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.

This is a grounded discussion on capability, confidence, and long-term career strategy in general practice.

Listen to the podcast

Prefer a visual format? Watch this episode on the HealthCert Education YouTube channel.

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Podcast playlist

Listen to all episodes in the Focused Practice Conversations series.

[Coming soon!]

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.

Guest: Dr Raj Selvarajan

Dr Raj Selvarajan is a Specialist General Practitioner with extensive experience across primary care, men’s health, skin cancer medicine, and aesthetic medicine. Over the years, he has built a reputation for delivering practical, patient-centred care while developing several successful clinical services in Queensland, including cosmetic clinics, hair transplant clinics, and vasectomy clinics. Across his professional roles, Dr Selvarajan remains committed to education, innovation, and empowering patients with honest, medically guided options, ensuring they receive safe, effective, and personalised treatment plans.

CPD self-submission

You can self-record CPD for this podcast. If you consume educational content on this blog, you can Quick Log CPD hours with the RACGP/ACRRM via the usual self-submission process. You will be asked to reflect on what you have learned, and you will require supporting evidence such as a screenshot. For more information, view the: RACGP CPD guide | ACRRM CPD guide