I have been in practice for 16 years and will be bringing in a new doctor (or two) this summer. How does an established physician generate more patients for the practice? I lecture to other doctors and the community. I have been on radio and cable television shows. I have written articles for the local paper. I go to medical staff meetings, talk to doctors at lunch, play tennis with other docs. I send out letters to referring doctors after seeing their+patients.

Despite all of these efforts, a competing group gets the bulk of the referrals at one of the hospitals. I would like to get some of that business. What should I do?

Try getting a little more specific. Here are some ideas:

 Hold an open house to introduce them to the community. Invite press, patients, your "high referrers," and people at the hospital who make referrals.

Court referring physicians who send only a few patients -- why not more? Court the hospital people -- what can you do that will make you indispensable to them and help you win some of their business? Schedule a business meeting with them to discuss how you can assist them. What are their needs? This is different from playing tennis or chatting in the waiting room.

to distinguish yourself from others in your community. Is there a special clinical area of interest you have or a population you serve that others don't? Hepatitis C? Pediatrics? Busy executives needing timely service?

 She can meet with the staff members who set up referrals to find ways to better meet their needs.

I have been in practice for 16 years and will be bringing in a new doctor (or two) this summer. How does an established physician generate more patients for the practice? I lecture to other doctors and the community. I have been on radio and cable television shows. I have written articles for the local paper. I go to medical staff meetings, talk to doctors at lunch, play tennis with other docs. I send out letters to referring doctors after seeing their†patients.Despite all of these efforts, a competing group gets the bulk of the referrals at one of the hospitals. I would like to get some of that business. What should I do?