A specialty contact lens practice can become one of the most clinically impactful and financially rewarding segments of optometry—if built on clear systems, smart partnerships, and efficient decision-making. This was the central message of a course led by Randy Charrier, OD, who outlined a comprehensive roadmap for clinicians looking to start or strengthen a specialty lens service.

“Specialty lens practices don’t succeed by accident—they succeed because the doctor has a clear framework and the right systems,” said Dr. Charrier to CLS. “I’ve seen how much time, money, and stress clinicians can save when someone simply hands them a roadmap instead of letting them struggle alone.” 

1. Establish a Fitting Paradigm

Develop a clear clinical framework that prioritizes patient health, comfort, and vision. Use it to make faster, more confident decisions, even in challenging cases, while considering all factors—patient condition, lab capabilities, insurance constraints, costs, and staff capacity.

2. Plan Based on Desired Outcomes

Define your long-term vision for the specialty lens practice and design systems, workflows, and partnerships that align with it. Set fees independently of unpredictable vision plans, choose technology and labs based on return-on-investment and efficiency, and focus on methods that support sustainable growth.

3. Patient Results and Communication

Show patients their potential vision early using trial lenses or assessments; clearly explain fees, time commitments, and future costs; and apply communication strategies—like anchoring, framing, and social proof—to help them understand value. Maintain clear communication with referring providers to build trust and continuity of care.

4. Lower the Cost of Goods Sold Through Lab Partnerships

Choose labs that provide consistent quality, expert support, and reliable turnaround times. Focus on partners who help reduce remakes, manage complex cases, and minimize hidden costs such as add-ons, upgrades, and shipping fees, ultimately lowering the total cost of lenses.

5. Maximize Billing and Noncovered Sales

Optimize revenue by accurately billing medical insurance for covered services; strategically offering and charging for noncovered items like impressions, warranties, and accessories; collecting payment before dispensing; and carefully assessing vision plan profitability to avoid revenue loss.

6. Establish Efficiency in All Areas

Streamline workflows across ordering, scheduling, patient education, and warranty tracking. Use consistent fitting systems to reduce chair time and improve predictability, minimize remakes through refined processes, and prioritize staff efficiency and communication to maintain smooth clinic operations.

7. Create and Maintain Referral Networks

Build and nurture strong referral relationships with ODs and MDs through outreach, co-lecturing, and follow-up, and return patients to referring providers to reinforce trust. Invest in search engine optimization and establish up-to-date online listings to ensure your specialty services remain visible and credible to potential patients.