The Referral Matchmaker

June 19, 2025

Not all FCE referrals are created equal. Learn which one aligns with how you actually like to work.

In business, it's essential to know who you want to work with.

As a therapist, you probably already have a favorite kind of patient — maybe it's young athletes, pelvic floor patients, or traumatic brain injury survivors. Certain people and certain cases just fit your natural skills and energy better.

When you're planning to add functional testing to your practice, wouldn't it be helpful to know the same thing about your business clients and referral sources?

I like to think that we all have a business personality — the way we naturally like to work, communicate, and build relationships. And just like patients, certain types of referral partners feel more symbiotic depending on your style.

That's why I put together a guide outlining the 4 main referral sources you’ll encounter in the workers' comp world — and what kind of work and business realities come with each one.

First, What Are the 4 Main Referral Sources?

1. Employers

HR Managers, Safety Officers, Plant Managers

Personality Fit: Best for business-minded clinicians who love building long-term partnerships and growing multiple service lines (FCEs, post-offer testing, ergonomics, prevention programs).

The Work Reality:

Pricing is important — expect constant negotiation.
Huge opportunity to scale — one employer can lead to many departments and repeat business.
Ongoing relationship-building and marketing required.
Opportunity for creativity and custom solutions.

Personality Match Traits: ✅ Strategic thinker ✅ Comfortable with negotiation ✅ Long-term relationship builder

2. Lawyers

Plaintiff and Defense Workers' Compensation Attorneys

Personality Fit: Ideal for detail-obsessed clinicians who enjoy precision, crafting complex reports, and being the expert in a high-stakes environment.

The Work Reality:

Highest fee-per-case potential.
Complex, highly scrutinized reports (expect edits).
Possible court appearances.
Payment often delayed until settlement.
Smaller market, but loyal once trust is built.

Personality Match Traits: ✅ High attention to detail ✅ Patient with long timelines ✅ Thrives on complexity and precision

3. Insurance Networks (MedRisk, One Call, etc.)

Managed Care Organizations and Insurance Vendors

Personality Fit: Perfect for operationally-minded clinics who like volume, predictable systems, and minimal direct selling.

The Work Reality:

High case volume.
Lower fixed rates (non-negotiable).
Extremely fast turnaround required (24–48 hours).
Less control over case complexity.
Minimal marketing after credentialing.

Personality Match Traits: ✅ Process-driven and efficient ✅ Comfortable with fixed pricing ✅ Prioritizes speed and consistency

4. Treating Physicians

Occupational Medicine Doctors, Orthopedic Surgeons, PM&R, Family Physicians

Personality Fit: Best for patient-centered therapists who value clinical collaboration and enjoy working with a variety of case types.

The Work Reality:

Diverse payer types (employer, insurer, lawyer).
Need to educate busy physicians.
Payment can vary based on case.
Ongoing marketing and relationship management needed.

Personality Match Traits: ✅ Strong clinical communication skills ✅ Patient relationship-builder ✅ Adaptable to mixed case sources

So How Do You Know Which is Right for You?

Think about:

How you handle uncertainty (long payment delays? variable pricing?)
How much you enjoy marketing and relationship-building
Whether you prefer high-complexity precision or high-volume routine cases