Personal touch helps practice grow workers’ comp business

A North Carolina orthopedic practice was able to build its workers’ comp business by touting its patient service statistics, coupled with some good old-fashioned medicine. Within three years of starting the program, Greensboro Orthopedics went from not having any exclusive workers’ compensation contracts to exclusive contracts with most of the major employers in the market, says John Nosek, practice administrator.

The practice promoted an employee who has been with Greensboro Orthopedics for 30 years to occupational nurse, Nosek explains. The nurse approaches local plant managers — with whom she already has relationships because she has helped to schedule appointments on demand for employees who need to be seen within 24 hours — about considering Greensboro Orthopedics as the preferred provider for their workers’ compensation business.

Her approach emphasizes the credentials of the practice’s hand surgeon and spine surgeon, as well as previous contacts the employer has had with Greensboro Orthopedics. Because the practice traditionally has been aggressive in getting patients access to physician appointments and moving paperwork through, the nurse can emphasize the practice’s customer service record as well.

The practice also works with local plant nurses to put together seminars that qualify these nurses for continuing education credits, Nosek adds. "The approach has really strengthened our bonds with our employers," he says.