E Newsletter - August 2007 - Corporate Health Group

August 2007 Your CHG Newsletter has arrived! Here's what you will find in this issue:		Building a Strategic Plaform for Referral Development
		The Tactical Side of Referral Development
		Training Your Staff and Conducting Market Intelligence
		A Little Perspective Goes A Long Way: Seeing it from the Physician's Side

Use best practices and referral development to your advantage in the physician relations development process. Contact the Corporate Health Group team. And visit us at www.corporatehealthgroup.com

In this issue, we delve deeper into the physician relations process: You'll find out more about best practices and referral development and how to customize those practices to your program. Plus, we'll give you an inside look on how to use the strategies to your best advantage and get a foot in the door.

Setting the Stage for an Effective Customer Service Experience

Building a Strategic Platform for Referral Development

While there's no one way to build a referral development effort, some core best practices and models have proven results. Here's a look at the top seven steps for building a successful physician relations strategy. We'll start off with a discussion of the first three steps:

1. Planning to Achieve Goals
2. Structure, Model and Approach
3. ROI
4. Messages
5. Right Staff in the Right Roles with the Right Pay
6. Training
7. Market Intelligence

>> Read Full Article

The Tactical Side of Referral Development

Once your strategy is firmly in place, now comes the tricky part: implementation. In this article, we’ll pick up on the previous discussion, but focusing now on the messages and staff needed to implement and support your referral development strategy.

A recap of the seven best practices:

1. Planning to Achieve Goals
2. Structure, Model and Approach
3. ROI
4. Messages
5. Right Staff in the Right Roles with the Right Pay
6. Training
7. Market Intelligence

>> Read Full Article

Engage Employees in the Service Delivery Process

Reach Out to Physicians: They're Customers, Too

Training Your Staff and Conducting Market Intelligence

Training Your Staff and Conducting Market Intelligence Strategy and staffing clearly are important to your physician relations strategy. But it's just as important to be certain that your staff is properly trained and that you have a mechanism to gather the right market intelligence. These facets ensure you have people out there with the right tools, and that you're moving in the right direction. A recap of the seven best practices:

1. Planning to Achieve Goals
2. Structure, Model and Approach
3. ROI
4. Messages
5. Right Staff in the Right Roles with the Right Pay
6. Training
7. Market Intelligence

>> Read Full Article

A Little Perspective Goes A Long Way: Seeing it from the Physician’s Side

Many years ago serving as a new physician relations representative and trying to get visits scheduled with physicians, I would get frustrated by the amount of energy it took me just to make a connection.

It wasn't until I actually spent some time with an office manager that I realized that my difficulty had little to do with me personally and everything to do with my approach and my understanding of the busy physician office.

Even with a customer-centric mantra, remembering the primary tenet of marketing sometimes eludes us when we make our approach to a physician's office. Of course, we know we need to think like the customer and concentrate on their needs, but we sometimes forget this notion or don't apply it to medical office personnel.

>> Read Full Article

To Gain Employer Customers, Examine Thier Needs

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