physician liaison summit - midwest

K e y Ta k e aw a y s :

World Congress Presents The 3rd

S t r at e g i e s t o S t r e n g t h e n Y o u r P r o g r a m , C a p t u r e R e f e r r a l s , a n d I n c r e a s e Y o u r R e v e n u e

Physician LiaisonSummit — MidwestPhysician LiaisonSummit — Midwest

To register, please visit www.worldcongress.com/liaisons • Phone: 800-767-9499 • Fax: 781-939-2543 • Email : [email protected]

Organized by:Supporting Organizations:

Plus! Attend a Pre-Summit Workshop on Tuesday, August 19, 2014

August 19-20, 2014 • The Crowne Plaza Chicago Metro Hotel • Chicago, IL

• Network with peers from a similar setting who can directly relate to your challenges

• Explore ways to utilize analytics to measure the success of your program

• Learn different strategies to build value-added relationships with referring providers

• Discuss how to meet the new expectations of the changing liaison role

Structure a Successful Liaison Program and

Use Data to Drive Decision Making

S Av e U p t o $ 6 0 0 W h e n Y o u R e g i s t e r b y F r i d a y , J u n e 6 , 2 0 1 4 !

F e a t u r e d P e r s p e c t i v e s f r o m M i d w e s t H o s p i t a l s a n d H e a l t h S y s t e m s :

• Advocate Health Care• Beaumont Health System • Cleveland Clinic• Kettering Health Network• Nationwide

Children’s Hospital• OhioHealth • Rockford Health System• Rush University

Medical Center• Spectrum Health

• St. Vincent Health• Swedish Medical Center• Tenet Healthcare• The University of

Chicago Medicine• University Hospitals

of Cleveland • University of Michigan

Health System • Wheaton Franciscan

Healthcare

F o r c o n F e r e n c e u p dat e s v i s i t

www.worldcongress.com/liaisons

Educational Underwriters:


Who Should Attend: From Hospitals and Health Systems:

• PhysicianLiaisons

• ChiefMarketingOfficers

• ChiefStrategyOfficers

• PhysicianLeaders

• VicePresidents,Directors, Managers,andHeadsof:

– ReferringPhysicianOffices

– PhysicianServices

– PhysicianOutreach

– PhysicianRelations

– PhysicianEngagement

– HospitalandPhysicianRelations

– BusinessDevelopment/Strategy

– Marketing

– NetworkDevelopment

ThisConferencealsobenefits:

• PhysicianRelationship ManagementCompanies

• CustomerRelationship ManagementCompanies

• Hospital-Physician SolutionsCompanies

CONSIDER A SPONSORSHIP PACKAGE • Present to Key Players in Your Target Market • Take Advantage of 1-on-1 Sponsor/Attendee Meetings Facilitated On-Site

CAPTURE A TRUE ROI ThROUgh SPOnSORShIP OF ThE FOllOwIng:Agenda Thought leadership • networking Cocktail Reception • Breakfast Symposia • luncheon • Executive networking Breaks

ToinquireaboutSponsorship,Exhibit,andExecutiveNetworkingOpportunities,Contact ChrisKarassik,BusinessDevelopmentManager,WorldCongress•[email protected]


Strategies to Strengthen Your Program, Capture Referrals, and Increase Your Revenue


A u g u s t 1 9 - 2 0 , 2 0 1 4 • C h i C A g o , i L

Dear Esteemed Colleague,

Health care reform, coupled with uncertainty in the market, and an increasingly competitive landscape, poses many challenges for physician liaisons and liaison programs. With market consolidation and fewer opportunities to interact with referring providers, the liaison role faces many obstacles.

Join me on August 19-20 in Chicago, when we’ll discuss the most pressing issues that we face in our physician liaison role and learn strategies to strengthen our programs as a whole. The 3rd Physician Liaison Summit offers attendees ample time to network and share ideas. Hear from thought leaders, representing a variety of hospital settings, as they share their knowledge and discuss how to implement similar solutions.

Key topics of discussion throughout the meeting include:

• Buildingavalue-addedrelationshipwithreferringproviders

• Understandinghowtoengageandmotivatephysicians

• Implementingprotocolforcommunicatingwithreferringproviders

• Meetingthenewexpectationsasourrolechanges

Don’t miss this opportunity to interact directly with peers as we face the challenge of demonstrating that the liaison role now, more than ever, is essential to driving growth and revenue to our organizations.

IlookforwardtowelcomingyouinChicago.

Sincerely,

Paola Cieslak Associate Vice President, Strategic Outreach Rush univERsiTy MEdiCal CEnTER Chairperson, 3rd Physician Liaison Summit – Midwest


DAY oNE – tuEsDAY, August 19, 2014 • PrE-summit workshoP7:30 am – 8:30 am Workshop Registration and Morning Coffee

8:30 am – 11:45 am P R E - S U M M I T W O R K S H O P

Structure a Successful Liaison Program and Use Data to Drive Decision Making while liaison programs are focused on gaining referrals to increase revenues, sometimes the basic business principles are forgotten. This workshop will be highly interactive as attendees will discuss the business side of a liaison program with peers from across the industry. Topics will include strategic planning behind the day-to-day operations, determining and understanding metrics, and analyzing and using data to drive results.

• learn what daily benchmarks are needed to increase productivity • Create an incentive program based on measurable activities that captures liaison efforts• Monitor and track data against benchmarksTopics that will be covered: • Structuring your program to achieve desired results• Tracking activity and results and using that information to drive decision making• how do we, along with marketing manage and grow our employed physicians, is this the future of the role?

lane Cooley Vice President, Physician Relationship Management TEnET hEalThCaRE

Jay Feinstein Senior National Director, Physician Development TEnET hEalThCaRE

Rob Grant Co-Founder, Executive Vice President EvaRianT

11:45 am – 1:00 pm Lunch on Your Own/Main Summit Registration

DAY oNE – tuEsDAY, August 19, 2014 • mAiN summit AgENDA1:00 pm – 1:15 pm

Chairperson’s Welcome and Opening Remarks Paola Cieslak

Associate Vice President, Strategic Outreach Rush univERsiTy MEdiCal CEnTER

STRATEGIES TO STRENGTHEN YOUR PROGRAM1:15 pm – 2:00 pm PANEL DISCUSSION: Breaking the Barrier –

Build a Value-Added Relationship with Referring Providers One of the biggest challenges facing liaisons is building value-added relationships with referring physicians. In this panel discussion, hear different approaches to how industry peers are establishing value in referrers’ offices and securing face-to-face time with the physicians.

• learn how to establish value with gatekeepers • Recognize what value-added services are most important to referring providers• Establish your system as a trusted resource in the eyes of referring providers

Moderator:

Jim davis Senior Director, Business Development, Grant Medical Center OhiOhEalTh

Panelists:

Christina drakulich Physician Liaison naTiOnwidE ChildREn’s hOsPiTal

Tara Heitz Physician Liaison BOTsFORd hOsPiTal

Kate Kenny Director, Physician Outreach univERsiTy hOsPiTals OF ClEvEland

Jim Zache Vice President, Physician Recruiting and Physician Relations, whEaTOn FRanCisCan hEalThCaRE

2:00 pm – 2:45 pm CASE STUDY:

Explore the Impact that Mergers and Acquisitions Have on the Liaison Role with hospital consolidation on the rise, it is important that the liaison role adapt to this changing environment. listen to one health system share its best practices when it comes to engaging new physicians, collaborating with medical staff, and integrating two systems to function as one entity.

• learn about preparations that can be taken prior to an acquisition to ensure a smooth collaboration• Overcome the challenges that are associated with the consolidation of two health systems

Kate anderson Manager, Physician Liaison Program BEauMOnT hEalTh sysTEM

laura Glenn Vice President, Chief Operating Officer, Beaumont Physician Partners BEauMOnT hEalTh sysTEM


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DAY oNE – tuEsDAY, August 19, 2014 (CoNtiNuED)2:45 pm – 3:30 pm Understand Technologies for Tracking and Managing Referrals

As the number of technologies made available to liaisons increases, it is important to understand how each system could best work with your organization. This session showcases one health system’s quest to find the best solution to: understand the physicians in their market using data and analytics, create specific objectives based on strategic initiatives, engage the right physicians, and measure the results of the liaisons’ efforts, all in one easy to use system. hear about the process used to identify, select, and implement the solution including:

• how to go about selecting the appropriate system for the team • Questions to ask a PRM vendor

* it’s not just about the technology• ways to build the best system for your hospital/health system

* how to get buy in and support * who to engage * differences when working with employed versus independent groups* aligning with the business decisions on the horizon * due consideration given to the new world of value-based purchasing and population management

• Implementation learnings

lori Brenner Executive Vice President TEa lEavEs hEalTh

darin szilagyi Chief Marketing Officer, Senior Vice President TRiniTy MOThER FRanCEs hEalTh sysTEM

3:30 pm – 4:00 pm Networking and Refreshment Break

4:00 pm – 4:45 pm ROUNDTABLE DISCUSSIONS:

Understand the Driving Forces behind Engaging and Motivating PhysiciansDuring these roundtable discussions, attendees break into small groups to discuss a variety of issues. Each roundtable is led by a facilitator to help moderate discussion. Towards the end of the session, the facilitators share the thoughts of their group with the entire delegation opening up broader discussion of the topic among everyone.

Discussion #1 Discussion #2 Discussion #3• what’s really important to physicians and

their staffs?• how do they think?• how can we use those drivers to motivate

and increase referrals?

Facilitator:

Patrick wiseman Former System Director, Physician Marketing sT. vinCEnT hEalTh

• how do we break the communication barrier?

Facilitators:

Tanya Rolf Director, Physician Relations whEaTOn FRanCisCan hEalThCaRE

dale sloan Director, Physician Relations whEaTOn FRanCisCan hEalThCaRE

• how do we help facilitate relationship building between our specialists and referring providers?

• what are the key building blocks to these relationships?

Facilitator:

helen Brooks Vice President, Community and Regional Development ROCKFORd hEalTh sysTEM

4:45 pm – 5:30 pm ROUNDTABLE DISCUSSIONS: Birds of a Feather

what works in one hospital setting may not in another – or may not be feasible to try all together. During these roundtable discussions, attendees split into groups to meet their ‘birds of a feather’ peers who share similar experiences, challenges, and opportunities based on the type of organization they represent. (Attendees may also create their own grouping if one of the below is not applicable.) The moderator poses questions and topics of discussion to the room that each group individually discusses to come up with solutions that can be directly applied in their type of setting.

Group #1 Group #2 Group #3University/Academic Health Systems

Community-Based Health Systems

Integrated Delivery Systems

Moderator:

nancy a. Robie, FaChE Network Vice President, Service Line Strategy KETTERinG hEalTh nETwORK

5:30 pm – 6:30 pm Close of Day One; Cocktail and Networking Reception


DAY t wo – wEDNEsDAY, August 20 , 2 0148:00 am – 8:30 am Morning Coffee

8:30 am – 8:45 am Chairperson’s Welcome and Review of Day One

Paola Cieslak Associate Vice President, Strategic Outreach Rush univERsiTy MEdiCal CEnTER

8:45 am – 9:30 am Embrace Internal Collaboration to Bring Value to Your Referring Providers

with the amount of uncertainty in the market, it is important to develop a plan to work as a cohesive unit. Strong internal collaboration strengthens how referring providers perceive an organization, increasing their willingness to refer.

• learn to engage internal stakeholders around the work of your team • Effectively represent your organization to the outside market with key service line leaders by your side• Facilitate workflow enhancements across organizational lines that create value

whitney Benedict Director, Physician Relations and Market Development sPECTRuM hEalTh

9:30 am – 10:15 am Develop a Communication System to Assure Alignment

with Physicians in Your System Most of the liaison’s role depends on high physician satisfaction so they continue to refer to your organization. learn how one organization developed a communication plan to keep physicians satisfied and in turn drive more referrals.

• Implement protocol for communicating with referring providers once patients are using your organization• Ensure referring providers are updated on patient progress• Increase referring provider loyalty by showing appreciation for referrals

stacy Phelps Former Director, Business Development and Physician Relations uniTEd GEnERal hOsPiTal

10:15 am – 10:45 am Networking and Refreshment Break

10:45 am – 11:30 am Reduce Leakage to Support Keepage!

Physician relations staff roles have evolved with a greater focus than ever on growth and retention. Data and analytics are improving, and providing the directional information we need to understand where patients are leaving our systems.

• learn how to review data• Understand potential areas of vulnerability • Implement processes and technologies to reduce leakage and support keepage

Joanne detch Vice President, Physician Relations and Network Development advOCaTE hEalTh CaRE

Innovative Methods to Capture Referrals11:30 am – 12:15 pm CASE STUDY:

Utilize Non-Traditional Referral PathsTraditionally, organizations look to primary care physicians for patient referrals. learn how one University Medical Center took a unique approach to discovering new referral channels.

• Identify unique referral opportunities within your own community• learn first-hand the challenges of building effective relationships with non-physician organizations

amber naik Assistant Director, Physician Relations ThE univERsiTy OF ChiCaGO MEdiCinE

12:15 pm – 1:30 pm Luncheon


DAY two – wEDNEsDAY, August 20, 2014 (CoNtiNuED)1:30 pm – 2:15 pm Respond to the Growing Popularity of the Medical Concierge Model

with the passing of the ACA threatening the reimbursement for primary care physicians, many have begun to offer a medical concierge service. This model of service offers a new opportunity for liaisons to gain referrals for their hospitals and health systems.

• Discover what Concierge Medicine is and why it is gaining so much popularity• learn the qualities these physicians would be looking for in a system to make them want to refer their patients

Julie Robinson Senior Vice President, Business Development CyPREss COnCiERGE MEdiCinE

2:15 pm – 3:00 pm Coach Physicians Around Their Online Presence

with more physicians beginning to focus on patient experience, realizing the impact that the online patient has on physician reputation is becoming increasingly important. This session focuses on ways that liaisons can consult with physicians on how to manage their online presence through social media.

• Understand how patient experience affects the physicians’ online reputation• learn how to approach and coach physicians surrounding their online presence • Discover how these insights can assist physicians to gain market share and improve the existing patient experience

dana lewis Manager, Digital Marketing and Internal Communications swEdish MEdiCal CEnTER

3:00 pm – 3:45 pm CLOSING PANEL DISCUSSION:

The Future of The Liaison Role — Where Do We Go From Here?when the liaison role was first established, the main goal was to increase referrals. As the landscape becomes more complex and competition increases, we must look ahead to realize how the liaison role is changing and how to best prepare to meet the new expectations of the role.

• Discuss ways to transition your role from liaison to growth specialist• Discover how to support physician practices and align their organizational goals with yours

Moderator:

Julia Jacobs Vice President, Business Development, ThE waTERFORd nuRsinG and REhaBiliTaTiOn CEnTRE

Panelists:

Paola Cieslak Associate Vice President, Strategic Outreach Rush univERsiTy MEdiCal CEnTER

donna Ferrante Director, Physician Relations ClEvEland CliniC

Jennifer Klaus Senior Physician Liaison, univERsiTy OF MiChiGan hEalTh sysTEM

3:45 pm Close of Summit


w H Y Y o u s H o u l d s p o n s o r

POSITION your company as a leading

solutions and service provider

MEET your market

SHOWCASE new technology

innovations

INCREASE brand awareness

GENERATE leads and new

business

DEVELOP new and

current client relationships

CONSIDER A SPONSORSHIP PACKAGE • Present to Key Players in Your Target Market • Take Advantage of 1-on-1 Sponsor/Attendee Meetings Facilitated On-Site

CAPTURE A TRUE ROI ThROUgh SPOnSORShIP OF ThE FOllOwIng:Agenda Thought leadership • networking Cocktail Reception • Breakfast Symposia • luncheon • Executive networking Breaks

ToinquireaboutSponsorship,Exhibit,andExecutiveNetworkingOpportunities,Contact ChrisKarassik,BusinessDevelopmentManager,WorldCongress•[email protected]


RegistRation Fee: Register By6/6/2014

Register By6/27/2014

Register By8/19/2014STANDARD

Conference $ 1695.00 $ 1995.00 $ 2295.00Conference + Workshop $ 1990.00 $ 2290.00 $ 2590.00Workshop Only $ 295.00 $ 295.00 $ 295.00HOSpiTAL & HEALTH SySTEMSConference $ 595.00 $ 895.00 $ 1195.00

Conference + Workshop $ 890.00 $ 1190.00 $ 1490.00Workshop Only $ 295.00 $ 295.00 $ 295.00GOVERNMENTConference $ 295.00 $ 295.00 $ 295.00Conference + Workshop $ 590.00 $ 690.00 $ 790.00Workshop Only $ 295.00 $ 295.00 $ 295.00

Fee for conference includes welcome coffee, lunch, reception, refreshments, and web-based conference documentation available pre- and post-event, accessible through password-protected website. Checks in U.S. funds drawn from U.S. bank payable to: wC Research Inc. no personal checks accepted. Verification may be required for rate approvals. Please contact us should you have any special needs.

sPeCiaL teaM DisCoUnts: with so much great content, you can’t possibly cover it alone. Sign up your team and save. Find out more about special group package discounts by calling 800-767-9499 or emailing [email protected].

PaRtiCiPant sUbstitUtion anD CanCeLLations: Your registration may be transferred to a member of your organization up to 24 hours in advance of the conference. Cancellations received in writing on or before 30 days prior to the start of the event will be refunded, less a $395 administrative charge. no refunds will be made after this date; however, the registration fee less the $395 administrative charge can be credited to another world Congress conference if you register within 6 months from the date of this conference. In case of conference cancellation, world Congress’ liability is limited to refund of the conference registration fee only. world Congress reserves the right to alter this program without prior notice.

satisFaCtion gUaRanteeD: world Congress stands behind the quality of its conferences. If you are not satisfied with the quality of the conference, a credit will be awarded towards a comparable world Congress conference of your choice.

wEBsiTEworldCongress.com/ liaisons

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Strategies to Strengthen Your Program, Capture Referrals, and Increase Your Revenue


August 19-20, 2014 • The Crowne Plaza Chicago Metro Hotel • Chicago, IL

F E A T U R E D C A S E S T U D I E S :UTILIzE NON-TRADITIONAL REFERRAL PATHS

• Identify unique referral opportunities within your own community

• Learn firsthand the challenges of building effective relationships with non-physician organizations

The University of Chicago Medicine

ExPLORE THE IMPACT THAT MERGERS AND ACqUISITIONS HAVE ON THE LIAISON ROLE

• Learn about preparations taken prior to an acquisition to ensure smooth collaboration

• Overcome challenges associated with the consolidation of two health systems

BEAUMONT HEALTH SYSTEM

to rEgistEr, visit www.worLDCoNgrEss.Com/LiAisoNs • 800-767-9499 • [email protected]

S Av e U p t o $ 6 0 0 W h e n Y o u R e g i s t e r b y F r i d a y , J u n e 6 , 2 0 1 4 !

Organized by:F o r c o n F e r e n c e u p d a t e s v i s i t

w w w.wo r l d c o n g r e s s .c o m / l i a i s o n s

PhOnE800-767-9499781-939-2400 outside the U.S.

physician liaison summit - midwest

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