Physician Relations

Hospital and medical practice success is built on the strength of relationships with physicians. Without that, there is no growth. Field liaison programs remain the most effective way to create and maintain meaningful connectivity with physicians. Our experience with physicians and field teams makes us uniquely qualified to help you:

  • Customize a best practice physician relationship model to your market and need.
  • Develop talent and field techniques to maximize referral and retention success.
  • Set strategies, prioritize goals, and select tactical tools to drive results.
  • Establish evidence-based measurement and metrics.

When it comes to creating high performance physician relationship field programs, one size does not fit all. Successful programs are highly customized and fine-tuned to individual markets, organizational realities and physician culture. They are tightly aligned to strategic imperatives, driven by strong and consistent message, prioritized by data-driven targeting, and measured for results. Here’s how we help you:

  • Market assessment, analysis, strategy and prioritized targeting
  • Talent development, team building, and best practices adaptation
  • Physician culture assessment, engagement and retention strategies
  • CRM and PRM counsel, field team results measurement, and reporting

Most healthcare leaders are not “sales” types. Effective physician relationship team members are. And, we are, too. We help you find, hire and develop the right kind of talent for your team. Here’s how:

  • Objective assessments of existing team
  • Identification of prospects, interviews, and sales skill assessment tools
  • Onboarding, one-on-one coaching, ongoing training, and performance evaluations

Learn more about how we can help you develop and improve your talent on our Team Talent page.

Physician relationship programs must document direct return on investment through generation of new referrals, effectiveness in mitigating volume loss, physician satisfaction and retention, and positive market perception among targeted audiences. We have helped hundreds of physician relationship teams prove their value to their organizations. Here’s how:

  • Setting clear and precise field sales performance standards.
  • Documenting field sales referral activity impact.
  • Credibly tracking and reporting return on investment.

Internal organizational clarity, ability to outline a clear physician relationships vision, developing a higher level understanding of your physicians, and field strategies and tactics tailored to your market, culture and organizational expectations are critical to success. We have a proven method of asking the right questions, synthesizing and focusing the answers, and guiding you in navigating the sometimes rough waters of internal buy-in. We partner with you to:

  • Assess operational readiness to grow.
  • Work with service lines to ensure clarity and responsiveness.
  • Surface, report and resolve physician dissatisfiers and issues.
  • Develop internal support among physicians for outside referring physicians.
  • Create internal physician communications socialization programs.
Simply having a field team does not ensure referral success. Results depend upon clear goals, methodical discipline in execution, and the ability to close. Team training is required to create high performers who use engaging and intentional messaging to truly connect with physicians. Our proven tools and techniques are customized for you and your team by our certified sales instructors. Visit our Sales Training Page for full details. 

Our Expertise

Hospital and medical practice success is built on the strength of relationships with physicians. Without that, there is no growth. Field liaison programs remain the most effective way to create and maintain meaningful connectivity with physicians. Learn More

Recruiting a strong pipeline of physician talent is the cornerstone of a strong hospital or medical practice. Physician recruitment teams play a critical role and high performance recruitment teams are vital to success. Learn More

Physician practices are now a part of almost every health system. Each practice is unique, and requires a tailored solution for recruiting and retaining patients. Building on years of real-world marketing application and success, we help you get it right. Learn More 

And let’s do it on your timeline and within your budget.