Three Proven Ways Doctors Can Increase Workers’ Compensation Referrals

If you’re a physician looking to increase workers’ compensation patient referrals, the reality is simple: there are only three viable paths to growth. Each comes with its own challenges, especially in a post-COVID world where access to decision-makers looks very different than it did just a few years ago.

Let’s break them down.

1. Task an Existing Employee

One option is to assign an existing staff member to promote your practice within the workers’ compensation ecosystem. While this may sound cost-effective, the landscape has changed significantly. Today, nearly 80% of adjusters and risk managers work remotely, and many offices no longer allow in-person visits. Without established relationships, getting in front of key decision-makers is incredibly difficult—no matter how capable your internal team may be.

2. Hire, Train, and Manage a New Employee

Another approach is hiring someone dedicated solely to workers’ compensation outreach. This comes with its own set of challenges. Building trust and credibility without pre-existing relationships is tough, especially when face-to-face meetings are limited. On top of that, recruiting, training, managing, and retaining this role adds ongoing costs—from payroll taxes and benefits to turnover risk.

3. Outsource to Workers’ Compensation Specialists

The most efficient and effective option for many practices is outsourcing to specialists who already understand the system and have established relationships. OM has spent more than two decades helping physicians grow sustainable workers’ compensation programs—without the burden of hiring, training, or managing internal staff.

By partnering with OM, practices eliminate overhead costs while gaining immediate access to a network of claims adjusters, case managers, risk managers, TPAs, and self-insured employers. With turnover rates in insurance companies reaching as high as 40% annually, maintaining these relationships independently can be overwhelming. OM manages that complexity so physicians can stay focused on patient care.

When you work with OM, we handle the marketing, education, and training required to build a solid workers’ compensation foundation. Our team simplifies the system, helps position your practice correctly, and supports long-term growth—not just short-term referral spikes.

Additional Strategies to Grow Workers’ Compensation Revenue

Beyond outreach, smart internal evaluation plays a key role in sustainable growth:

• Establish a baseline: Determine what percentage of your current revenue comes from workers’ compensation to measure future progress accurately.

• Analyze past performance: Review workers’ compensation revenue from the past three years and break it down by carrier, TPA, or provider to identify trends or gaps.

• Evaluate procedures and forms: Seek honest feedback from adjusters and case managers about your office’s responsiveness, documentation accuracy, and turnaround times.

These insights often reveal simple operational improvements that can significantly impact referral growth.

Elevate Your Practice with WorkCompReady™ Certification

OM also helps physicians achieve WorkCompReady™ Certification, widely recognized as the gold standard in workers’ compensation training. Hundreds of doctors and their staff have completed this certification, positioning themselves as trusted, go-to providers for employers seeking qualified physicians who truly understand the workers’ compensation process.

If you’re serious about increasing referrals and building a workers’ compensation program designed to last, OM is here to help—every step of the way.