Lead Generation Research Options for Prospecting

Identifying high-potential prospects is a critical step in building a successful medical billing and revenue cycle management (RCM) business. Below are several research tools and methods ABS business owners can use to find independent medical and dental practices that may be good candidates for outsourcing.

NPI Registry Search (NPPES NPI Registry)

Website: https://npiregistry.cms.hhs.gov/

Use Case: Identify licensed providers by specialty, location, or organization type.

How to Use:

• Use the Advanced Search.

• Filter by state, city, or ZIP code, and taxonomy (e.g., Podiatrist, Family Practice, Internal Medicine, Dentist).

• Focus on individual or small group practices (not hospitals or large systems).

Pros:

• Free and updated by CMS.

• Reliable source of provider data.

Cons:

• Limited contact information (usually no email).

• Requires manual sorting.

Best Practice: Export or copy into a spreadsheet and enhance with contact data via tools like Google Maps or online directories.

Google Maps (Local Search by Specialty)

Use Case: Locate independently owned medical practices in your target area.

How to Use:

• Search terms like “family practice near [city]” or “pediatricians in [ZIP code]”.

• Look at websites and reviews to identify size and structure.

• Use Google Street View to assess whether it's a solo or multi-location practice.

Pros:

• Excellent for identifying local practices.

• Often provides direct links to websites, phone numbers, and business hours.

Cons:

• Labor-intensive to vet leads for decision-makers.

• Not always updated with accurate information.

Best Practice: Cross-reference with NPI data and practice websites for ownership status and scope.

State Medical and Dental Licensing Boards

Use Case: Verify licensure and locate newly licensed or relocated providers.

How to Use:

• Most states offer searchable licensee databases.

• Filter by city or license issue date to find newer practices or those recently relocated.

Pros:

• Official source of credentialing data.

• May include mailing addresses.

Cons:

• Often excludes email or phone numbers.

• Interfaces vary by state; some are outdated or hard to search.

Best Practice: Use in combination with Google and LinkedIn to build profiles.

Medicare Provider Data (Care Compare & PECOS)

Website: https://data.cms.gov/provider-data/
Use Case: Identify providers who bill Medicare and may have high patient volumes.

How to Use:

• Search for specialties like “Podiatry” or “Internal Medicine.”

• Sort by state or metro area.

Pros:

• Detailed billing volumes and services.

• Indicates active Medicare billing, which usually suggests an established practice.

Cons:

• Large datasets—may require filtering or Excel skills.

• No email contacts.

Best Practice: Focus on specialties likely to generate high RCM workload and revenue.

County/City Chamber of Commerce Memberships

Use Case: Find local, independent businesses that include healthcare providers.

How to Use:

• Visit local chamber websites and search the “Business Directory”.

• Look under Healthcare or Medical Services.

Pros:

• Usually focused on small and mid-sized businesses.

• Often includes phone numbers and contact names.

Cons:

• May not include every medical practice.

• Not all chambers update member info frequently.

Best Practice: Prioritize active members with a web presence, then outreach via email or phone.

Local and State Business Registrations (Secretary of State)

Use Case: Discover newly registered healthcare entities.

How to Use:

• Check your state’s Secretary of State website.

• Search by business type or industry code (e.g., NAICS 621111 – Offices of Physicians).

Pros:

• Helps find newly formed or soon-to-open practices.

• Great for getting in early with startup providers.

Cons:

• No clinical or provider info—just business registration data.

Best Practice: Combine with Google research to flesh out ownership and specialty.

LinkedIn & Professional Networks

Use Case: Connect directly with decision-makers (physicians, NPs, administrators).

How to Use:

• Search for “Practice Manager,” “Physician Owner,” or specific specialties.

• Use geographic filters and mutual groups (like local medical associations).

Pros:

• Direct outreach possible.

• Great for building relationships over time.

Cons:

• Many profiles are inactive or private.

• Requires a relationship-building mindset.

Best Practice: Engage with their posts, share thought leadership content, and warm up leads before pitching.

Summary Table of Lead Research Tools

Final Tips for Success:

• Use a spreadsheet or CRM like Zoho CRM to manage and categorize leads.

• Tag practices as startup, established, or multi-location for tailored outreach.

• Combine data sources to enrich and validate contact information. (Website, Social Media, Healthcare databases, etc.)

• Always cross-reference phone numbers and emails with official websites.