes.

• We need to be the independent patient advocate for health insurance or the carriers will take over.

• Position ourselves so we don’t get squeezed out.

Navigating the Everchanging Landscape

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Figure our what providers want.

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How do you find providers that want to work with us?• Leverage your networks & partnerships• Don’t rely on just one office• Stress “Independent Agent”

Do’s

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Have a staff educational event.

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Check in on a regular basis with the Ofc Mgr and Front Desk.

Have the office send a letter or email to their T 65 and U65 patients.

Have a joint event (client appreciation, seminar, back to school, flu shot, health fair, etc.)

Create a custom brochure for their waiting area and check out desk.

Do’s

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Rack Card

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Introduce them to some of your plan reps.

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If they are with an IPA see if there are partnership opportunities with other Docs.

Have a presence during AEP with a booth if possible, keep office hours.

Know what plans they accept.

Most staff don’t understand Medicare of Obamacare, be their resource.

Do’s

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Don’t get associated with one plan or product. Docs aren’t comfortable recommending specific plans, they must view you as independent and be confident that you will do what’s in the patient’s best interest.

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If you are going to be their insurance contact, make sure only your brochures are in their office.

Don’t assume they want cookies or doughnuts or Jason’s Deli dropped off at their office (most offices have their likes & dislikes).

Don’t’s

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• Thank you for bringing lunch to the office, our staff appreciates it. Our window is 12:00 – 1:00 PM. We see 50-60 patients a day and apologize if the providers cannot spend more than 10 mins in the lunch room.

• We promote healthy lifestyle to patients and staff and request guidelines for food items. We have had a real issue with cakes, pies and muffins and many of these just get thrown away. We have also gotten food poisoning form Jason’s Deli and Snappy Salads which has taken out our providers for a day of work. We throw away heavy thick soups that are loaded with fat. Here is a list of our preferred restaurants in the area that will deliver.

• Short Stop, South Paws, Celebration, Matchbox, Enchilada’s, Dickey’s, La Madeline, Fruit and veggie trays from Central Market. We like grilled salmon and chicken from most restaurants. We also love Starbuck’s.

• No Panera, Zoe’s, Jason’s, Snappy and No Sandwiches.• See our receptionist to schedule your lunch on an available date. We are usually booked 3

months in advance.

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Dr. X – Vendor Food Instructions

We know what plans the doctor accepts and

prefers to work with.5

We provide a value-added service to their patients for no charge.

We’re a resource for their staff and make

their life easier.

We can refer our clients.

For Agent Use Only | Copyright 2018

Why We’re Valuable

Thank You!Provider Marketing Do’s & Don’t’s

For Agent Use Only | Copyright 2018

NALP Health Plan Conference | July 2018