PTPN Insights

Prove to workers’ comp providers that your patients get better more quickly through outcomes data.

May 22nd, 2015 |

Prove to workers' comp providers that your patients get better more quickly through outcomes data.You’ve heard a lot about evidence-based practice in recent years, but have you heard of evidence-based marketing? Using evidence to back up your marketing claims is an effective way to differentiate yourself from your competitors, and one of the many benefits of measuring outcomes in your practice.

In the workers’ compensation market in particular, the competition for referrals is stiff. Take advantage of the outcomes data you’re collecting to add evidence to your marketing messages to workers’ comp payers of all types — employers, insurers, case managers and so on. Here are a few reasons why you should:

  1. Measuring outcomes sets you apart.

First and foremost, letting workers’ comp payers know that you’re measuring outcomes — without even sharing any results — can set you apart from other providers. Market the fact that you are accountable for patient outcomes. And if you’re using an outcomes measurement system that compares you to national benchmarks, which is our recommendation, be sure to let your referral sources know how you stack up against providers across the country.

Many PTPN members feature outcomes on their websites to show both patients and payers that they achieve results. SportsCare Physical Therapy, in Suwannee, Georgia, explains that comparing their outcomes to a larger database of outcomes through the PTPN Outcomes Program can prove that their patients get better more quickly. And The Center for Physical Rehabilitation, with four locations in Grand Rapids, Michigan, uses graphs to show how their data compares to national results.


“By comparing our performance to 2000+ clinics nationwide, SCPT has demonstrated that we not only meet national standards for treatment, but we exceed them.” – SportsCare Physical Therapy, Suwannee, GA


  1. FS = RTW

One of the most important factors for all workers’ comp payers is return to work (RTW). The disability payments for an injured employee’s time off work can be several times more than the medical costs in most cases, so getting an employee returned to work promptly can be even more important than reducing medical expenses.

To address this concern, talk about your outcomes in terms of RTW. One way to do this is to measure the progress of a patient’s functional status (FS), which can be viewed as progress toward RTW. PTPN members who use the PTPN Outcomes Program can use the software’s predictions about FS change, number of visits and number of days to develop RTW goals; status surveys can measure progress toward those goals.

  1. Turn data into visuals.

Use your positive outcomes results to make marketing claims about where and how you’re better than the norm. When you receive your outcomes report, take a few minutes to look for results that you’d like to publicize. With a few clicks in Microsoft Excel (or, for PTPN members, the use of free marketing templates), you can turn a few data points into a powerful marketing flyer with simple graphs that show how you exceed the benchmarks.

  1. Market yourself as a center of excellence.

As you examine your practice’s outcomes data, identify the body parts or diagnoses where you and your staff excel. Market your practice as a “center of excellence” for those areas. For example, if one of your clinicians achieves consistently excellent outcomes for knee patients, promote that therapist and your practice as THE provider that gets knee patients better faster.

For more help, PTPN members can talk to their FOTO rep about their clinic’s data and the best way to market their results. And don’t forget about the easy-to-use templates PTPN provides to translate your data into some simple but effective bar charts. Find the charts — and more — by logging on at www.ptpn.com/provider/login.php, clicking on “Provider Tools,” then “Outcomes Toolkit.”

Printable version.

For further reading:

PTPN.

Outcome measures in patient care. American Physical Therapy Association, March 25, 2014.

Workers’ compensation benefits, employer costs rise: study. Insurance Journal, August 20, 2013.