A Guide to Implementing a Successful Physician Liaison Program

physician patient engagementOf the many roles in the healthcare industry, it’s unlikely that your first thought is of physician liaisons. But in today’s increasingly competitive landscape, it should be.

A typically misunderstood role, physician liaisons are responsible for establishing and maintaining productive communication between health systems and providers.

Successful liaison teams can be the catalysts behind increased practice exposure and revenue, reduced patient leakage, and enhanced provider satisfaction and retention. Think of liaisons as a strategic competitive edge for your healthcare business.

But, not all liaisons have the support they need to be that competitive edge. Top barriers to success are often lack of organizational support, minimal access to education and training, and ways to demonstrate ROI. Liaison teams need a well-structured program and the right technology to overcome these challenges and prove value.

In this post, we’ll cover five steps to create a successful liaison program: More

Keri Braley

Keri Braley

Keri Braley serves as Evariant’s Manager of Customer Success, consulting with new and existing customers as they implement and optimize the use of the PRM and CRM tools into their business process. She has a special focus on physician relations and strategic business development. Prior to coming to Evariant, Keri spent 10 years as a physician liaison at two different hospital systems, doing strategic provider outreach and promotion, and producing analytics for the planning departments at each. Keri has also held roles in direct patient care, health disability benefit analysis, and healthcare alliance contracting.
Keri Braley

4 Best Practices for Physician Outreach

Physician outreach teams work toward many goals across an organization. This being said, executives often struggle to determine the value of outreach efforts.

Proving physician relationship ROI is a challenge, but with the use of physician relationship management software, more healthcare organizations are moving toward an understanding of how physician outreach efforts contribute to organizational goals.

A PRM tool provides liaisons with the ability to show how their actions contribute to not only outreach campaign results, but the overarching objectives of the organization. Physician liaison teams must work with organizational leaders to determine the goals, needs, and metrics to be considered.

The more these concepts and KPIs are socialized across the organization, the more likely the liaison team will be successful. With effective goal-setting, liaisons can quantify their actions, set realistic expectations, and provide visibility for more collaborative work within the department and the organization.

Let’s take a look at 4 physician outreach best practices for establishing strong partnerships between health systems and their providers:

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Keri Braley

Keri Braley

Keri Braley serves as Evariant’s Manager of Customer Success, consulting with new and existing customers as they implement and optimize the use of the PRM and CRM tools into their business process. She has a special focus on physician relations and strategic business development. Prior to coming to Evariant, Keri spent 10 years as a physician liaison at two different hospital systems, doing strategic provider outreach and promotion, and producing analytics for the planning departments at each. Keri has also held roles in direct patient care, health disability benefit analysis, and healthcare alliance contracting.
Keri Braley

4 Tips for Onboarding a Physician Relationship Management Solution

The role of the physician liaison team is often understated, despite the fact that physician referral practices can greatly impact a health system’s overall performance and profitability.

To optimize growth in a competitive market, health organizations and liaison teams must work to develop and nurture relationships with physicians and providers.

Until recently, healthcare organizations have been challenged to quantify and categorize liaison efforts, which is part of the reason their role has been underestimated. For this reason, many health systems have implemented a physician relationship management (PRM) solution. As a centralized hub for physician engagement efforts, a PRM solution allows organizations to leverage existing data sets, develop actionable insights, and gain visibility into their liaison team practices. More

Keri Braley

Keri Braley

Keri Braley serves as Evariant’s Manager of Customer Success, consulting with new and existing customers as they implement and optimize the use of the PRM and CRM tools into their business process. She has a special focus on physician relations and strategic business development. Prior to coming to Evariant, Keri spent 10 years as a physician liaison at two different hospital systems, doing strategic provider outreach and promotion, and producing analytics for the planning departments at each. Keri has also held roles in direct patient care, health disability benefit analysis, and healthcare alliance contracting.
Keri Braley

How to Extract Smarter Data from Physician Relationship Campaigns

Consider this statistic: Referral leakage for a health system can average anywhere from 55 to 65 percent. To put this in perspective, for a hospital with 100 affiliated providers, total referral leakage costs the health system between $78 million to $97 million per year.

That’s a big number, and one that illustrates the importance of building strong physician relationships within the provider community: Successful physician relationship campaigns can bring significant revenue back into the organization. As competition for referrals increases, incorporating a data-driven approach to physician alignment and engagement can reap dividends for an organization.

Integration of a Physician Relationship Management (PRM) solution is a start. It gives physician liaison teams a centralized system for tracking engagement activities. More than that, it provides liaisons with the ability to approach their outreach and campaigns strategically – and align them with organization-wide initiatives.

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Keri Braley

Keri Braley

Keri Braley serves as Evariant’s Manager of Customer Success, consulting with new and existing customers as they implement and optimize the use of the PRM and CRM tools into their business process. She has a special focus on physician relations and strategic business development. Prior to coming to Evariant, Keri spent 10 years as a physician liaison at two different hospital systems, doing strategic provider outreach and promotion, and producing analytics for the planning departments at each. Keri has also held roles in direct patient care, health disability benefit analysis, and healthcare alliance contracting.
Keri Braley