In our last article, we demonstrated many ways a chiropractor can open up the lines of communication between themselves and their other professional colleagues. However, we haven't discussed what goes on inside the mind of the doctor who is meeting the chiropractor. The following may come as somewhat of a surprise to some of our readers: It is very likely that the doctor will leave the introductory meeting with the chiropractor still unclear as to what a chiropractor does.
What Did I Say Wrong or Leave Out?
Chances are you did not say anything wrong nor leave anything out. It is more likely you said everything "right" and said a lot. Typically you talked about the subluxation complex, adjustments, and some aspects of biomechanics and the musculoskeletal system. Perhaps you even included some of the latest research studies on the efficacy of chiropractic. Don't feel bad if you haven't met with much success. This method is destined not to work very well.
In many cases, the non-DC isn't interested in the inner workings of chiropractic. Look again at the letter the dentist sent to me. What did he really want to know? He simply wants to know how chiropractic fits into his professional world. No theory, no fancy explanations, no remarks about AMA vs. Wilk, just simply what is it that you do as a chiropractor that he or someone else on his team of professionals cannot do.
All Right, So What's the Answer? Step 1
The best ways to answer the relevant question, "How do I fit in?" is by first getting a clear understanding of the type of professional world the non-DC is asking you to become a part of. Think about it.
First, talk to the doctor. Get the names and skills of the members of the "team" he refers patients to. Learn more about what needs are being filled and those needs left unfulfilled. Inevitably you will discover two things: a) which of these needs you can fulfill better, and b) which of the unfulfilled needs you can address.
All Right, So What's the Answer: Step 2
At this point you simply decide what it is you want to offer the doctor and then tell him. Nothing fancy. Remember, no theory or fancy explanations. For instance, you might say, "We see a lot of arthroscopic surgery patients in our office for postoperative care. We are able to minimize or prevent a lot of the typical postoperative problems."
Here's another way. "I noticed that you do not have anyone to expertly work up the patient's neck complaints."
All Right, So What's the Answer? Step 3
Let the non-DC ask you questions about chiropractic care only as it pertains to a specific case. Ask him to pick out a patient from memory and describe the problem. Listen carefully. Make sure you both understand each other's terminology. Don't assume.
Once the case is presented, try to match it with a similar case you have seen in your office. Resist the temptation to deal in the imaginary realm; it only leads to trouble and miscommunication. Instead, answer all the doctor's questions about chiropractic care by referring to the similarities between your case and the one the non-DC described.
Invite the Non-DC to Visit Your Office to Observe Your Management
Finally, tell the doctor to visit your office where you will introduce him to your staff and give him the opportunity to observe your expert management style.
While this is a very good idea, it is one that is often under appreciated. Seeing is believing.
Good fortune, and I wish you success.
With each article I encourage you to write the questions you may have, commentaries on patient care subsequent to attending the TM Seminars, or thoughts to share with your colleagues, to me:
Darryl Curl, DDS, DC
2330 Golden West Lane
Norco, California 91760
Please enclose your return, self-addressed, stamped envelope.