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Goodbye, Physician Relations; Hello, Business Growth

Marianne Aiello, for HealthLeaders Media, July 18, 2012

"All goals in the volume perspective were developed in conjunction with the entities," Boydell says. "They told us what they wanted to grow and we provided the strategy of how we were going to do that."

Today, THR no longer incentivizes activity goals. While Physician Growth Specialists do have to meet basic activity requirements, all incentivized goals center around volume.

This year marks THR's new physician growth program's third full year of deployment, having been in place since midway through 2009. And the strategy's results are continuing to grow.

THR has set goals ranging from a 3% to 6% increase in growth over the year before, depending on conditions within the specific entity. In the first quarter of 2012, the majority of its entities exceeded the 6% goal.

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7 comments on "Goodbye, Physician Relations; Hello, Business Growth"


Cade (11/30/2012 at 10:50 AM)
There is an interesting article that I read called Transitioning from liaison to growth specialist. The article talked about how the r of the liaison wasn't going away it was just changing to a growth specialist with the help of a healthcare crm. http://marketware.com/transitioning-from-liaison-to-growth-specialist/

Lou (7/27/2012 at 11:46 AM)
I have seeing rapid growth in number of physicians in the Houston area moving to a concierge medical practice model limiting number of patients in their practices in exchange for high upfront annual fees. How does this trend fit with the strategies recommended in this article.

James (7/26/2012 at 10:24 AM)
Has anyone, God forbid, measured physician satisfaction with the model?