Direct marketing and Provider Relationship Management at MIMIT Health (Provider/Physician Liaison) Strategy

Direct marketing and Provider Relationship Management summary Jun 19, 2024

BUSINESS DEVELOPMENT

We are seeking to find patients with vascular disease to diagnose and treat (PAD, veins, wounds)

has a powerful impact on the growth of the vascular practice by
- increasing patient referrals and subsequent consultations / procedures

Develop a relationship marketing program knowledgebase & state-of-the-art systems and tools for business development
Develop an effective team of Provider relations managersaka Provider (physician) Liaisons.
dedicated professionals who
- represent MIMIT Health in an effort to establish and strengthen the relationship between existing / potential referring physicians (providers) and MIMIT HEALTH
  - expand relationships with existing and potential referring practices.
- maintain and grow the patient referral base for MIMIT Health
- maintain an open line of communication with referring physicians (providers)
- perform diligent community outreach

trained in professional sales and listening skills
- Is part customer service, part sales, part consultant, and a few other roles mixed in
trained to ask questions and listen to the needs of the referring provider /physician.
- Referring physicians don’t want to be told, they want to be heard and then reassured that patients that they refer to your practice will receive adequate care that reflects positively on the referring physician.
Are trained very well to ask the right questions that meet the needs of their clients in a professional manner.
Represents MIMIT Health and acts as an EXTENSION of the doctor while cultivating relationships
Becomes the GLUE between IMIMIT and referring offices and facilities
Visits referring physicians’ offices regularly with updates on services & referral materials and to followup on satisfaction with the referral relationship

develop and follow the marketing strategy
manage their time well
prioritize their referring physician target list
identify hidden decision makers
respond in a timely manner
develop relationship development tools that referring physicians value which get their foot in the door
Build honest effective relationships that result in trust and reliability
Emphasizes the value of MIMIT Health being a cutting edge, leading, best-of-practice, fully digitally transformed health care organization
Uses all the systems and tools very effectively and effectively, salesforce.com and other communication and collaboration systems and tools
- Use the best of practice CRM tools in Salesforce. Com, marketing cloud, healthcloud etc, for Provider Relationship Management
Locates and secures business from new referral sources, promotes services, treatments, and providers, strengthens reputation, managing negative feedback, keeping mimit health aware of changes in the market place.
Seek to establish a new referral relationship & make frequent stops into the offices of referral partners to create a connection, distribute material, and schedule face-to-face time with the physician hey represent and the potential referring physicians.

develop a call schedule by territory ( Service area) that
- targets specific referring providers /physicians who meet a predetermined “best-fit” criteria for referring to Mimit health .
- Avoid a newspaper route style standard cycle of “deliveries” without regard to the referring provider’s needs
- Visit referring physicians’ offices regularly with updates on services & referral materials and to followup on satisfaction with the referral relationship.
- provide valuable customer service as needed

Provider relationship ( direct) marketing Program and advertising marketing Programs are complimentary but separate programs with their own strategic goals, implementation plan, budget and ROI measurements of success.

Avoid excessive information download to referring providers
work toward having MIMIT Health viewed as a patient centered trusted clinical advisor and not a pusher of treatment options. Mimit Health cares for the patient.
The relationship manager should have learned to have a “consultative conversation” with the referring providers and/or their staff, and know the questions to ask to uncover the referring physician’s specic challenges and needs

Locates and secures business from new referral sources
keeps Mimit Health aware of changes in the market place.
Know the market ( territory) and maintain referring provider 360 view in Salesforce
Use SFDC provider and account profiles and keep them up to date

Other resources, references and links