Precision Physician Outreach
Each patient referral and physician liaison meeting has a story. With data science and detailed analysis on 10M+ referrals and 20,000 meetings at Intermountain Healthcare, this study is a field guide on the best practices to running a physician liaison program.
In 2015, Intermountain Healthcare's physician outreach suffered due to lack of visibility from leadership and lack of coordination within the team. It was a multi-million dollar investment, but there was no way to quantify the value of the program, meetings, or team. Physician satisfaction suffered as well -- poor adoption of the CRM at the time meant that liaisons were booking multiple meetings with the same doctors and providing conflicting reports.
What changed? Intermountain Healthcare partnered with SymphonyRM to use data science and AI to lead a new approach to physician relations. Most importantly, this field guide uses half a decade of data on referrals and revenues to form its conclusions on many tough challenges liaison programs face:
- How a data-driven, Next Best Actions approach more than doubled unique visits that liaisons had in their markets
- Adapting the role of the liaison to execute value-based initiatives for health systems
- How Intermountain Healthcare went from lacking visibility to understanding the revenue and volume each liaison meeting was worth
Based on the learnings from Intermountain Healthcare and other SymphonyRM clients, we are offering a brief workshop on outreach strategy and data strategy to help drive results and measurement from your outreach team.
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