Webinars
2010 Schedule

Clinical Integration: The Time is NOW
Wednesday, January 13, 2010
11:30AM – 1:00PM (CST)

Clinical integration offers a powerful solution for aligning hospitals and independent physicians, while improving quality of care for patients.  Yet, the move toward clinical integration has been slow, hampered by the investment required, legal hurdles, and provider skepticism. Now, mounting attention to quality and performance-based payments, along with the potential for healthcare reform, are driving increased interest in the model.  In this Webinar, Lee Sacks, MD , Executive Vice President & CMO, Advocate Health Care (Oak Brook , IL ), joins Dennis R. Horrigan, President/CEO, and Michael Edbauer, DO , Medical Director, Catholic IPA (CIPA) (Buffalo , NY ), to share their organization’s experiences with clinical integration.  Hear the building blocks for success, including a comprehensive program of quality improvement initiatives, a system for evaluating and incentivizing physician performance, and physician leadership and buy-in, as well as results.

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Healthcare marketers are constantly challenged to show results … and economic and budget pressures only serve to heighten the need for effective tracking.  It’s a challenge that marketers have struggled with for more than 30 years, but help is on the way! David Marlowe, Principal, Strategic Marketing Concepts, and Donna Teach, MS, APR, Vice President, Marketing & Public Relations, Nationwide Children’s Hospital (Columbus, OH), will provide an enlightening look at some practical approaches to quantifying marketing’s impact, including:

• hard return on investment (ROI)
• non-ROI outcomes measures
• production measures

Nationwide Children's Hospital's impressive tracking process will be featured.

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Branding Advantages in Physician Recruitment
Tuesday, March 16, 2010
11:30AM – 1:00PM (CDT)

In today’s competitive physician recruitment environment, the multitude of practice options promoted makes it increasingly hard to capture attention and generate awareness.  Many organizations now recognize the significant impact branding can have on physician recruitment.  By creating organizational awareness within the physician marketplace, prospect recognition and response are triggered more quickly.  Learn how “best practice” organizations are using their branding efforts as a physician recruitment advantage to achieve improved results.  Join Beth Wright, Corporate Director, Marketing Services, and Diane Huggins , Vice President, Corporate Communications, both from LifePoint Hospitals (Brentwood, TN), along with Allison McCarthy, Principal, Barlow/McCarthy for an examination of: 

• The use of branding to shorten the awareness cycle in the physician marketplace
• Marketing's role in integrating the brand position within physician recruitment
• What makes a practice opportunity market distinct to physician prospects
• Methods for assessing branding's impact in physician recruitment activities, and results

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Personalized Medicine: The Future is Now!
Tuesday, April 27, 2010
11:30AM – 1:00PM (CDT)

Personalized medicine has the power to transform healthcare in the 21st century.  Through personal genetic testing, the potential for disease can be identified early, leading to improved prevention, earlier diagnosis, and more effective treatment.  Right now, personalized medicine is in its early stages.  But Jonathan (Jack) Lord, MD , Director, Navigenics, has high hopes for its future.  Dr. Lord is a strong advocate of combining robust medical science with technological innovation to improve consumers' health and access to quality care.  In this thought-provoking Webinar, he'll share his views on the future of personalized medicine, and its likely impact on hospital/physician/payer relationships.

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Sales: Creating Internal Change to Enhance Volumes
Thursday, May 20, 2010
11:30AM – 1:00PM (CDT)

Market intelligence gathered from a sales force and captured in internal databases can be used to cultivate better relationships with physicians, both new and existing.  With this information, hospitals can cater to the needs of physicians, thereby positively influencing referral patterns.  Join Inova Health System's Jeffrey Carr, Senior Director of Growth and Sales, and Jeff Cowart, Chief Marketing Officer, along with Kriss Barlow , Principal, Barlow/McCarthy, and examine a best practice sales approach.  Learn how Inova: 

• successfully uses a system of tickets to detail field issues and provide solutions
• cultivates an organization-wide commitment to ensuring that physician issues are managed before they escalate
• measures and documents sales returns, including improvements in physician satisfaction, growth, and wins with internal stakeholders

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Physician Relations ROI: Tying Value to Organizational Goals
Wednesday, September 22, 2010
11:30AM – 1:00PM (CDT)

Challenged with building and reporting return on investment for your physician relations program?  Join Karen Schafer, Director, Physician Strategies, Covenant HealthCare, and Laurie Slater , Consultant, Corporate Health Group, and explore the keys to tracking results that resonate with organizational leadership and reflect outcome goals.  Examine core national models for measuring physician relations ROI, and hear how to align program measures with key organizational measures of success, including physician referral volumes, satisfaction, loyalty, and engagement.  Learn how others are creating an ROI formula.  This Webinar features a proven case study demonstrating: 

• Effective measurement tracking and data trending systems
• Documented results and ROI calculations
• Lessons learned and next steps for improvement

Attendees will come away with a work plan for building physician relations ROI at their organizations.

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Physician Sales: Harnessing the Hidden Value
Monday, October 4, 2010
11:30AM – 1:00PM (CDT)

The value of a physician sales program in driving volume and revenue growth is well-known.  But there's a hidden value as well ... gaining strategic leverage from field-based relationship building.  In this Webinar, Jeffrey Brickman, Senior System Vice President and President/CEO, Provena Saint Joseph Medical Center, and Amy Dirks Stevens, Regional Vice President, Strategy & Business Development, Provena Health, will share a proven approach for systematically converting the "intangible benefits" of a sales program into reportable results that focus strategic decisions, improve the physician workshop, support practice development, enhance revenue opportunities, and drive accountability and culture change.  Learn how sales tactics and field intelligence can help you: 

• improve specialist leverage and patient channel management
• drive operational and clinical accountability
• improve speed-to-market and strategy development
• identify new growth opportunities and business models that align hospitals and physicians
• build a more collaborative, physician-centric culture

Hear more than 30 new ways to tangibly benefit from sales!

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Moving from Volume-Based to Value-Based Payment
Tuesday, November 9, 2010
11:30AM – 1:00PM (CDT)

With incentives encouraging a shift from "pay for volume" to "pay for value," healthcare executives must seek opportunities to bend the cost curve within their organizations.  Before bearing financial risks, there are certain steps that need to be taken.  Join Martin Hickey, MD, CEO, Alegent Health Clinic (Omaha, NE) and Tony Miller, CEO, Carol Corporation for a practical examination of the essential steps, including collecting the necessary data to define the areas of opportunity and pace of change, creating a new process for delivering care with consistent inputs and cost and quality outputs, and applying a system of near-real-time financial and clinical feedback.

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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:

Download Quick Reference Guide    

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!