Most medical specialty groups historically have relied on primary care physician practices for referrals

Most medical specialty groups historically have relied on primary care physician practices for referrals.  At a recent society meeting, the senior partner returned with a renewed perspective in terms of looking at the customer base of referrers. “We need to develop relationships with these practices rather than view them as individual transactions when they send us a patient.”  How might this perspective shift the strategy of the group?

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