Veterinary Economics Staff

You must foster an environment where people want to work.

"Specialty practices trying to attract new specialists aren't just competing with other practices," says Mark Opperman, CVPM, owner of VMC Inc., a veterinary consulting firm in Evergreen, Colo. "They're also competing with universities."

There is an expectation that specialty practices will be more profitable because they charge higher fees and have a larger average transaction charge, but that's not necessarily true.

Client expectations are two-fold, says Dr. Karen Felsted, CVPM, CPA, a consultant with Gatto McFerson in Santa Monica, Calif.

"Specialty practices don't want to step on the referring practice's toes by marketing themselves to clients directly," says Mark Opperman, CVPM, owner of VMC Inc., a veterinary consulting firm in Evergreen, Colo. "They would rather get referrals through the general practice. And the best way to do that is by developing relationships with them."

It's a dual client base. One set is obviously pet owners; the second set is made up of referring veterinarians.