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Description
Physician relations programs, also referred to as physician sales or physician liaison programs, have entered the mainstream as a strategy for hospitals to create and improve relationships with physicians and to earn referral opportunities. The goal of a physician relations program is to position the hospital in the minds of physicians as the facility of choice for their patients.
This report, based a 2012 survey of SHSMD members, provides baseline and trend information on the parameters of physician relations programs, including:
- Staffing
- Compensation
- Program focus and momentum
- Sales processes and tools
- Measuring impact
The study findings are accompanied by 30 exhibits, many of which are broken down by hospital bed size. Comparisons with SHSMD’s first physician relations study, conducted in 2010, are also included. The 2012 survey instrument is reproduced in the Appendix.
Physician Relations Programs in Hospitals 2012: A SHSMD Benchmarking Study demonstrates that today’s physician relations programs are not only more focused than ever but also under more pressure to produce results.
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