Overview

When exploring the Trella Health data start with a clear goal in mind, otherwise it is very easy to get side tracked. The Physicians table on the Explore page allows us to narrow our focus by sorting, searching, and filtering to a specific set of physicians that we can further evaluate to determine if they would be a good fit for our business development activity. In general, use the following approach to identify physicians:

1. Start with an insight about a set of physicians.
2. Filter and sort to narrow the table to physicians who meet your criteria.
3. Click the favorites star to add those physicians to your favorites.
4. Evaluate the physician further by viewing their Physician Analyze page. 
5. Engage with your chosen physicians and track the impact.

- You can navigate to the detail page for any physician by clicking on their name in the table. If you right click and select, "Open link in a new Tab," you will not lose your place in the table. (For Mac this is ctrl-click.)

Strategy Example I: Most Active Referral Sources

Insight

Physicians with high Mortalities, high Patients 3 Month Prior, and high Last Claimed Patients have a patient population that is making heavy use of hospice. These physicians are likely to be having conversations about Hospice care with their patients and may be influencing the selection of their Hospice agency. These are prime contacts.

Approach

1. Filter to the desired geographic area.
2. Sort by Mortalities descending.
3. Set the Last Claimed Range Filter to highlight physicians that have a substantial number of last claims before entering hospice. We suggest starting with 20 as your minimum.
4. Set the Attended Range Filter to remove physicians that have a high number of attended patients because they are likely to be medical directors. We suggest starting with 25 as your maximum.
5. Examine their destinations drop down table for insight into the strength of their relationships with other agencies.
6. Star physicians that you would like to engage.

Strategy Example II: High Last Claimed

Insight

Physicians in a specialty with long-term patient relationships and with high Last Claimed, low Attended, and varied Destinations are influencing hospice selection and we could increase referrals if they knew our strengths.

Approach

1. Filter to the desired geographic area.
2. Filter to include likely Specialties, such as Internal Medicine, Geriatrics, and Family Medicine.
3. Sort by Last Claimed descending.
4. Examine the physician’s Hospice Destinations for insight into the strength of their relationships with other agencies.

Star physicians that you would like to engage.

Additional Strategies

As you get more familiar with the physician data, you recognize that physicians have different profiles based on their claims data. The table below outlines some of the common physician profiles and relative counts for different Patient Metrics. We have used some of them in our examples above. You may find additional profiles in a market for which you can develop a targeting strategy!

Notes:

• ALOS helps you understand how early or late physicians’ patients are being admitted into hospice.
• Hospice Destinations can provide insight into physicians’ preferences or partnerships.