My recent posts on why integrative and functional medicine practices often fail, and how to go about mastering a ‘sales funnel’ to build patient volume, elicited a lot of positive feedback—as much as any articles I’ve written over the last few years. Could this be because more folks within the integrative health community are recognizing that integrative clinical prowess that is not equally matched to persistent business acumen does not
During a recent call with a prospective client—a solo practitioner orthopedic surgeon looking to develop an integrative medicine center—I was asked why integrative health practices fail. I’d never before been asked this important question pointblank. My mind contemplated the myriad things that can conspire to bring a center to its knees, but in the silent seconds I sensed she might want a catch-all answer and I offered up ‘poor planning
Yes, I know, the very notion of you, a clinician, reading about a ‘sales funnel’ in connection to the delivery of medicine makes you cringe. But I’m a marketing and business development guy who focuses on these things, and I’m convinced these seven steps will help your practice thrive. I think we can readily agree that any enterprise, including integrative, functional, and concierge medicine practices, requires a steady flow of
If you’re operating a small integrative or functional medicine clinic offering a substantial menu of ‘services’, you may inadvertently be undermining your capacity for meaningful engagement with existing and prospective clients (aka patients). In my post Go Deep, Then Wide: Building Integrative Health Practices, I posited that maximizing (business) growth by laser-focusing attention and keeping distractions at bay is essential. This is specifically true for clinical services and patient engagement.
By Taylor Walsh In 2012 the most experienced researcher of the costs and benefits of complementary and integrative care stated: “I’m tired of this talk that there is no evidence for cost-effectiveness of complementary and integrative medicine. There is evidence. We need to move onto phase two and look at how transferable these findings are. We can take this evidence and run.” This was Dr. Patricia Herman, ND, PhD of the
The key to success in holistic and functional medicine is simply to give better care than the other doctors in your area. Given how utterly dysfunctional mainstream medicine is, these days, it shouldn’t be hard, quipped Mark Menolascino, MD, at Holistic Primary Care’s 6th annual Heal Thy Practice conference. In the 15 years since he established his now-thriving functional medicine clinic in Jackson Hole, WY, Dr. Menolascino has learned a
By Michael H. Cohen, JD Many integrative practitioners and online enterprises want to know whether Stark, anti-kickback, and fee-splitting laws are violated by business arrangements that offer online coupons or web-based coupons to customers. Let’s break this question down a bit for analysis. First, Stark self-referral law is on the federal level. We are only interested in federal law if Medicare Medicaid (Medi-Cal in California) or another federally funded health care
By Erik Goldman From the outside, there’s nothing about the Cleveland Clinic’s new Center for Functional Medicine that suggests a healthcare revolution in the making. Tucked away in a compact suite in the vast Miller Family Pavilion, the Center shares the same minimalist aesthetic, and no-nonsense atmosphere as the rest of the world-renowned hospital system. There are no curved walls, Zen fountains, or essential oil diffusers. In appearance, the Center for
(Special thanks to Taylor Walsh and John Weeks for their contributions to this article.) A colleague recently asked for an example of an economically sustainable academic medical center fully ‘integrated’ across specialties and service lines. Regrettably, after thinking long and hard, I couldn’t come up with even one fitting that description. However, there do appear to be a few seemingly profitable outlier programs featuring direct-pay models for consults and super
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The Rise of Integrative Health & Medicine
By Glenn Sabin and Taylor Walsh
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