New Physician Referral Models for Value-Based Care

Presented on 04/25/13, 1:00-2:30 (ET)

Join physician referral experts from MGMA-ACMPE and Baptist Health System, San Antonio to learn how to create sustainable and scalable marketing plans for physician referrals that will keep pace with healthcare changes in 2013.

Register for New Physician Referral Models for Value-Based Care and participate in an interactive Q&A, plus a presentation offering lessons learned and best practices. You’ll learn how to:

• Empower physician liaisons to return with actionable field intelligence
• Change referral patterns to help grow your practice
• Employ sales techniques to increase referrals
• Utilize hospitalists in outreach programs to gain PCP buy-in and grow volume
• Identify the right skill set for a good physician  liaison

PROGRAM AGENDA

We will have 60 minutes of presentation followed by 30 minutes of Q&A.

I. Increasing physician referral patterns

• Strategy
• Marketing plan basics 
• Why do you need one?
• Old world vs. new world
• How to keep pace with changing models of care
• Physician alignment
• Accountable care organizations
• Clinical integration
• Identify opportunities
• Historical volume patterns
• Indentify trends
• Deploy solutions

II. Physician liaisons as referral champions and field intelligence operatives

• Identifying personnel best suited for the role
• Becoming advocates for physicians
• Using specialty physicians in the field
• Results of 1:1 meetings
• Training with Sales 101 tactics
• Aggregating field intelligence
• Using tools to track progress

III. Scaling the strategy to fit different types and sizes of physician practices

• Overcoming resource differences
• Small
• Large
• Hospital-owned
• Opportunities to grow
• Using universities to take the practice on as a case study to help with marketing processes
• Employ and acquire
• Align with protocol agreements

IV. Live Q&A

SPEAKERS:

Kenneth T. Hertz, FACMPE, Principal, MGMA Consulting Group

With nearly 40 years of management experience, Hertz has held numerous leadership positions in small and large healthcare organizations in primary care, multispecialty care, and large integrated systems. His consulting work has encompassed a broad range of services, including operational improvement, practice analysis, strategic planning, organizational development, and strategic marketing.

Jeff Cowart, Senior Vice President, Growth & Sales

Baptist Health System, San Antonio

Interim Senior Vice President, Business Development

Abrazo Health, Vanguard Health Systems, Phoenix

Cowart joined Baptist in 2010 as senior executive leader for the Growth, Sales & Marketing division, and in 2012 was also named interim senior vice president for Abrazo Health, both part of Vanguard Health Systems. In his role he oversees physician relationship development, corporate and business relationship development, branding and marketing, internal and external communications, and digital and video outreach development. Before that, he served as vice president of communications and chief marketing officer for Inova Health System in Falls Church, Va., where he also developed and led the growth, sales, marketing, and communications teams.

WHO IS ATTENDING?

Marketing Director, Vice President of Marketing, Communications Manager, CFO, COO, healthcare marketers    

WEBCAST SYSTEM REQUIREMENTS

To fully benefit from the webcast experience, you will need a computer equipped with a broadband Internet connection, a sound card, and speakers or headphones. You will also need Macromedia Flash Version 8.0 or greater and an Internet browser (e.g., Internet Explorer); additionally, we recommend a screen resolution of 1024 x 768. The use of AOL or wireless Internet connections is not recommended.

Please Note:

Participation in the webcast is just $279 per site. All materials must be retrieved from the Internet. Live orders are assessed a $5 processing fee. CD and combo orders are charged $18 for shipping and handling.

Confirmation of your successful registration – including instructions on how to access the webcast on the day of the presentation – will be sent to you via an email. If you don't receive such an email, please first check your spam box.  Should you have additional questions regarding the registration process, please contact us at 800-650-6787 or e-mail customerservice@hcpro.com.

Save money when you purchase multiple copies! Ask your customer service representative about money-saving discounts and bulk orders. Call toll free 800-650-6787 or e-mail customerservice@hcpro.com.

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