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Hello Laurie!

I have recently found your website and it has been very useful to me as I am a recently graduated CCRP. I am in the process of working with a clinic to establish a sustainable rehabilitation program in their hospital and was hoping you might be able to give some advice or point me in the direction of a previous blog about this information. The hospital’s major concern is not being profitable. Do you have any advice on how  to create a profitable, but reasonable price list and how you go about creating packages? In terms of clients, the hospital is very busy doing orthopedic and neurologic surgeries, but how do you go about starting the conversation for rehabilitation post-op? Some people I know would be interested, but do you have any advice for those clients that are hesitant to spend more money? Thank you so much for your blog and Facebook! They are truly great resources! 

Sincerely,

CP

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Hi C,

I'm glad you found the website!  

Now in regards to profitability... it's a bit multi-factored!

Yes, you can worry about price, and packages, or charging for the service or by modality, etc.

But the number one issue I hear is a lack of buy-in and referrals from 'in-house'.  The owner of the clinic might be supportive etc, but if the other vets don't refer and don't 'sell it' well (ethically and with all good intentions of course), then your service won't be full and won't make money.  People just need to be given the option and the vets telling them about it need to believe it.  THERE's the downfall.  Do all vets in the practice BELIEVE!?  

If it comes down to making money... well to be honest, adding another surgical suite would make more money.  But adding rehab makes the whole of the clinic more well rounded and could actually be a draw that bolsters the surgical side of the practice.  At a minimum, they should at least include a rehab consult with the surgical discharge and at the check up.  That way you can give some exercises and on your own let them know that a full rehab program would be available if they wanted more guidance and structure to their dog's recovery.

Additionally... just because you build it doesn't mean they will come.  You'll need to diligent about marketing... and not just any marketing - but smart marketing.  (I cover details in the Marketing Manifesto (e-workbook) and many of the Business & Marketing Audios.)  It is even more important to work on the marketing if you don't have full buy in from the staff veterinarians.

So, to recap... pricing and packaging won't matter if the vets aren't willing to sell the concept.  And your marketing will have to be very strategic to fill in any gaps!

I don't know that this is what you were hoping for / looking for... but I think it's more of a reality factor that you need to add into the equation.

All the best!

Laurie