E Newsletter - February 2006 - Corporate Health Group

February 2006 Your CHG Newsletter has arrived! Here's what you will find in this issue:		Keys to Physician Prospecting: Striking Gold Requires a Plan
		Does Your Physician Add Sizzle to Your Occupational Health Sales?
		CHG Case Study: Healthcare System Takes Team Approach to Developing Tracking Software
		Involve Your Physicians in Your Customer Relations Effort
		In Considering New Physician Practice Models, Research Comes First
		Peer-to-Peer Interaction: Bringing Physicians Together

Whether you think of them as partners, customers or stakeholders, physicians are key to the success of your healthcare organization. This month, we've dedicated an entire newsletter to discussing ways to enhance your communication and collaboration with this important group—and further your success.

Keys to Physician Prospecting: Striking Gold Requires a Plan
By Allison McCarthy, CHG Managing Consultant

Among the key aspects to a top-notch physician recruitment effort is selective sourcing—finding and screening a pool of highly qualified candidates. Today’s healthcare organizations must be proactive when it comes to filling the funnel; that is, generating a sizeable list of solid candidates in order to recruit the perfect match. >> Read Full Article

Does Your Physician Add Sizzle to Your Occupational Health Sales?
By Carolyn Merriman, CHG President

In the occupational health and urgent care markets, competition is fierce. Programs today must work to differentiate themselves and position the value of their services to ensure employers work with them. Physicians, by their training and dedication, have the ability to contribute their expertise and knowledge—thereby providing a way to set your program apart. >> Read Full Article

CHG Case Study: Healthcare System Takes Team Approach to Developing Tracking Software

When HCA’s Continental division in Denver wanted to update its physician data tracking program, they knew the process required collaboration with a variety of internal users. One of those internal users was Mike Riley, vice president of sales for the division—who also was preparing to launch a new physician sales program. >> Read Full Article

Involve Your Physicians in Your Customer Relations Effort
By Catherine Baumgardner, CHG Associate

What comes first, the physician involvement or the service program? Maybe you’re struggling with how and when to involve your physicians in your service effort. Perhaps you’ve heard your staff say, “I’ll be happy to live by service standards when they make the physicians do it, too.”

Often, we think that we have to develop “it” before we involve those physicians—because we think that if they aren’t completely happy with everything we do, they’ll sabotage our efforts. >> Read Full Article

In Considering New Physician Practice Models, Research Comes First
By Suzanne Dewey, CHG Associate

There’s a growing band of physicians who are reflecting upon practice models and asking if a traditional medical practice really suits them. Just in the past few weeks, we’ve heard from frustrated locum tenens, established primary care physicians and brand-new practitioners all saying the same thing: Is there a different practice model that might suit them better?
>> Read Full Article

Peer-to-Peer Interaction: Bringing Physicians Together
By Kriss Barlow, CHG Senior Consultant

When working for a regional health system, I often heard physicians say, “I’ve sent patients to Dr. Smith at your facility from time to time, but we’ve never met . . . ”

The alarms sound, the opportunity is staring you in the face. As a hospital representative, this is your chance to connect these physicians. However, laying some groundwork on the front-end can be the difference between just getting acquainted and facilitating a meeting that provides value for both physicians, and your organization. >> Read Full Article

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