As the old saying goes, “In the absence of value, price is always an issue.” In other words, people aren’t going to pay for something they don’t consider valuable—whether that’s a car, a software, a new haircut, a piece of art, or even a healthcare service.
Unfortunately, healthcare providers in general—and physical therapists in particular—tend to overlook the value issue, instead focusing solely on the price problem. What they may not realize, though, is that price and value are two pieces of the same puzzle. But, value isn’t the same for everyone, and as a PT provider, you’ve got to paint a clear picture—or, more accurately, clear pictures—of your value for all of your revenue influencers, from insurance companies and referring providers to patients and general consumers.
In this webinar, Heidi Jannenga, PT, DPT, ATC/L, and special guest host Tannus Quatre, PT, MBA, will discuss the art of discovering and selling your unique value as a physical therapy provider. Specifically, they’ll cover:
- the concept of value and how it has evolved in tandem with the changing US healthcare landscape;
- untapped sources of value that many PTs aren’t aware of; and
- strategies for pinpointing audience-specific value drivers and using them to attract and retain patients.
Heidi Jannenga, PT, DPT, ATC President and Co-Founder
Tannus Quatre, MBA President and CEO Vantage Clinical Solutions, Inc.
Bradley LaFave Product Marketing Manager
Download the slides
articleMay 16, 2018 | 12 min. read
Earlier this week, WebPT President Heidi Jannenga, PT, DPT, ATC/L, and guest host Tannus Quatre, PT, MBA, hosted a webinar designed to help physical therapists learn the art of discovering—and selling—their value. While PTs have historically shied away from sales, in today’s evolving healthcare ecosystem, it’s absolutely imperative that all providers—and especially specialists such as rehab therapists—excel at positioning the benefits of their services in such a way that resonates with patients, payers, and referral sources. At …
webinarFeb 12, 2018
In one corner, we have a highly skilled rehab therapy provider known for delivering amazing clinical outcomes through noninvasive, movement-based treatment. And in the other corner, we have a discouraged, disengaged patient whose quality of life has taken a major hit due to musculoskeletal pain and dysfunction. [video://fast.wistia.net/embed/iframe/d11isduky2] If you’re a rehab therapy provider, you’ve probably seen this battle play out more times than you can count—and we’re betting that more often than not, your therapy …
articleMar 28, 2018 | 12 min. read
Strive Labs co-founders Ryan Klepps and Scott Hebert recently joined WebPT president Heidi Jannenga for an insightful webinar about improving patient retention and reducing early patient drop-out. We know this is a super-relevant topic, especially because the cost of diminishing patient visits represents a $6 billion problem that not many people in the industry are talking about—at least not yet. As a result, we received a slew of great questions that we couldn’t get to live on …
webinarDec 22, 2017
If life is a highway, then it’s a wild, bumpy one. And while our patients want to ride it (all night long), with all those twists, turns, and potholes, they’re bound to get banged up. Fortunately, you’re here to help get them back in top form. But, helping patients achieve their goals is hard work—for you and for them—and while everyone strives to be a Ferrari, it’s common to plateau at Pinto. And that’s when the risk …
articleFeb 7, 2018 | 9 min. read
Earlier this week, Dr. Heidi Jannenga, PT, DPT, ATC/L, the president and co-founder of WebPT, teamed up with Charlotte Bohnett, WebPT’s director of demand generation, to host a webinar on common barriers to patient progress —and strategies for overcoming them. During the question-and-answer portion of the presentation, we received quite a few audience questions on the nuances of fostering patient engagement and moving patients toward their therapy goals as efficiently as possible. We’ve compiled the most frequently …
articleMar 23, 2018 | 6 min. read
If you run an outpatient rehabilitation practice, facility, or department, chances are good that you’ve been looking for ways to help boost your organization’s revenue—especially given the fact that third-party reimbursement rates have been steadily declining (or at least remaining stagnant) for a while now. While you could certainly try to renegotiate your contracts —or haggle for more approved visits per patient—these strategies may require more effort than they’re worth. Instead, there are patient-focused strategies you can …
articleMar 6, 2018 | 7 min. read
If you’re in the physical therapy business, I don’t have to tell you that profit margins are slim. As a former clinic director, I know how tight PT practice budgets are. In fact, that’s what led me to create WebPT in the first place: I was spending way too much money on documentation and dictation, and I desperately needed a way to trim that expense. At that time, though, electronic documentation was a fairly novel concept in …
articleApr 6, 2018 | 8 min. read
Most rehab therapy business owners, executives, and administrators understand the value of happy, loyal patients—especially given that a patient’s attitude toward, and relationship with, his or her provider can majorly impact the outcome of that patient’s treatment. But, did you know that you can use Net Promoter Score® (NPS®) tracking to systematically identify your already-pleased patients and leverage them to drive new business and improve your revenue? This powerful metric can also help you learn about, prioritize, …
articleMar 11, 2019 | 23 min. read
In one of the last talks at the 2019 Graham Sessions, a young physical therapist boldly stated that in focusing solely on survival, we are actually killing the PT profession. We are clinging to a reactive—rather than proactive—mode of operation, and in doing so, we are surrendering the millions of patients we could be helping to other, less-skilled professionals. And that means we are failing them. In essence, we are standing idle, content with the status quo …