Value-added services that increase physicians' intent to refer patients to an outpatient nutrition clinic.

We surveyed 378 practicing physicians to identify value-added services that would increase their patient referrals to registered dietitians at an outpatient nutrition clinic. One hundred thirty-nine completed surveys were used in compiling the results. In the survey we presented 16 value-added services specifically designed to overcome physicians' barriers to referral as noted in the literature, and we requested demographic information. Frequency distributions revealed that the services physicians most strongly agreed would increase their referrals were help patients receive reimbursement from third-party graphic information. Frequency distributions revealed that the services physicians most strongly agreed would increase their referrals were help patients receive reimbursement from third-party payers (92.1%), provide a free initial meeting with the patient (82.4%), and offer group cooking classes (81.3%). The services physicians most strongly disagreed would increase their referrals were provide a list of physicians currently using the outpatient nutrition clinic who can provide recommendations (33.1%) and provide a free consultation for the physician (30.2%). Our findings indicate that (a) value-added services most likely to stimulate referrals are those that moderate the cost of nutrition counseling, document its effectiveness, and provide skills training in the form of cooking classes, and (b) value-added services least likely to stimulate referrals are those that require physicians' time.