Physician Marketing: Increase referrals and build market share

We'll answer these questions and more during the Webcast, Physician Marketing: Increase referrals and build market share. Listen to this 90-minute program to learn what an effective physician relations program can do, and what successful model plans look like.

Our expert speakers provide a roadmap for developing, positioning, and enhancing your physician sales program. They also highlight case studies of successful physician relations models at premier health systems. Through their dialogue with the case studies, you'll walk away with new strategies for proving the value of a targeted marketing plan and creating a personalized approach to physician relations.

Program Agenda

1. Market Momentum
   • Market-driven interest in a physician relations sales model
   • Internal readiness to implement and/or grow your sales model
   • Integration of physician sales with other physician strategies and retention  
   • Selling internally
     
     
2. Differentiating Your Model
   • Creating a referral development model
   • Providing a tangible model with outcomes/ROI
     
     
3. Working Out the Details (Roundtable discussion)
   • The art of targeting
   • Tackling problems
   • Managing internal and external needs
   • Setting realistic expectations
   • Integration with marketing
   • What's next? Getting more from the program
     
     
4. Q&A
   

Who should attend?

• Healthcare marketing directors, VPs, and professionals
• Healthcare executives and marketing consultants

Meet the speakers

Kriss Barlow RN, MBA, is the Senior Consultant with Corporate Health Group Midwest in Hudson, WI. Barlow brings to clients a clinical perspective complemented with physician strategy, marketing, and network development success. Working in leadership and program development, she was able to bring several successful programs into the market for the hospitals and companies she served. Barlow's greatest strength is her hands-on approach to strategy and strategic marketing—moving the document off the shelf and into actionable tactics and supporting the team in implementation. Her entire career has focused on physician relationships and consensus building with the medical community. She has helped many hospitals develop marketing and internal strategies for effectively communicating with their key customers.

Kurt R. Stull, is Director of Physician Relations at OhioHealth in Columbus, OH. Stull was brought to OhioHealth in April 2000 to create and implement a Physician Relations program for Riverside Methodist Hospital and Grant Medical Center, the two largest hospitals in the OhioHealth system. He has provided consultation for other entities within the organization as well. Stull has a thorough understanding of the importance of focusing on physicians as customers. The concept behind his Physician Relations program follows the model utilized in the pharmaceutical industry, combining a professional, "soft" sales approach with solid relationship building.

Christine M. Rhodes, M.S., is the Director of Physician Relations and the Pediatric Call Center at the Children's Hospital in Denver, CO. Rhodes is an active member of the Child Health Corporation of America's physician relations group and serves on the SHSMD physician strategies task force. Prior to her work in Denver, she was the director of patient relations and visitor services at the University of North Carolina Hospitals in Chapel Hill, NC.

System Requirements and Program Materials

Please note that to fully benefit from the webcast experience, you will need a computer equipped with an Internet connection, sound card, and the following browsers: Netscape Navigator 4.7 or Internet Explorer version 5 or higher.