While liaison programs are focused on gaining referrals to increase revenues, sometimes the basic business principles are forgotten. This workshop will be highly interactive as attendees will discuss the business side of a liaison program with peers from across the industry. Topics will include strategic planning behind the day-to-day operations, determining and understanding metrics, and analyzing and using data to drive results.

• Learn what daily benchmarks are needed to increase productivity
• Create an incentive program based on measurable activities that captures liaison efforts
• Monitor and track data against benchmarks

Topics that will be covered:

• Structuring your program to achieve desired results
• Tracking activity and results and using that information to drive decision making
• How do we, along with marketing manage and grow our employed physicians, is this the future of the role?

One of the biggest challenges facing liaisons is building value-added relationships with referring physicians. In this panel discussion, hear different approaches to how industry peers are establishing value in referrers’ offices and securing face-to-face time with the physicians.

• Learn how to establish value with gatekeepers
• Recognize what value-added services are most important to referring providers
• Establish your system as a trusted resource in the eyes of referring providers

With hospital consolidation on the rise, it is important that the liaison role adapt to this changing environment. Listen to one health system share its best practices when it comes to engaging new physicians, collaborating with medical staff, and integrating two systems to function as one entity.

• Learn about preparations that can be taken prior to an acquisition to ensure a smooth collaboration
• Overcome the challenges that are associated with the consolidation of two health systems

As the number of technologies made available to liaisons increases, it is important to understand how each system could best work with your organization. This session showcases one health system’s quest to find the best solution to: understand the physicians in their market using data and analytics, create specific objectives based on strategic initiatives, engage the right physicians, and measure the results of the liaisons’ efforts, all in one easy to use system. Hear about the process used to identify, select, and implement the solution including:

• How to go about selecting the appropriate system for the team
• Questions to ask a PRM vendor
  • it's not just about the technology
• Ways to build the best system for your hospital/health system
  • how to get buy in and support
  • who to engage
  • differences when working with employed versus independent groups
  • aligning with the business decisions on the horizon
  • due consideration given to the new world of value-based purchasing and population management
• Implementation learnings

During these roundtable discussions, attendees break into small groups to discuss a variety of issues. Each roundtable is led by a facilitator to help moderate discussion. Towards the end of the session, the facilitators share the thoughts of their group with the entire delegation opening up broader discussion of the topic among everyone.

What works in one hospital setting may not in another – or may not be feasible to try all together. During these roundtable discussions, attendees split into groups to meet their ‘birds of a feather’ peers who share similar experiences, challenges, and opportunities based on the type of organization they represent. (Attendees may also create their own grouping if one of the below is not applicable.) The moderator poses questions and topics of discussion to the room that each group individually discusses to come up with solutions that can be directly applied in their type of setting.