managing physician relationships | evariant
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Managing Physician Relationships
Today’s Reality
Hospitals are competing for new cases to secure the revenue they need
Even a Moderate Level of Leakage Can Significantly Affect the Bottom Line
avg revenue generated from each referred
$11K - $12K
avg revenue generated by a physician$1.5M
Physician Alignment Starts by Understanding
Who booked the most OR hours last month?
Who referred cases to out-of-network facilities in the same period?
Which service lines are most likely to grow with the smallest investment?
Does your caseload have the right mixof commercial/ government payers?
But it’s not just about revenue. Out-of-network referrals
effect patient care.
Keeping the Caseload In-Network Requires Strong Physician Relationships
Relationships are forged through outreach by “Sales”
These teams go by many names: Physician Liaisons, Market Development Representatives, Physician Relationship Mangers…
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These Teams Need the Right Resources and Insights
Physician Relationship Management Solution
Technology that makes sense of Big Data from Clinical
Records and Claims Data
How Tools Fix the Referral Leak
• Create targeted outreach plans and growth strategies from big data
• Provide insights to market development managers to have more poignant conversations with physicians
• Track physician outreach
• Measure the impact of outreach efforts
• Course-correct existing growth strategies
Big Data in Context of Physician Alignment
Intelligence from claims data reveals physician volume by specialty, loyalty by specialty, and referral influence by specialty.
Offering insights into the service lines with the best growth potential and the physicians most likely to be receptive to outreach.
How can you use this data to implement change, achieve
growth, and measure progress?
#1 Define Opportunities for Increasing Market Share
Identify the 5 or 6 service lines with the greatest
potential for growth
Requires accounting for internal financial data and
external market forces
#2 Identify Physician and Service Line Segments
Think 80/20: 80% of revenue comes from 20% of physicians
Focus on those just below the top 20%. This is where your biggest
opportunity for change is.
#3 Cultivate physician relationships effectively
Understand the issues physicians face:• Is it difficult to schedule?• Do they know the in-network specialist?• Does a competitor offer facilities or
equipment you do not?• Etc…
Physician liaisons will uncover these areas and can direct feedback to the right areas to close the loop for their physician.
#4 Track and Measure Success
Healthcare needs the same data-driven decision-making, orchestration, and tracking as any other enterprise.
Physician liaisons need a Physician Relationship Management tool to track and manage all outreach activities.
Managing Physician Relationships
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