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From Scripts to Strategy: 5 Tips for How Independent Pharmacies Can Win With Prescriber Engagement

By Nicolette Mathey, PharmD – Founder & CEO, Atrium24

Independent pharmacies are facing more pressure than ever. Between reimbursement challenges, DIR fees, and growing competition, the question many owners are asking is no longer “How do I keep up?”—it’s “How do I grow?”

The answer might be closer than you think: your prescriber network.

At Atrium24, we’ve helped hundreds of pharmacies implement systems that drive real, measurable growth—many without adding headcount or extra hours. It starts by turning your prescribers into true partners.

Here are 5 proven strategies to help you do just that.

1. Shift Your Mindset: From Pharmacist to Partner

Prescribers aren’t just referral sources—they’re collaborators in patient care. When you position your pharmacy as a clinical partner who supports outcomes with education, adherence tools, and specialized therapies, the conversation changes.

Start with a clear elevator pitch:

  • What makes you different?

  • How do you support the prescriber’s workflow?

  • Why is sending patients to your pharmacy the easier choice?

Think: prefilled forms, transparent pricing, proactive follow-up. Deliver value from the very first visit.

2. Structure Beats Spontaneity

Growth isn’t luck—it’s a system.

Top-performing pharmacies consistently spend 80% of their sales time in the field, averaging 8 to 12 prescriber touches per day.

With a pharmacy-specific CRM like Dotti, your team can:

  • Track call notes

  • Optimize territory routing

  • Prioritize offices by specialty, proximity, and prescribing volume

A structured process builds momentum. And momentum drives growth.

3. Tailor Every Touchpoint

Endocrinologists don’t need the same messaging as psychiatrists. And primary care doesn’t prioritize the same data as orthopedic specialists.

That’s why every prescriber conversation should be customized.

Using Dotti’s segmentation features and branded sales tools, you can deliver relevant, specialty-specific materials that respect the prescriber’s time and needs.

Relevance equals respect.
Show that you understand their world, and they’ll be more likely to hear yours.

4. Leverage the Low-Hanging Fruit

You don’t have to start from scratch. Begin with the providers already sending you scripts—even just a few.

Pull a quick report from your pharmacy management system:

  • Who are your top prescribers?

  • Which ones drive the most margin?

  • Where is the greatest opportunity?

Segment your list. Tier your outreach. Prioritize by potential, not personality.

5. Invest in Tools That Actually Work

You don’t need more software—you need the right software.

That’s why we built Dotti: a pharmacy-first platform that bridges the gap between your prescribers, your marketing efforts, and your financial outcomes.

With Dotti, you can:

  • Build a prescriber pipeline

  • Track field activities

  • Automate follow-ups

  • Measure profitability—all in one place

Case in point:
Cypress Pharmacy increased prescriptions by 51% and gross profit by 47% in just 8 months using Dotti to manage their outreach.

Start Small. Stay Consistent. Scale Smart.

You don’t need to hire a full-time marketer to get results.

Start with one afternoon a week.
Choose five target prescribers.
Build a plan. Track your progress.

Because at the end of the day, the most successful pharmacies aren’t always the biggest.
They’re the most strategic.

And with the right systems and tools in place, you can be one of them.

About the Author

Nicolette Mathey, PharmD, is the Founder and CEO of Atrium24 and creator of DottiCRM. With more than 25 years of pharmacy growth experience, Nicolette helps independent pharmacies build profitable systems, master prescriber engagement, and scale with confidence.