How to design diagnostic success

Ready to run more tests on your patients? Veterinary Economics Editorial Advisory Board member Dr. Fred Metzger, DABVP, owner of Metzger Animal Hospital in State College, Pa., has four tips to put your in-house lab or reference lab to work for you:

Dr. Fred Metzger

1. Test yourself. Take as much clinical pathology CE as you can. "If you aren't confident about what the tests mean, you won't request them or charge appropriately," Dr. Metzger says. Many veterinarians already perform hematology and chemistry, but there are opportunities in coagulation, blood gas testing, and more.

2. Catch what you're missing now. Many veterinarians still don't require preanesthetic testing, but mandatory testing is gaining momentum. And what about all the new medications pets are receiving? Dr. Metzger encourages at least two blood profiles a year for patients on long-term drugs. Senior patients should get blood work at least once a year. "Start looking beyond the sick patients," he says.

3. Pass along the passion. Educate your team on any new diagnostic protocols, and teach technicians, assistants, and receptionists to talk to clients about the necessity of those tests. When one of Dr. Metzger's technicians goes into a room with a patient on arthritis medication, she tells the client, "Dr. Metzger's going to want to run a blood profile," and then she explains why. Compliance improves when everyone is sharing the same message with clients.

4. Call your companies. Whether you're buying in-house lab instruments or using a reference laboratory, your providers have forms and training ready for you and your staff. Don't reinvent the wheel if you don't have to. "A diagnostics company may have its own preanesthetic protocols or drug monitoring suggestions," Dr. Metzger says. "Get these companies to train you."

Most practices are reporting decreased profits from their pharmacies, so revenue from diagnostics is more important than ever. And testing is good for sick patients as well as healthy ones. "Some of us feel if we charge the client for a test, we need to find some horrible disease or we haven't done the client a service," Dr. Metzger says. "But often I run tests to rule out diseases or establish a baseline. Clients are happy knowing we'll catch problems early so their human-animal bond can last as long as possible."