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Innovative Outreach Tactics and Strategies, Improving Referral Relationships and Quantifying the Value of Physician Liaisons
Friday, April 5, 2019
Kathleen Harkins Principal, Harkins Associates
Description In this webinar, you will learn valuable new and exciting insights that will expand your perspective and your approaches to how you grow relationships and referrals. We will share effective means to understand referral motivations and how to influence without resorting to manipulative tactics. The webinar will include real-world tactical examples and case situations to manage the difficult scenarios most Physician Liaison and Business Development staff face. This webinar will get you going by providing strategies and tactics you can use the very next day, while stimulating your strategic thinking to expand your repertoire of effective ways to get beyond the front desk, gain the physicians’ interest, and win their trust!
Research-based insights to expand your view of physician needs and motivations
New approaches to gain access to and engage with physicians
Methods to quantify the results of your activities
About the Presenter Kathleen Harkins formed Harkins Associates in 2004 after career-long employment in healthcare business development, physician relations, sales performance improvement, strategic planning and executive management. Prior to Harkins Associates, Kathleen held employed positions for twenty years. Each new position involved growing responsibilities that lead to VP of Sales and Marketing, and eventually, Chief Sales and Marketing Officer. Kathleen is a certified trainer in many sales methodologies and certified as a Train-the-Trainer facilitator. Over the last fourteen years she has been working with health systems, ambulatory care providers, and physician groups to improve physician relations and business development, while authoring a training manual, Healthcare Consultative Selling™.
This webinar is for experienced and new Liaisons with a full range of responsibilities -
from referral development and problem solving to physician recruitment and
ACO network engagement.
How to Build a Successful Physician Liaison Organization
Tuesday, April 30, 2019
Veronica Campbell Network Director, Physician Relations, Honor Health
Bonnie Little System Director, Network Development & Physician Relations, UNC Healthcare
Terry Tuznik, Client Development Director, SymphonyRM
Description In today's rapidly changing healthcare landscape, the role of the physician liaison is evolving. To remain competitive, organizations are looking for a new strategic approach that empowers physician liaisons to build meaningful relationships with providers, reduce leakage, and drive growth. So, what are the latest trends and best practices to build a best-in-class physician liaison program? In this webinar, you'll discover real-world insights and learn strategies to implement a successful program.
Gain an understanding of the role technology plays in supporting your liaisons and program.
Learn how to implement a data-driven strategy to meet the needs of your provider community.
Learn how to choose and track the metrics that matter.
About the Presenters With more than 25 years of diverse healthcare leadership experience in sales and business development, Veronica Campbell leads the Physician Relations department as Network Director of Physician Relations for HonorHealth, based out of Scottsdale Arizona. Veronica is dedicated to creating a team that is top rated by fostering a cohesive work environment, standardizing best practices, and encouragement of individual creativity. Veronica and her team strive in taking a “network” vs individual hospital approach in every physician interaction made to best meet the needs of our physician and patient communities. HonorHealth is a clinical integrated delivery health system with over 14,000 employees, 5 acute care hospitals, a Research Institute, several joint venture and co-management partnerships, and over 40 primary and specialty clinics which comprise the HonorHealth Medical Group.
Bonnie Little has devoted over 20 years of her professional career to the healthcare industry. She currently serves at the System Director for Network Development & Physician Relations for UNC Health Care supporting physician relations programs at UNC REX Health Care, Nash Health Care, Johnston Health and Wayne Memorial. She originally joined UNC as a Physician Liaison with UNC REX. Bonnie has been instrumental in developing the UNC REX of Wakefield campus, the employed REX Specialty Physician groups, UNC Physicians Network, the North Carolina Heart & Vascular Hospital and the UNC Health Alliance. She has been at the forefront of developing UNC REX into a regional transfer center for Wake County and eastern North Carolina, which has grown tenfold in the last three years. She led the way in developing Physician Relations programs for Johnston Health, Nash Health Care and Wayne Memorial.
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