The Death of the Dreaded Donut Drop: Generating New Patient Referrals Through Physician/Provider Relationships

Bruce Watson, PT, MS
CEO and Founder, 48 Consulting Group, LLC

Speaker Bio

Date:  Friday, September 28, 2018
Time: 2:00 PM to 3:00 PM
Instruction level: Intermediate


The challenge of generating new patient referrals in the private practice physical therapy space is nothing new. Sourced from physician relationships or from the general population via direct-to-consumer marketing efforts, new patients are the lifeblood of private practices. Thus, this course will focus on the unique challenges—as well as opportunities—that private practice owners face in generating physician/provider referrals.

Additionally, this course will provide information and perspective on the physician-physical therapist relationship from the perspective of both providers—as well as real-world, street-level practical approaches to selling physical therapy services (i.e., what works and what doesn’t work). This course will also focus on the physical therapist’s responsibility in establishing communication and relationships with providers—as well as how to capitalize on these opportunities when presented with strategies other than offering baked goods.


  1. Recognize long-standing perceptions of physical therapy/therapists within the medical community and how those perceptions affect the relationship between providers as well as our profession as a whole.
  2. Describe physicians’ views on ancillary services such as physical therapy and how those views affects referral patterns.
  3. Demonstrate knowledge of practical sales applications and messaging to referring providers that drive product acceptance and improve market share and voice.
  4. Apply strategic business planning related to growth in various market segments and capitalize on opportunities to establish a market presence in conjunction with physician providers.