Which podiatrist and physio referral relationships should I confirm at an orthotics clinic?
Confirm the professionals who send the most patients, how long each has done so, and whether the relationship rests on the owner personally. Ask for referral counts by source, speak with the main referrers if the seller allows, and find out whether any informal arrangements might not survive a sale.
Start with the data. Ask for a breakdown of new patients by who referred them, and look at how it has changed over time. A few practitioners sending most of the patients is a concentration to understand, while a broad spread is steadier. Ask which referrers are growing, which are slowing and why.
Then confirm each relationship from the other side. With the seller’s permission, call or meet the key podiatrists and physiotherapists. Ask what they value, how they find working with the clinic and whether they would continue with a new owner. Pay attention to hesitation. A referrer who mentions a particular clinician by name is telling you who matters.
Finally, ask about the arrangements themselves. Do any involve shared space, shared patients or payments of any kind? Your lawyer should review anything of that kind, because professional rules may apply. Ask who maintains each relationship day to day and plan to be involved early after closing. Ask the seller to describe any disagreement with a referrer in the past, and how it was resolved. A seller who can describe one candidly has probably managed these relationships well. Write down each answer so you can compare it with what the referrer says.
Key takeaways
- Ask for new patients by referrer and look at trends, not just totals.
- Speak with major referrers directly and note their hesitations.
- Have your lawyer review any arrangement that involves shared space or payments.
- Find out which clinician each referrer actually trusts.
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Sources
This answer is checked against primary sources. Links were last confirmed on the dates shown.
- 01Business Development Bank of CanadaGovernmentHow to conduct due diligence when buying a business
- 02Business Development Bank of CanadaGovernmentAfter buying a business, what is the next step?
- 03Business Development Bank of CanadaGovernmentWhat are the steps to buying a business?
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