DAN MCCANNA WORKING WITH PHYSICIANS: WHAT EVERY SLEEP DENTIST NEEDS TO KNOW E stablishing working relation- ships with physicians is key to any dental sleep practice, but where do you start? Over the 20 years I’ve been work- ing in the medical industry, I’ve talked with thousands of physi- cians about what they need. It’s not complicated. They want to know the doctor they are refer- ring to is knowledgeable in the field, that their patient will be taken care of, and most impor- tantly, they want to be kept up- dated on the patient’s status. Introducing your practice When approaching physicians, it’s good to have a packet of ma- terials that introduces your prac- tice, and makes referring patients easy. Here is what I like to put in a dentist packet: 1. Biography and profiles of the dentist 2. List of certifications, accredita- tions, and affiliations 3. A copy of the current AASM guidelines and a short list of some relevant dental sleep medi- cine articles 4. A referral pad or printable form to make it easy to send patients 5. A page on what they can ex- pect: - Bill to medical insurance - Medicare participating (if you are, of course) - Regular updates on patient - Return patient for a follow-up efficacy test - Referral of severe cases to the physician The purpose of creating this packet is to allow you to make the case for sending patients to your practice in under 15 min- utes and leave them with some supporting materials that will re- mind them why later and make it easy to refer. an opportunity to drop off your packet and introduce yourself. Make an appointment and let them know it will be short. Then keep that promise. Like you, phy- sicians are very busy. You need to make the case quickly and let them get back to what they were doing. Not everyone will take your appointment, and not ev- eryone will be receptive to your message. But don’t lose heart and don’t give up. A referral relation- ship goes both ways, you are in- terviewing them too. It has to be a good fit for both practices. INTERESTED? JOIN ME AT THE NADSM SYMPOSIUM. REGISTER NOW So now what? After you have created your pack- et, you need to identify physi- cians in your area who would be a good fit. Start with your person- al network, are there physicians you already know? Can a mutual friend introduce you? Broaden your search with specialists like ENTs and pulmonologists, then expand to GP and PCPs. Once you have a list, it’s time to start call- ing. What you are asking for is DAN MCCANNA Dan McCanna is the Director of the Physician Referral Program at N3Sleep.