Left without the services of the local physician as an ally the specialist would probably be blamed for the failure, and the patient might even refer to him as a swindler. Such things have occurred with the result that the specialist’s chance of getting any more patients in that neighborhood was wiped out. But, by retaining the services of the family physician the specialist is taking out insurance against this very happening. Dr. Jennings, of course, does not realize that he is being made a buffer of. He has had, as he thinks, the scientific features of the treatment carefully explained to him, and the theory is reasonable and in thorough accord with that of accepted authorities. As for the division of fee—why he certainly is entitled to pay for his services in treating Mr. Smith, and it is much better for the latter to have Dr. Wilkinson stand this expense than for it to fall upon Mr. Smith. It’s all in the viewpoint, and the viewpoint can be just what the specialist makes it. If he is a clever man it will be favorable; if he lacks tact and is antagonistic in nature, it will be unfavorable. As to this latter contingency it may well be said that a tactless, antagonistic man has no business operating in this field. Tact and suavity and an impressive appearance count far more than a knowledge of medicine, and will get more money every time. 92It’s worth considerable to have the good will of family physicians in the country districts, so that when occasion arises they will say: “Dr. Wilkinson is an able man, and perfectly square in his business methods. We (observe the “we”) didn’t get the desired results in the Smith case, but it must be remembered that it was an unusually serious one, and Dr. Wilkinson said so at the time. Recovery would have been little short of a miracle. Had the treatment been taken before the disease was so far advanced there is every reason to believe the results would have been different.” 93 CHAPTER VI   RECEPTION OF OFFICE PATIENTS To the physician who prefers to do a strictly office practice, making few or no professional forays into the country, well located, neatly furnished, attractive quarters are a necessity. Three rooms will be sufficient for a start. These should include a reception room, waiting parlor, and doctor’s private office. Size is not so important as location and furnishings. The quarters should be in a modern building of high-class reputation as to the character of its tenants. If the arrangement is such as to give an entrance into the doctor’s room from the waiting parlor, and an exit into another hall, it is preferable. This will make possible the separation of the callers the doctor has seen from those who are still waiting, and this prevents a lot of talk which may have a harmful tendency.