8:30 am

* There is a 30 minute coffee and networking break from 10:15 am – 10:45 am

As health systems continue to partner with and acquire hospitals, the way patients are referred changes drastically. Once partnerships are formed, providers often refer patients only to providers within their allegiance. Learn advanced strategies that both new and experienced physician relations specialists can use to increase referrals for providers in your network.

Develop Effective Strategies to Build Better Relationships and Generate Referral Growth

  • Learn which questions to ask physicians to keep them engaged and interested in business
  • Elevate customer service skills to meet the needs of providers
    • Seek out the individual needs of each provider to incorporate into onsite meetings
    • Create solutions to physicians’ concerns to build better rapport and to be seen as a resource
  • Walk through the process of initial outreach, onsite visit, and follow up emails, calls, and visits and identify areas for improvement
  • Develop conversational skills to set objectives for each office visit for a memorable experience and increased commitment

Participate in Workgroups to Develop Solutions to Common Challenges Faced by Liaisons and Senior Leadership

  • Thoroughly review submitted questions, comments, and concerns professionals in the industry are having and develop solutions to address these concerns through roundtable discussions and input from audience
  • Collaborate with peers and speakers to overcome challenges specific to your role, health system, and referral process
Kathleen Harkins
Principal and CEO
Harkins Associates

Ryan Swailes
Physician Liaison
Chesapeake Urology

12:30 pm
Michael Nochomovitz, MD
Senior Vice President and Chief Clinical Integration and Network Development Officer
New York-Presbyterian

12:45 pm

Physician relations specialists strive to have more physicians participate in their network by referring patients to their providers. However, once a physician liaison gets a physician to refer to the preferred provider, technology can disrupt the referral process and limit the overall network development of a health system. Understand the role technology has in the overall physician network development process.

  • Discuss recent advancement in technology related to network development
  • Identify strategies to use technology to increase the number of referrals in your network
  • Hear what New York-Presbyterian Health System did to ensure growth in its system and generate downstream revenue
Michael Nochomovitz, MD
Senior Vice President and Chief Clinical Integration and Network Development Officer
New York-Presbyterian

1:30 pm

it is necessary to address these changes and enhance the skill set for professional growth and development. In fact, many physician liaisons are transitioning into an overarching role of physician relations specialists and taking on more responsibilities. Define the present role of a physician liaison, and discuss how liaisons are transitioning into physician recruitment, service line marketing, and other positions.

  • Identify the similarities and differences between a physician liaison and a sales representative
  • Address the disconnect from what senior leadership expects of the role and what is demanded of the role in reality
  • Examine the different reporting structures in order to better understand the responsibilities of the role in various health systems
  • Identify the skills that can be used to transition into different roles in the health industry
  • Predict the future outlook for the role and how to ensure advancement in the industry
Lauren Dudley
Vice President, Market Development & Acquisition
Lake Norman Regional Medical Center

Tammy Tiller-Hewitt, FACHE
Chief Executive Officer
Tiller-Hewitt HealthCare Strategies

2:15 pm

As experienced physicians and advanced practice providers enter retirement, it is essential to address the concerns of millennial providers in order to excel in hiring new providers, keep them employed, and not overwork staff.

  • Explain how provider recruitment has changed over the years and determine if older strategies should be reinforced or revisited
  • Discuss how physician and advanced practice provider recruiters can provide tips for ‘what not to do’ when interviewing for a position
  • Use a multi-step hiring process to ask more about the needs of providers and address their concerns in order to increase provider retention
Rise` Porter-Wolf, MS/HRM, sHRBP
Expert Recruiter, Advanced Practice Providers
UPMC Talent Acquisition

Heather Reading
Manager, Physician Services
UPMC

3:30 pm

The ultimate goal of onboarding is to build a foundation that allows the physician to be efficient and busy as quickly as possible. Whether the physician is employed by an institution or works in a private practice, marketing and positioning strategies are critical to help the physician succeed. Efficient onboarding now often includes getting headshots, biographies, and highlight videos posted online and creating new marketing material for the individual or practice in a timely manner. The longer it takes to get a new physician hired and onboarded, the more capital is spent having another provider step in, which may lessen the quality of care if providers are being overworked. Discover how to market your new physicians efficiently and effectively as a critical stage in the onboarding process.

  • Cover value proposition, marketing plans, objectives, and strategies, and discuss website presence and audience targeting
  • Explore the increasing influence of social media and how you can get media interviews for positive market impact
  • Discuss the effect physician shortages have on physician liaisons and hospital leadership
  • Operationalize an holistic on-boarding process by streamlining interview processes, blog and media posts, and onboarding “to-do’s”
  • Revamp your press office structure to work proactively instead of reactively to utilize press releases to your advantage and reposition your brand in the marketplace for optimal recruitment
Dorie Klissas
Vice President, Marketing and Communications
Mount Sinai Health System

4:15 pm

Physicians have very limited time to spend with people other than patients. Learn strategies to maximize time spent at a physician’s office.

  • Discuss conversational strategies to connect with entire office staff
  • Understand how to educate liaisons who are at different levels in the industry regarding interactions at a physician’s office
  • Use the language of the office staff to show them your dedication to assisting the physician and highlight the opportunities you can bring to the office
Ryan Swailes
Physician Liaison
Chesapeake Urology

4:45 pm

Keeping patients within a network is becoming more difficult as wait times for providers increase. However, technology allows providers to easily refer patients to in-network providers with the click of a button. Learn how to use current technologies to help keep established patients in-network and bring in new patients.

  • Evaluate the various marketing platforms available to promote services and discuss what to look for when adopting a platform
  • Explore new strategies to keep physicians engaged and minimize barriers to using digital technology so they can easily refer patients to a provider in-network
  • Strategize ways to better market service lines and make your health system stand out in the community
Rebecca M. Emmons
Physician Liaison
University Hospitals of Cleveland

Bryan Kokish
Director, Customer Engagement, Marketing and Communications
University Hospitals of Cleveland