This opening session will explore the trends of Corporate Health Group’s national survey and examine what this data reveals. After this session, you will truly understand the state of physician relations today to benchmark against other organizations nationwide.

Track One: Legitimize Your Role and Prove Your Value-Add: A Case Study from Texas Health Resources

Track Two: Leveraging Advanced Market Analytics to Grow Referrals From Key Physicians

Sales may be a new function for your organization and understanding how to combine an effective management strategy with supportive infrastructure is critical. Hear a case study that tackled this head on and knows how to engage a sales team in successful behaviors.

• What education and training is most important? Determine the best techniques that support sales planning and targeting
• What does a good sales call look like? Learn the best tips for getting in the door and winning valuable face time with the referring physician
• What support is needed to be effective in the field? Identify ways to plan, measure and guide the team (CRM and beyond)
• How has targeting evolved in the new ACO environment? Preview how plans and messaging affect targeting strategies

In today’s world of the Patient Protection and Accountable Care Act (PPACA), the role of the liaison is significantly expanding as hospitals seek out primary care physicians and specialists who can thrive in a teamwork environment, understand the clinical fundamentals of healthcare reform, and are willing to participate in new models of care delivery despite the uncertainties. This session provides new strategies for physician liaisons to help them meet these increasing responsibilities, including:

• Examine the timeliest mandates of reform in which physician liaisons can be involved to support your healthcare organization in complying with the expectations of PPACA, as well as strategies to help your organization meet these expectations Identify opportunities where physician liaisons can take on additional responsibilities that align with top level health system strategies across the country, and add value to the role and function of the physician liaison department
• Discuss key strategies and share several models of physician liaison organizational structure, roles and responsibilities, and how these activities are supporting the health system in:
  1. ACO development
  2. New payment models
  3. Care coordination
  4. Physician alignment
  5. Other initiatives, such as: Increase in Market Share; Population health management; Public and Commercial Exchanges
• Explore the skills and capabilities of liaisons in these expanded roles, responsibilities of the liaison in future health care models, as well as opportunities to have a much larger impact on business and quality outcomes