Annual Review Packages and Preventive Care Plans

A hair clinic we worked with had a familiar problem. The relationship with most patients ended a few months after the procedure. They came for the transplant, came for a check or two, and then disappeared.

We built a one-year hair protection plan with scheduled reviews, maintenance sessions and direct access to the doctor, priced on its value. Patients who joined stayed under the clinic's care, and their results stayed protected. The clinic gained a steady, predictable source of revenue it had never had before.

That is what a good annual plan does. It turns care that patients needed anyway into something structured, booked and paid for properly.

What is an annual review package?

It is a defined year of care for one condition or result, with every visit planned in advance. It usually includes:

• Scheduled reviews with the doctor at set points in the year
• Maintenance sessions where the treatment needs them
• Priority access to the doctor or a direct WhatsApp line to the team
• Education between visits: what to watch for and how to protect the result
• A completion review at the end of the year, with a recommendation for the next one

It is not a bundle of random services. It is the long-term care your doctors already believe the patient needs, written down and organised.

Which practices suit annual or preventive plans?

Plans work best where the result needs protecting or the condition needs watching over time.

Your doctors decide what each plan should include clinically. The business side is making sure it is packaged clearly, priced properly and delivered on schedule.

How should you price an annual plan?

On value, the way you price everything else. Not as a discount.

The mistake I see most is clinics pricing the plan as "the sum of the visits minus 20%". That tells the patient the plan is just a cheaper way to buy visits. It also eats your margin: a 20% discount needs 50% more patients just to stand still.

Instead, price it on what the year of care is worth to the patient: a protected result, peace of mind, priority access and continuity with the same doctor. Then make it easy to pay. Offer it in milestones across the year, or through EMI with a lending partner, so the monthly figure fits.

Example: say a hair clinic designs a protection plan with four reviews, two maintenance sessions and a direct WhatsApp line for a year, priced at ₹48,000. Spread over 12 months, that is ₹4,000 a month. If the clinic does 25 procedures a month and 6 patients join the plan, that is ₹2.88 lakh of plan revenue from one month's patients, all of it booked in advance. Over a year of procedures, that becomes a reliable revenue line built on care patients needed anyway.

How do you offer the plan without sounding salesy?

Offer it at the right moment, in the right words, by the right person.

1. The moment: the completion review, when the doctor has just shown the patient their result and the patient is asking "what now?"
2. The doctor's recommendation: "To protect this result, here is what I'd recommend over the next year." A clinical recommendation, not a pitch.
3. The coordinator's walkthrough: what is included, the fee, the payment options and the monthly figure, on one written page.
4. The booking: if the patient joins, every review and session in the plan gets booked on the day.
5. The respect: if the patient says no, book their next review anyway. A plan is an option, not a condition of care.

Offer it to every suitable patient, not only those who look like they can afford it. Nobody likes to feel judged.

How do you run the plan once patients join?

• Book every visit at enrolment, exactly like a treatment plan.
• Remind before every visit automatically, and call anyone who misses one within a day.
• Track every active plan in the CRM: next due visit, visits completed, and anyone overdue.
• Deliver the priority access you promised. If the plan includes a WhatsApp line, someone must answer it.
• End with a renewal conversation at the year-end review, based on how the patient is doing, not a pre-ticked auto-renewal.

The worst outcome is a plan patients paid for and could not use because the clinic was too busy. That costs you more trust than not having a plan at all.

What should you check before launching?

Pilot one plan for ninety days with one owner, basic SOPs and your existing patients first. They will tell you quickly whether it is worth building. Then measure take-up, visits completed, renewals, patient satisfaction and the load on your team.

Check the tax side too. Whether a plan's services are GST-exempt or taxable depends on what is in it, so separate each component with your chartered accountant before you start billing.

We help clinics design, price and run long-term plans in our retention, reactivation and referrals work. The value-based pricing behind them is covered in Good Doctors Go Broke.

The short version

• An annual plan is a structured year of care: reviews, maintenance, priority access and education, booked upfront.
• It suits results that need protecting and conditions that need watching.
• Price it on value and offer milestones or EMI. Never price it as a discount.
• Offer it at the completion review as the doctor's recommendation, and book every visit on the day.
• Pilot one plan for ninety days, and check GST treatment with your CA.