Best Practices in Physician Relations: National Benchmarking Survey Results for Referral Development
Date/Time: 05/13/2014, 3:00 pm - 4:15 pm
Provider: Florida Hospice & Palliative Care Association
Although many organizations have created an excellent brand and voice with their identified customers, they are facing increased competition, a cluttered marketplace, and a critical need to further differentiate themselves with their desired patients and customers. Sales and service (referral development) presents a measurable and distinctive method of “living the brand” through targeted messages and relationship-management strategies. While the primary goal of sales and service is a growth and retention strategy, it requires a sound application of infrastructure, planning, and strategic models to ensure success.
HIGHLIGHTS
- Results from a recent national survey reflective of referral development programs and the best practices in healthcare physician sales and service
- Current baseline of sales and service (referral development) models, methods, and practices that are utilized to support building relationships and growing a referral base
- Recommendations for how to apply best practices in the implementation of:
- Strategy
- Structure and leadership
- Return on investment (ROI)
- Customer relationship management (CRM)
- Staffing and performance management
- Compensation
- Field work
- Support
TAKE-AWAY TOOLKIT
- Executive summary of 2012 survey results
- Articles and implementation tools for best practice models
- Active link to CHG’s Hospice and Home Health Network Toolkit
WHO SHOULD ATTEND?
This webinar will benefit organizations that want to implement or enhance their sales and service function (referral development) by using best practice models and tools with demonstrated ROI. The webinar seeks to elevate your pre-existing team’s development by focusing on leadership’s strategic role and on managers assigned to sales and service.
MEET THE PRESENTERS
Carolyn Merriman, Corporate Health Group, LLC
