Referral Health Snapshot
Referral Trend — Previous 90 Days
154 Referrals
▼ -48 vs. prior 90 days (-23.76%)
Referral Trend — YTD YoY
627 Referrals
▼ -250 YoY (-19.31%)
Active Referring Providers — Previous 90 Days
50 Providers
▼ -10 vs. prior period
Key Discussion Topics
- Referral Lab Backlog: Lisa is behind on logging recent marketing activity — welcome baskets for new doctors, study club raffle baskets, and event details — into Referral Lab, and committed to getting caught up.
- Competitive Landscape Shift Since Dr. Feuille's Passing: Since Dr. Feuille's death, several longtime top referring doctors have drifted toward the Caldwell Periodontics & Dental Implant Specialists practice, which is now benefiting from a more seasoned Dr. Gregory Caldwell. Legacy referrals are trickling in inconsistently, and the practice is shifting focus toward building relationships with younger doctors entering the market.
- VA Credentialing Restored: Dr. Grant was re-credentialed with the VA as of last Thursday, resuming a referral channel that had been paused.
- Event ROI Review: We reviewed the two July baseball-game events (July 2 and July 30). The first drew strong attendance, while the second drew far fewer (only three Las Cruces-area doctors), and we discussed whether large-scale events are still worth the investment given the practice's current financial and legal pressures, even though the 60-day data shows positive production ROI (+$21K) despite a slight dip in referral volume.
Marketing Initiatives Discussed
- Study Club Recruitment Of Younger Doctors: Since many of Dr. Feuille's original study club members don't refer to Dr. Grant, the practice is actively inviting younger doctors — Dr. Grant's referral base and peer group — to join. Selling the value of the time commitment to them is expected to take time.
- Native American Health Group Contract: The new partnership with the local tribal health group (Ysleta del Sur Pueblo) is generating steady referrals from two young female doctors who are strong supporters of Dr. Grant.
- Pause On Large-Scale Events For The Rest Of 2026: Given lower attendance/impact from recent events and the demands of Dr. Grant's upcoming legal proceedings, we agreed to hold off on additional big events (including the planned October Texas barbecue) for the remainder of the year, in favor of high-ROI relationship touches like practice visits and drop-offs. A smaller, lower-lift gesture (e.g., a Thanksgiving delivery) may still happen in November.
- Signage Refresh And Heritage Note: A signage update quote is in progress, with two vendors scheduled to meet with the practice next week. Separately, a heritage note honoring Dr. Feuille is pending review and approval from his widow, coordinated through Heidy.
Wins & Opportunities
Dr. Grant's VA re-credentialing is back online and already starting to bring referrals back in, and the new Ysleta del Sur Pueblo tribal health contract is producing a steady, promising new referral stream. Even with lower attendance, the two July events still delivered a positive production ROI (+$21,000), reinforcing that consistent, personal outreach — practice visits, drop-offs, and check-ins — remains the strongest lever available while the practice works to rebuild ground lost after Dr. Feuille's passing.
Action Items
| Action | Owner | Due |
|---|
| Log outstanding marketing activity into Referral Lab (welcome baskets, study club raffle, VA re-credentialing, second baseball event) | Lisa Crotte | Before Dec 2 meeting |
| Complete and return the requested referral spreadsheet | Lisa Crotte | Before Dec 2 meeting |
| Follow up on signage vendor quotes | Lisa Crotte | Week of Sep 8 |
| Secure Dr. Feuille's widow's approval on the heritage note language | Heidy (practice team) | Before Dec 2 meeting |
| Begin drafting 2027 marketing budget ideas ahead of Q4 planning | Lisa Crotte | Before Dec 2 meeting |
| Finalize Las Cruces vs. El Paso referral analysis to support the practice refresh recommendation | Jayme Monroe / SGA Marketing | Before Dec 2 meeting |
