paragon health provider relations program 6 15 10
TRANSCRIPT
Provider Relations Program
Retain and grow referral business through positive physician relationships
and targeted, measurable strategies
Objectives
• Retain existing and grow new market share– Create awareness of key services available at your
practice– Develop and enhance relationships with referral
providers– Maintain meaningful exchange of information
between physician liaison and referring physician, including competitive intelligence
Key Program Elements
• Referral Management• Relationship Management • Office Staff Management – Access into MD• Prioritization of Visits • Reporting Process• Measurement
Program Elements
OFFICESTAFF
RELATIONS
RELATIONSHIPMANAGEMENT
MEASUREMENT
REFERRALMANAGEMENT
Referral Management
• Identify and analyze available referral data• Develop issue tracking system to address
referral physician concerns• Introduce and promote practice physicians• Establish measurement tools to benchmark
and monitor referral physician satisfaction
Relationship Management
• Create liaison process with referring MDs• Offer CME/education events• Improve patient related communication to
referring MDs including new provider orientation
• Coordinate office visits by specialists• New provider orientation
Office Staff Relations
• Foot in the door – create access to MD’s• Educate physician office staff regarding
practice referral procedures
– Create and distribute referral guide– Promote referral line to increase utilization – Establish measurements for success
MeasurementSuccess Factors
Baseline Measure
Q1 Results Q2 Results Goal
# and % Increase of
Visits Physician
SatisfactionCME Presence
Referral Volumes (# & $)
New Service ContractsPhysician Retention
Survey Questions
Your Practice Name and Logo
ROI
Reinforcement
Communication
Referrals
Market specificapproach, based
on referral patterns,competition,
awareness, etc
Physicianswill share
their thoughts when asked
Additionalpartnerships
i.e., echo contracts,outreach
opportunities
Physiciansare unaware
ofservices,
outcomes,specialists, etc
Referralgrowth,
retention,and improved
referralsatisfaction
Service recovery
Summary
• Understand Competitive Landscape• Understand Demographics• Learn and Leverage Best Practices• Develop the Plan• Outsource Key Components as Necessary• Execute the Plan• Measure Progress and Course Correct
PARAGON SERVICES
Paragon Provider Relations Services
Program Assessment Program Design
Program Implementation
Resource Recruitment
Resource Training
Program Oversight
