Physician Relations & Sales, August 18-20, 2020

Maximizing Your PRM for Sales Planning, Reporting, and Measurement

Now more than ever, a strategically thought out sales plan is a must.  Learn the right approach to provide value internally and externally with physicians.  Examine the must-have elements, as well as how to use your PRM to guide your plan, track activity, and measure success. Hear ideas for socializing your plan internally and reporting results.

Erica HammondManager, Physician Business Development, Tampa General Hospital (Tampa,FL)

Nancy VanselowReferral Development Manager, Children’s Wisconsin (Milwaukee, WI)

Carrie BennettVP of Client Strategy, Marketware


Physician Relations Internal Alignment & Positioning: Let’s Talk

In healthcare organizations nationwide, physician relations executives should be the voice of the organization to the referring provider as well as the voice of referrers to organizational leaders. But, that only happens when liaisons are informed on the organization’s strategic direction and linked into the C Suite so they can share referrers’ expectations. Join your colleagues to learn how to gain the internal credibility and trust needed to get you there.

Leslie Burnside, System VP, Network Affiliations, UNC Health Care (Chapel Hill, NC)

Jane ThornhillVP, Business Operations, Henry Ford Physician Network (Detroit, MI)

Carlos SaenzVP, Business Development, Mercy Health (Chesterfield, MO)

Kriss Barlow, Principal, Barlow/McCarthy (Facilitator)

Onboard, Align, Engage!

Organizations work hard to recruit the right physicians, yet the process to ensure a smooth transition may be rocky at best. Learn how to create a well-organized onboarding approach that aligns and engages physicians while ensuring internal obligations are met. Examine multiple approaches, including tools to track and measure and ways to stage a new doctor for success before he or she arrives.

Christopher Hyers, Vice President, Business Development, UConn Health (Hartford, CT)

Mitzie Kent, RN BSN, Partner, Barlow/McCarthy

Effective Virtual Meetings: Essential Must-Haves to Create Impact

The virtual meeting is here to stay, which means field teams need to rely more on what they say and less on their personal persuasive charm.  Hear essential must-haves for creating an effective virtual physician conversation, including what to do before, during, and after the conversation.

Chelsea Fanelli, Provider Relations Manager, Centura Health (Denver, CO)

Brad Jones, Director, Physician Relations, AdventHealth, West Florida Division (Tampa, FL)

“Keepage” Strategies that Get Results

Turning referral “leakage” into “keepage” remains a key opportunity for growing volume. Examine new and innovative solutions for identifying where referrals are being lost and plugging the gaps. Learn how to look at and use data differently, implement referral management solutions, and improve reporting to gain leadership approval and action.

Martha CrombieVP, Marketing & Planning, Americas Division, Ardent Health Services (Nashville, TN)

Lee Ann LambdinSVP, Healthcare Strategy, Stratasan

Cutting-Edge Outreach: Think Like a Data Scientist

The key to driving purposeful conversations with the providers in your market lies in turning data into meaningful conversations. Examine strategies to identify which providers to target and when. Learn how to measure and justify the impact on your team’s outreach and touch points. Hear how to humanize and personalize data into a compelling data story to get senior leadership support within your organization.

Robert PerkinsOutreach Services Director, Intermountain Healthcare

Chris HemphillDirector Client AI/Ops, SymphonyRM