Physician Relations

No doubt the talent is one of the most important aspects of best practice physician relations programs. 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:

• Assessing the sales skills and field effectiveness of the existing team
• Hiring assistance through identification of prospects, interviews, and sales skill assessment tools
• Program leader and field talent 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.

Leaders are obsessed with results! Physician relationship programs must document the direct return on investment through the 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

Sometimes, while the team knows they add value, they struggle to connect and demonstrate their importance internally. 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 dis-satisfiers and issues
• Develop internal support among physicians for outside referring physicians
• Create internal physician communications and program socialization plans

Training is important for everyone in healthcare and physician relations is no different. Relationship sales training is not a one-time event. When done right, training is frequent and focused and includes a variety of methods and tools to motivate the staff.

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. Our clients love our training sessions because we remind the attendees of their value, provide a structure to the relationship sales process and everyone leaves feeling motivated and valued in their role.

To learn more head to our Sales Training page.