A neurology group practice recently analyzed its level of patient referrals and referral

sources. This analysis showed that 60 percent of all referrals came from 35 percent of

the doctors who referred to the group. The remaining referrals came from the other 65

percent of the referral physicians. In examining this referral pattern, it also was revealed

that 20 percent of all the primary care physicians in the group’s primary service area had

never sent a patient to the group for diagnosis or treatment. As the practice manager of

the group, you have been asked by the physicians to develop a marketing strategy to

deal with this information.