From referring to performing: The real ROI of procedural upskilling

Many GPs regularly refer procedures out. It is efficient, familiar, and often feels like the safest option in a busy clinic. But what happens when you start bringing those procedures back in-house?

In this first episode of HealthCert's new podcast series, Focused Practice Conversations, practice operations expert Matt Woollard speaks with specialist GP Dr Raj Selvarajan about the real-world impact and ROI of procedural upskilling.

A different way to think about education

One of the more practical reframes discussed is this: education is not a cost centre, it is a capability investment. Rather than thinking in CPD cycles, Dr Selvarajan encourages GPs to zoom out and consider five-year career arcs, and what incremental skill-building can compound into over time.

What changes inside the clinic

Using skin cancer as an example, the shift from referring to performing can influence more than just billings. You may start to notice less referral leakage, better use of treatment rooms, greater continuity of care, and a gradual change in how your sessions are structured. These shifts tend to build quietly, then accelerate as confidence grows.

Adding a procedural stream

The conversation also explores what happens when GPs introduce a dedicated procedural list, such as vasectomy, and why many hesitate to take that first step.

Prefer a visual format? Watch here.

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Focused Practice Conversations series

HealthCert Education's Focused Practice Conversations podcast series explores how GPs build focused areas of practice, why they chose that path, what changed in their clinic, and whether going deeper into one niche was ultimately worth it. Hosted by Matt Woollard.