3 Steps to Evaluate Physician Liaison Campaign Impact with Data-Driven Insights

doctor (obstetrician, gynecologist or psychiatrist) consulting and diagnostic examining female patient's on woman’s obstetric - gynecological health in medical clinic or hospital healthcare service centerMarket claims data has repeatedly proven to be a valuable resource during both the planning and execution stages of physician liaison outreach. Whether the particular campaign is related to onboarding a new physician, increasing referrals within a service line, or simply evaluating nearby competition, claims data plays a key role in locating opportunities for further development within a healthcare network. 

In the first and second blog posts of this three-part series, we discussed ways in which market claims data is sourced, its limitations, how to analyze it, and how to effectively utilize the insights it provides. Employing a fictional use-case, we explored how to tactically increase referrals and prevent patient leakage within the orthopedic service line using a Physician Relationship Management (PRM) platform to track and monitor data. 

In this third post of the series, we’ll look at physician liaison outreach from a new perspective: A retrospective look-back at campaign performance after six months of dedicated work. In doing so, we’ll use claims data to uncover trends that both guide and inform future campaigns – as well as evaluate the kinds of outreach that had the most impact on your end result. This way, we can quickly uncover the best next steps to goal attainment within your healthcare network.  

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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

Use Case: Optimize Physician Liaison Impact with Data-Driven Insights

In the first and third blog post of this series, we discussed the significance of claims data, the ways in which it is sourced, and how to best leverage it for liaison planning and outreach. In this second post, we’ll use a real-world case study to illustrate the outreach process from start to finish, demonstrating the important role that claims data plays throughout. 

experienced physician completing health insurance claim form, healthcareIn order to keep up with the competitive healthcare landscape, the role of the physician liaison is changing. Rising pressures on care delivery systems – such as employee shortages, a rapidly aging population, and transformation in finance models – are beginning to alter the traditional physician employment models.

The need for solid physician engagement is greater than ever. 

Physician engagement directly impacts the quality and cost of patient care and, therefore, a healthcare network’s ability to grow: Engaged physicians are more productive, generate more referrals, and are dedicated to driving organizational change. According to a report conducted by Gallup, “Engaged physicians were 26% more productive than their less engaged counterparts,” amounting to an impressive $460,000 average in patient revenue per physician per year.

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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

Using Claims Data Insights to Improve Physician Liaison Outreach

concentrated doctor preparing his scientific workIntegration between physicians and hospitals is critical for the delivery of high-quality care and long-term management of costs. In a recent survey, two in five healthcare executives said they’re losing more than 10% of annual revenues due to leakage – no small amount. Thankfully, much of this loss can be prevented with the implementation of a strong and well-planned physician liaison program

Physician liaison teams are vital support systems to any hospital or healthcare network’s marketing operation, serving as consultants, brand representatives, relationship-owners, and drivers of business development. To best support their network, liaisons must be equipped with the right information to guide their strategy – ideally, a blend of both quantitative and qualitative data. 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

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