Make a good impression

Q: I'm a specialist at a referral practice and I'd like to visit the referring veterinarians in my area. What's the best approach?

"First, congratulations on taking the time to do this," says Dr. Jim Clark, MBA, an owner of several emergency and specialty practices in the San Francisco Bay area. Personal relationship is the most important factor general practitioners consider when choosing which specialist to refer to. "But in my experience, less than 50 percent of specialists make an effort to regularly visit general practitioners."

Scheduling visits in advance may be worthwhile for your top referring practices, Dr. Clark says, but otherwise it's not practical. Instead, try to drop by the practice midweek. Midday is the least disruptive time for general practitioners.

When you arrive, warmly greet the reception team. Introduce yourself and say, "I know Dr. X is probably busy, but I was hoping to have just a minute of her time to say hello." This signals that you respect the doctor's busy schedule and will keep your visit brief. Bring something tangible you can share, such as brochures, informational handouts, or goodies.

As far as what to wear, "Look professional but don't overdress," Dr. Clark says. "When I showed up in a tie, I was usually mistaken for a drug rep."