Take a higher-level view of developing a liaison program and discuss some of the key points crucial to building an efficient team:

• Gaining buy-in from the upper-level decision-makers
• Differentiating between service-line driven models vs. territorial sales strategies
• Categorizing physician practices of interest and building a targeted map
• Identifying opportunities based on patterns, patients, insurance, and loyalty
• Determining in which communities to focus resources to maximize benefits for the entire organization
• Utilizing tiered plans for growth within large, competitive health care networks with varied communities
• Breaking down physician relations compensation models
• Appropriate utilization of social media

• Insight on the best technologies and solutions to implement, and how
• How to set goals and create a strategy to ensure focused growth
• Getting your foot in the door with valuable facetime
• Improving conversations with physicians

• Truly manage and coach your liaison team by helping them to be successful
• Tactical Skills: Incorporate role play techniques to practice conversations and plans for specific practices
• Strategic Skills: Guide liaisons with perspective on physician practices
• Key characteristics of a successful physician liaison and how to hire and build your team

The liaison's unique position within hospital business strategy, physician trends, and market needs provides inside knowledge to bring to the decision-making table. Discuss how liaisons can be a crucial factor in hospital strategy and why their role is central to hospital success beyond just referral growth:

• Anticipate market changes and develop qualified strategies to target physicians based on market trends and networking
• Position your organization for growth in an ACO environment
• Utilize claims data to:
  • identify the needs and gaps in community population
  • create a targeted strategy
  • drive up volume in the appropriate service lines

As the health care landscape shifts to a value-based, integrated delivery system, the physician liaison holds a unique position in coordinating patient care and maximizing hospital relationships with facilities along the continuum. This session explores the responsibilities of the liaison in future health care models as well as opportunities to have a much larger impact on business and quality outcomes:

• How the liaison role will be affected by current changes such as ACOs, pay-for-performance, integrated delivery, and readmissions
• New skills and knowledge-base liaisons need to operate effectively
• Ways to elevate their branding and relationships with physicians to be seen as "reform experts"