Webinars
2008 Schedule

Personal Health Records: Aligning Hospitals, Physicians, and Patients Online
Wednesday, October 15, 2008
12:30PM – 2:00PM (EDT)

Most healthcare organizations are looking for an aligned physician strategy that bonds providers and patients closer to the hospital or system.  A branded Personal Health Record (PHR) that connects physicians to their patients can be the centerpiece of a successful alignment strategy that drives revenue and market share growth.  It's a strategy that benefits physicians, who have financial, market, efficiency, and liability incentives to increase their online presence, as well as patients, who are seeking out physicians they can connect with online.  Join Alan Snell, MD, Chief Medical Informaticist, St. Vincent Health, and Edward Fotsch, MD, Chief Executive Officer, Medem, and learn how :

• a low-cost PHR can create a bond and be a competitive market differentiator that is meaningful to physicians, patients, payers, and hospitals
• incentives for online communication from payers, employers, and patients can be used to your advantage
• online patient connectivity can improve efficiency and strengthen hospital marketing to patients, payers, and employers

Proven case studies illustrating what works and lessons learned with be featured .

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Building Outpatient Referrals: A Sales Success Story
Thursday, September 25, 2008
12:30PM – 2:00PM (EDT)

In a market saturated with competitors, BayCare Health Systems' outpatient sales model has delivered strong growth in referrals for outpatient imaging and ambulatory surgery.  Hear how an outpatient referral development model built on professional sales concepts and best practices has enabled the system to build and retain volume.  Join Carolyn Merriman, President, Corporate Health Group and Laurie Slater, Director of Ambulatory Services, BayCare Health System, and learn how to:

• View your market and customer environments to build a strong sales structure
• Build a staffing model and infrastructure, with the right staff, training, and compensation incentives, to ensure consistent sales results
• Plan and target your sales strategy
• Utilize data mining and analysis with dedicated staff to ensure your sales team is in the field 90%+!

Proven case study examples grounded in research and best practices demonstrating what has worked along with lessons learned will be featured.

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Next Generation CRM Challenges: Know What You Need to Succeed
Tuesday, June 10, 2008
12:30PM – 2:00PM (EDT)

CRM is leading the way in many hospitals to enhanced, profitable consumer relationships.  Now, these hospitals have expanded CRM's benefits into a next generation to build comparable relationships with physicians, employees, and even donors.  So, why aren't more organizations changing their current consumer media focused marketing to a data driven CRM-based strategy?  How do you know if you are ready, both organizationally and functionally, for this marketing evolution?  And, how long will it take to actually get a CRM-based strategy implemented, working, and delivering reportable and consistent results?

Join Jeff Couzens, Director of Marketing, Trinity Health, Susan Wollebeck, Marketing Manager, Premier Health Partners, and Guy Miller, President, REACH3, and:

• Examine why you need to design and implement a marketing automation and integration strategy
• Learn how to educate and manage expectations as you introduce CRM into your organization's culture
• Increase profit margins and overall success through different behavioral-segmentation direct marketing techniques across multiple channels

Proven hospital examples of what works and lessons learned with be featured.

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Get the most out of marketing...

Step back and take a careful, objective look at how your marketing function is organized, as well as the efforts and results.  Patricia Cluff, Chief Marketing and Strategic Relations Officer, University of Virginia Health Sytem, Susan Wollebeck, Premier Health Partners, and Terri Goren , Principal, Goren & Associates, will provide a framework for conducting a comprehensive marketing audit.  Examine the components for a successful audit and learn how to:

• Connect the dots between what marketing does and what executive leadership expects 
• Identify and measure outcomes that prove why marketing is there
• Establish goals for different target audiences and evaluate progress toward these goals
• Match marketing activities to a changing healthcare environment
• Listen to your internal voice, while still paying close attention to the numbers 

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• Define service lines to maximize alignment with physicians
• Design meaningful roles for physicians and integrate existing leadership roles into the service line structure
• Effectively engage physicians in service line planning, marketing, and business development efforts 
• Integrate economic and non-economic mechanisms for alignment into your service line structure 
• Develop high-performing administrative and physician teams for your key clinical services

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Better performing hospitals depend on perioperative services for nearly two-thirds of their profit.  That's why problems like low surgeon satisfaction, inadequate anesthesia coverage, and, ultimately, low case volume can be fatal.  To overcome these problems and boost financial performance, you need to reinvent your OR as a surgeon-centered organization with unbeatable marketplace advantages.

This timely Webinar has been designed especially for hospital executives and features two recognized authorities on perioperative strategy.  Using a wide variety of case studies, Jeff Peters, President/CEO, Health Directions, LLC, and William Mazzei, MD, Vice Chair of Anesthesia & Medical Director Perioperative Services, University of California, San Diego, will show you how to:

• Create a collaborative surgical services governance structure that tackles OR problems head on
• Make operational changes that improve surgeon access and boost surgeon satisfaction
• Develop perioperative systems and protocols that improve clinical outcomes
• Work with surgeons and anesthesiologists to grow surgical volume and OR profitability

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Assessing Your Physician Recruitment Readiness: Strategic & Legal Issues
Tuesday, February 19, 2008
12:30PM – 2:00PM (EST)

Given the strategic value of physicians to hospitals, an effective recruitment function is critical.  Join Michael Blau, Chair, Health Care Ventures Practice, Foley & Lardner LLP, Allison McCarthy, Principal, Barlow/McCarthy, and Callen Northam, Executive Vice President/Chief Operating Officer, Portneuf Medical Center, and:

• Learn key elements for physician recruitment success, including criteria for measuring the effectiveness of each step, and the real costs of recruiting
• Examine the laws and regulations that govern hospitals' actions
• Identify approaches for targeting physicians who will maximize gains in strategic volumes, and determine where to look for candidates
• Learn how to assemble and incentivize a winning team

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Many of you may already be familiar with Webinar technology, but for those who are not, the informational document below will help you navigate through your first Webinar:
Document for PC  
Document for MAC

If you have any other questions about Forum Webinars, please contact Jennifer Pense  ,
312-440-9080, ext. 23, or jpense@healthcarestrategy.com.

We look forward to your participation in these valuable new educational forums!