Physician-Hospital Relations & Sales Program Checklist For Effectiveness

When was the last time you conducted an effectiveness check-up of your Physicians Hospital Relations/Sales Program?

Here’s a quick 10-point checklist:

1. Update your physician/provider target list.
2. Evaluate the current metric system.

Ideally you need timely (monthly) and relevant (strategic service lines) referral data to monitor and quickly identify and respond to shifts in referrals.

3. Set up monthly debriefing meetings with leadership and PHR team.
4. Schedule face-to-face meetings with Referral Sources.

Get Directors, from all strategic service lines, on your schedule to “routinely” get them away from their safety zones and into the field (riding with the physician-hospital relations team) to meet “face-to-face” with their key referral sources.

5. Meet with key physicians and physician groups.

Get top executives, preferably members of the C-suite, on your schedule to meet with key physicians and physician groups to share the vision “face-to-face” with these partners.

6. Set up routine monthly meetings with your physician enterprise teams

i.e. the practice management and hospitalist teams.

7. Evaluate effectiveness of the Onboarding team.

Has it gotten mundane and ineffective? Is there a focus on referral management?

8. Training – Training – Training!

Ongoing training and education is a priority to stay sharp and ahead of the competition.

9. Draft your annual Year-in-Review document.

List annual activities, accomplishments, and metrics (growth). This provides your baseline “to beat” for the upcoming year.

10. Check in on your professional satisfaction scale.

Do you still love what you’re doing? If not, take some time to assess why and create a plan. Success starts with loving what you do!