Talking to doctors can be intimidating. Whether you're a seasoned compounding pharmacist or just starting out, the idea of walking into a physician's office and pitching the benefits of personalized medicine might feel daunting. What do you say? How do you make it worth their time? And — let’s be honest — how do you avoid sounding like a salesperson?

Pamela W. Smith, MD, MPH, MS, a longtime advocate for personalized medicine, has been on both sides of the conversation. As a physician with extensive experience in both conventional and integrative medicine, she’s seen firsthand how compounding pharmacies can support better patient outcomes. In a recent episode of PCCA’s Mortar & Pestle podcast, she shared her playbook for successfully engaging with physicians.

The Power of the Triad: Pharmacist, Physician, Patient

At the core of Dr. Smith’s philosophy is the “triad” relationship: the dynamic between the pharmacist, the physician and the patient. When these three work together, patient outcomes improve dramatically.

“When I write a prescription for a compounded medication, I know the quality will be there,” Dr. Smith said. “And I also know that the pharmacist will reinforce what I’ve told my patient. That level of collaboration helps with compliance and ultimately leads to better health.”

But here’s the catch: Not all physicians understand the benefits of compounding. Many have never worked closely with a compounding pharmacist, and some may even be skeptical about the efficacy and quality of compounded medications. That’s where education and strategic communication come into play.

Breaking the Ice: How to Approach Physicians

Here’s the thing: Most doctors don’t bite. In fact, according to Dr. Smith, many of them are actually eager to learn more about what you can do for their patients.

Here’s how to start the conversation:

• Keep it short. Doctors are busy. Aim for a quick, productive chat — 10 to 15 minutes max.
• Stick to one topic. Instead of overwhelming them with everything compounding can offer, focus on a single, relevant solution — whether it’s dermatology, hormone therapy or pain management.
• Show them the science. Physicians respect data. If you’re discussing a compounded treatment, bring research or references to clinical studies.
• Ask, don’t tell. Start by asking what challenges they face in their practice — especially those unique and often difficult patient cases. Then, position compounding as a solution.
• Extend an invitation. If they’re interested, invite them to an educational event, like a PCCA conference or certification course.

Meeting Physicians Where They Are

Patients are already driving this change. Dr. Smith says she’s seeing more and more people walk into their doctors’ offices asking about personalized treatments. And if doctors aren’t on board yet? They’re going to be soon. That’s where you come in.

“When you type ‘new trends in medicine’ into a search engine, personalized medicine is at the top of the list,” Dr. Smith said. “Patients are actively seeking out physicians who offer individualized care.”

For pharmacists, this presents an incredible opportunity. By positioning themselves as trusted partners in personalized medicine, compounding pharmacies can become indispensable to physicians looking to differentiate their practice.

Finding the Right Fit

Not every physician will be immediately receptive to compounding. That’s why Dr. Smith suggests targeting providers whose specialties align well with compounded solutions. Some of the best opportunities include:

Hormone therapy. Many physicians are not aware that hormone therapy can be customized to the individual patient through compounding, unlike commercial products that are only available in standard strengths and dosage forms. One example is providing non-hormonal options for vaginal atrophy for those patients unable to use hormones.

• Dermatology. Custom skin care formulations for rosacea, psoriasis and other skin conditions offer a compelling entry point.
• Pain management. With the ongoing opioid crisis, non-addictive, customized pain relief options are more important than ever.
• Weight loss. Compounded weight management medications are gaining traction as patient demand for alternatives to commercial drugs rises.

The Future of Physician-Pharmacist Collaboration

The good news is that the tide is turning. More physicians than ever are recognizing the value of compounding, and the demand for personalized medicine is only growing.

“If you asked me five years ago, we weren’t at this level of awareness,” Dr. Smith said. “But in just the last year or two, the interest has skyrocketed. Pharmacists who can educate and support physicians in this space will be ahead of the curve.”

At the end of the day, successful physician engagement isn’t about selling — it’s about solving problems and building trust. When you approach it that way, doctors will actually want to hear what you have to say.

Ready to take the next step? Start small. Identify a few key physicians in your area, schedule a brief visit and introduce one simple but impactful compounding solution. With the right approach, you’ll be on your way to building a thriving referral network and expanding access to personalized medicine for more patients. Get all the tips in Dr. Smith’s podcast.

PCCA is here to help. Our members have access to a host of assets designed to help you promote your practice to physicians, including marketing resources and scientific publications, plus a Clinical Services team available 24/7 and monthly educational webinars. Discover all the benefits of membership when you connect with us today.