The Complete Guide to Physician Relations: Strategies for the Accountable Care Era - Softcover

Kriss Barlow, RN, MBA

In the wake of healthcare reform and a growing emphasis on accountable care, healthcare organizations are looking for ways to align more closely with physicians. Given the highly competitive physician recruiting and referral market, having an effective physician communication strategy has never been more vital.

Based on extensive research and an in-depth survey of nearly 200 physicians, The Complete Guide to Physician Relationships outlines exactly what information physicians want and how they want to receive it from healthcare leaders, peers, marketing executives, and physician relations representatives. Get the critical data that you need to succeed with your physician relations, referral, and communication efforts.

Get powerful, researched strategies and  insight to:

• Communicate the information physicians want in the manner they want to receive it
• Engage physicians in quality and patient satisfaction improvement efforts
• Determine the most effective way to promote services
• Strengthen your relationship with specialists, primary care doctors, and new recruits
• Improve the effectiveness of physician sales

• Medical staff support
• Beyond doing, communicating
• Business models
• Real involvement
• Summary

• Conversations about cost, technology
• Patient satisfaction
• Recruitment and retention
• Understand first
• Aligning for the future
• Summary

• ACO aware
• Shared savings and quality incentives
• Physician performance measurement
• Summary

• Who gets picked?
• Demonstrating quality in a peer-to-peer setting
• Consistent communication
• Making it easy for patients
• Tangled twine of priorities
• Summary

• Knowing and referring
• Ease of referral
• Elements that impact referral decisions
• Summary

• Care delivery post-discharge
• Managing expectations
• Messages show value
• Summary

• How do physicians like to receive marketing information?
• What this means for you
• Opportunity for action
• Summary

• Managing our “we know best” attitude
• Active support of physician-to-physician connections
• Social media and web innovations
• Summary

• Talk is not cheap
• Avoid only one option
• Education beyond CME
• Summary

• Measuring the value
• Resource role
• Managing concerns
• Helping them grow their practice
• Leveraging education
• On-boarding
• What’s happening at the hospital
• Summary

• The relationship is about physicians
• Personal development for this role
• What’s in it for me
• Managing internal perception
• Summary

• Expanding the role
• Gather data, use data, show your impact with data
• Listen to differentiate
• Knowledge is an obligation
• Internal coordination, collaboration, integration
• Summary

• VPs of advertising
• VPs of marketing
• VPs of communications
• VPs of public relations
• Chief marketing officers
• Advertising directors
• Directors of marketing
• Directors of communications
• Marketing managers
• Advertising managers
• Chief medical officers
• CEOs
• CNOs
• COOs
• Medical staff coordinators
• Practice administrators
• Physicians
• Physician relations representatives