{"id":77654,"date":"2025-04-01T00:00:08","date_gmt":"2025-04-01T04:00:08","guid":{"rendered":"https:\/\/todaysveterinarybusiness.com\/?p=77654"},"modified":"2025-03-26T17:08:12","modified_gmt":"2025-03-26T21:08:12","slug":"specialty-care-talk-the-talk-0425","status":"publish","type":"post","link":"https:\/\/navc.sitepreview.app\/todaysveterinarybusiness.com\/specialty-care-talk-the-talk-0425\/","title":{"rendered":"Extra Special Veterinary Care"},"content":{"rendered":"

I don\u2019t know any veterinary clients, including myself, who want to hear that their pet needs a referral to a specialty hospital for further care. The primary veterinarian\u2019s recommendation might create immediate anxiety about the medical condition\u2019s severity and apprehension about the costs. During such conversations, be prepared to answer questions and guide your clients while recognizing that every situation is unique. The goal is to help pet owners decide what\u2019s best for the animal and its family.<\/p>\n

Let\u2019s look at issues that inevitably arise when you speak with clients about specialty care and how to navigate the conversations confidently.<\/p>\n

Responding to Concerns<\/h3>\n

When primary care veterinarians initiate dialogue about a possible referral to a specialist, pet owners often display various emotions, including frustration, fear and sadness, especially if the news is unexpected. Seeing a specialist can heighten concerns about the pet\u2019s prognosis and longevity. Clients also understandably feel frustrated going to another hospital to see a doctor they don\u2019t know and trust. They might ask, \u201cWhy can\u2019t you do it here? Aren\u2019t you a licensed veterinarian?\u201d or \u201cCan\u2019t you just treat the problem another way?\u201d They might even question your expertise by asking, \u201cShould I go somewhere else for a second opinion?\u201d<\/p>\n

When clients aren\u2019t familiar with specialty care or have reservations about seeing another doctor, you should share how you built a strong relationship with specialty centers you trust.<\/p>\n

Promote the Triad of Care<\/h3>\n

A good idea is to explain that the triad of care is a collaborative partnership between the pet owner, primary care veterinarian and specialist and that everyone will work together to ensure quality patient care. Let clients know that the benefits of collaboration include access to advanced diagnostics and treatments as an extension of your practice. Clients will appreciate knowing that you routinely work with specialists<\/a> to support a complete range of care options.<\/p>\n

Communicate the Referral\u2019s Value<\/h3>\n

Sometimes, clients doubt the need for a specialist. They might ask, \u201cWhy do I need to go there for Jake to have surgery?\u201d Likewise, they might question the value of specialty care with comments such as, \u201cChemotherapy seems crazy. Maybe we just need to let her go.\u201d<\/p>\n

It\u2019s not unusual for a client to have misconceptions about specialty treatment options and the associated prognoses. For example, a pet owner might not know that animals tend to tolerate chemotherapy better than people and that, in many instances, the drugs are more affordable and can extend lifespans by a year or more.<\/p>\n

I\u2019ve heard veterinarians briefly mention patient referrals with a statement such as, \u201cYou could see a cardiologist.\u201d Rather than conveying a clear treatment option, that message suggests that specialty care isn\u2019t necessary, and it might reinforce the idea that a referral is too expensive.<\/p>\n

A referral\u2019s genuine value lies in the specialist\u2019s expertise. Primary care veterinarians can reinforce that perspective by communicating that they are referring the pet for a consultation, not just sending it somewhere else for a procedure.<\/p>\n

Here are examples of how to communicate the value of a referral:<\/p>\n