Managing Physician Relationships | Evariant

Managing Physician Relationships

Today’s Reality

Hospitals are competing for new cases to secure the revenue they need

Even a Moderate Level of Leakage Can Significantly Affect the Bottom Line

avg revenue generated from each referred

$11K - $12K

avg revenue generated by a physician$1.5M

Physician Alignment Starts by Understanding

Who booked the most OR hours last month?

Who referred cases to out-of-network facilities in the same period?

Which service lines are most likely to grow with the smallest investment?

Does your caseload have the right mixof commercial/ government payers?

But it’s not just about revenue. Out-of-network referrals

effect patient care.

Keeping the Caseload In-Network Requires Strong Physician Relationships

Relationships are forged through outreach by “Sales”

These teams go by many names: Physician Liaisons, Market Development Representatives, Physician Relationship Mangers…

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These Teams Need the Right Resources and Insights

Physician Relationship Management Solution 

Technology that makes sense of Big Data from Clinical

Records and Claims Data

How Tools Fix the Referral Leak

• Create targeted outreach plans and growth strategies from big data

• Provide insights to market development managers to have more poignant conversations with physicians

• Track physician outreach

• Measure the impact of outreach efforts

• Course-correct existing growth strategies

Big Data in Context of Physician Alignment

Intelligence from claims data reveals physician volume by specialty, loyalty by specialty, and referral influence by specialty.

Offering insights into the service lines with the best growth potential and the physicians most likely to be receptive to outreach.

How can you use this data to implement change, achieve

growth, and measure progress?

#1 Define Opportunities for Increasing Market Share

Identify the 5 or 6 service lines with the greatest

potential for growth

Requires accounting for internal financial data and

external market forces

#2 Identify Physician and Service Line Segments

Think 80/20: 80% of revenue comes from 20% of physicians

Focus on those just below the top 20%. This is where your biggest

opportunity for change is.

#3 Cultivate physician relationships effectively

Understand the issues physicians face:• Is it difficult to schedule?• Do they know the in-network specialist?• Does a competitor offer facilities or

equipment you do not?• Etc…

Physician liaisons will uncover these areas and can direct feedback to the right areas to close the loop for their physician.

#4 Track and Measure Success

Healthcare needs the same data-driven decision-making, orchestration, and tracking as any other enterprise.

Physician liaisons need a Physician Relationship Management tool to track and manage all outreach activities.

Managing Physician Relationships

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