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- 1. K e y Ta k e aw a y s : World Congress Presents The 2nd Link Hospital Marketing, Business Development, and Physician Relations to Grow Referrals and Expand New Business Physician Liaison Summit — Midwest Physician Liaison Summit — Midwest To register, please visit www.worldcongress.com/liaisonmidwest • Phone: 800-767-9499 • Fax: 781-939-2543 • Email: wcreg@worldcongress.com Organized by:Educational Underwriter: August 11-12, 2015 • Crowne Plaza Chicago Metro Downtown • Chicago, IL • Integrate new providers with a strong on-boarding process • Retain physicians by understanding the referral pipeline and where leaks may occur • Break down communication barriers and build relationships with gatekeepers • Use data and analytics to increase revenue • Expand into new markets and outreach territories • Grow patient volumes in narrow networks • Explore how structuring a program by service line or geography affects outreach • Advocate Lutheran General Hospital • Ascension Health Senior Care • Catholic Health Initiatives • Hospital Sisters Health System - Southern Illinois Division • Lexington Health Network • Mercy Health and Mercy Health Physicians • Missouri Baptist Medical Center • Nationwide Children’s Hospital • Norton Healthcare • Presence Health • University Hospitals of Cleveland • The University of Chicago Medicine • Wheaton Franciscan Healthcare For conference updates visit www.worldcongress.com/liaisonsMidWest F e at 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 ta l s a n d H e a lt h S y s t e m s : Plus! Attend a Pre-Summit Workshop on Tuesday, August 11, 2015 Structure a Liaison Program to Use Data to Drive Success S a v 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 J u n e 1 8 , 2 0 1 5 !
- 2. Who Should Attend: From Hospitals, Health Systems, and Provider Organizations: • Chief Marketing Officers • Chief Operating Officers • Physician Liaisons • Vice Presidents and Directors of: – Physician Liaisons – Physician Relations – Referral Services – Physician Services – Referring Physicians Offices – Hospital and Physician Relations – Business Development/Strategy – Marketing This Conference also benefits: • Physician Relationship Management Companies • Customer Relationship Management Companies • Hospital-Physician Solutions Companies Dear Esteemed Colleague, With the health care market constantly changing, it is necessary to constantly reassess the quality of your liaison program and implement new tools to ensure continued success. The Physician Liaison Summit — Midwest brings together liaisons, business development, physician outreach, marketing, and referral development specialists primarily located in the Midwestern region of the U.S. to share strategies for expanding new business and growing referrals. Join me on August 11-12 in Chicago where industry thought leaders from a variety of hospital and health system settings in your region come together to explore ideas and offer strategies to enhance your programs. Gain insights and participate in valuable discussions around the most pressing issues that face our role, including ways to: • Implement a strong on-boarding process to increase physician retention • Adapt to new roles and new markets resulting from mergers and acquisitions • Implement tools for getting past the gatekeeper and into the decision makers’ door • Use data and benchmarks to reduce leakage and increase physician engagement Don’t miss this opportunity to interact directly with your peers, and return home ready to implement strategies to increase revenue and grow the success of your organizations. I look forward to seeing you in Chicago! Sincerely, T. Clifford Deveny, MD Senior Vice President, Physician Services and Clinical Integration Catholic Health Initiatives Chairperson, Physician Liaison Summit — Midwest 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 To inquire about Sponsorship, Exhibit, and Executive Networking Opportunities, Contact Chris Karassik, Business Development Manager, World Congress • Call 781-939-2419 or email Chris.Karassik@WorldCongress.com World Congress Presents The 2nd Link Hospital Marketing, Business Development, and Physician Relations to Grow Referrals and Expand New Business Physician Liaison Summit — Midwest Physician Liaison Summit — Midwest August 11-12, 2015 • Crowne Plaza Chicago Metro Downtown • Chicago, IL To register, please visit www.worldcongress.com/liaisonmidwest • Phone: 800-767-9499 • Fax: 781-939-2543 • Email: wcreg@worldcongress.com Educational Underwriters:
- 3. DAY ONE – Tuesday, August 11, 2015 • Pre-Summit workshop 7:30 am – 8:30 am Workshop Registration and Morning Coffee 8:30 am – 11:45 am Structure a Liaison Program to Use Data to Drive Success Whether you have a new physician liaison program or are revamping your program after a recent health system consolidation, this interactive workshop discusses the business aspects of a liaison program by exploring ways that data can be used to prove value as a new liaison or program. Explore ways to implement referral tracking methods and use analytics to ultimately drive the success of your program. • Learn daily, weekly, and monthly benchmarks that are needed to increase productivity • Discover how to prove value to referring physicians and showcase efforts to leadership • Hear what data to communicate to gatekeepers to get you through the physician’s door • Learn how to use data effectively to track referrals, reduce leakage, and show ROI Raul Campos Manager, Physician Relations MacNeal Hospital Brooke Hernandez Manager, Pediatric Physician Relations The University of Chicago Medicine Carol Marshall Executive Director, Referral Marketing and Customer Insights The University of Chicago Medicine Gail Young Director, Professional Outreach/Physician Relations Gateway Medical Center 11:45 am – 12:45 pm Lunch on Your Own/Main Summit Registration DAY ONE – Tuesday, August 11, 2015 • Main Summit agenda 12:45 pm – 1:00 pm Chairperson’s Welcome and Opening Remarks T. Clifford Deveny, MD Senior Vice President, Physician Services and Clinical Integration Catholic Health Initiatives 1:00 pm – 1:40 pm Implement a Strong On-Boarding Process to Increase Physician Retention A strong on-boarding process is a key to securing referrals, and liaisons play a big role in this process. In this session, discover best practices for integrating new providers into your hospital or health system. • Develop an integration plan/timeline • Learn how to address the short and long term needs of new hires • Discover the key communication skills that liaisons are responsible for Dara Webb Senior Manager, Physician Services and Business Development Missouri Baptist Medical Center 1:40 pm – 2:20 pm Discover Physicians’ Perspectives on the On-Boarding Process In this session, discussion around a compilation of video interviews from several newly on-boarded physicians provides a deeper understanding of the process from a physician’s perspective. • Gain insight into physicians’ reactions to various on-boarding processes • Identify what physicians find went well during on-boarding, and what they recommend be done differently • Determine the “absolutes” that physicians feel should be including in the on-boarding process Jim Zache Vice President, Physician Recruiting and Physician Relations Wheaton Franciscan Healthcare Thereisa15minutecoffee andnetworkingbreakfrom 10:00am–10:15am To register, please visit www.worldcongress.com/liaisonmidwest • Phone: 800-767-9499 • Fax: 781-939-2543 • Email: wcreg@worldcongress.com W o r l d C o n g r e s s P r e s e n t s T h e 2 n d Link Hospital Marketing, Business Development, and Physician Relations to Grow Referrals and Expand New Business Physician Liaison Summit — Midwest Physician Liaison Summit — Midwest
- 4. To register, please visit www.worldcongress.com/liaisonmidwest • Phone: 800-767-9499 • Fax: 781-939-2543 • Email: wcreg@worldcongress.com DAY ONE – Tuesday, August 11, 2015 (continued) 2:20 pm – 3:00 pm Understand the Impact on Outreach Based on Program Structure — Service Line vs. Geography There is much thought into whether liaison outreach structure is most effective when organized by service line or by geography. Service-line oriented liaisons benefit by being experts in the service line they represent while geographically oriented liaisons benefit by building a stronger rapport with physicians in their territory. This session discusses the pros and cons of geography vs. service line orientation. • Hear which types of programs benefit from which organizational structure • Learn what changes to make to increase effective outreach Jerri Bresnahan Regional Director, Business Development Lexington Health Network Jennifer Darnell Regional Director, Business Development Lexington Health Network 3:00 pm – 3:30 pm Networking and Refreshment Break 3:30 pm – 4:10 pm Understand the Impact of Mergers and Acquisitions on the Liaison Role Adapting to the changes resulting from a health system consolidation is no easy task. Not only must liaisons adapt to a new environment, but they must also adapt to new roles and responsibilities. Hear best practices to engage new physicians, grow new markets, and collaborate as one health system. • Overcome the challenges associated with the consolidation of two health systems, including expanding into new markets and helping physicians adapt to new referral networks • Discover how to show impact on investment with newly acquired practices • Implement benchmarks that show “keepage” • Develop tactics for successfully launching new service lines Howard Drenth President, Chief Executive Officer Presence Medical Group, presence Health 4:10 pm – 4:50 pm Explore Uncharted Territories to Grow New Market Share Mergers and consolidations of health systems have a large impact on liaison’s outreach territories. When a new health system is formed, the available market share grows, and liaisons have the opportunity to expand their outreach efforts into areas that were previously out of network. • Learn strategies for discovering who currently has the market share that you are trying to reach • Determine where to begin when entering a new market • Develop tactics for working with liaisons in new territories Patrick Durkin, FACHE Independent Executive Consultant, Physician Network Development Presence Health 4:50 pm – 5:30 pm Navigate Narrow Insurance Networks to Maximize Referral Generation Narrow network insurance plans have become increasingly popular in recent years. While this trend benefits insurance companies and lowers costs, it creates challenges for some liaisons when trying to grow patient volumes. • Discover strategies for growing patient volumes in narrow networks • Learn how narrow networks increase overall patient satisfaction • Increase the quality of care by helping providers in your network work together Rick Conrad Corporate Director, Physician Recruitment Mercy Health and Mercy Health Physicians 5:30 pm – 6:30 pm Cocktail and Networking Reception F o r c o n f e r e n c e u p d at e s v i s i t w w w.w o r l d c o n g r e s s . c o m / l i a i s o n s M i d W e s t
- 5. DAY two – W ednesday, A ugust 1 2 , 2 0 1 5 7:30 am – 8:00 am Morning Coffee 8:00 am – 8:15 am Chairperson’s Welcome and Review of Day One T. Clifford Deveny, MD Senior Vice President, Physician Services and Clinical Integration Catholic Health Initiatives 8:15 am – 9:00 am Use Analytics-Driven Intelligence to Target Physicians Hospitals need to arm liaisons with data to more effectively engage physicians critical to their strategies. Pharmaceutical companies have been doing exactly that for decades. But today, many physician liaisons don’t have that same foundational data necessary to target key physicians effectively, or more importantly, to evolve physician engagement given tomorrow’s rapidly changing health care market. • Hear success stories illustrating how to leverage analytics to support multiple strategic initiatives, from referral leakage and service line growth, to population targeting and value-based strategies • Explore strategies for making data actionable and meaningful to all parts of the organization, from liaisons, to analysts, to executives • Identify data and analytics to consider in support of near-term and longer-term organizational goals Patrick Stach Manager, U.S. Provider Solutions IMS Health 9:00 am – 9:45 am Use Actionable Data to Manage Referring Physician Retention Using data to drive results is the key to any program’s success. Yet, knowing what data to use to show measurable results can be a challenge for any program. Identify what benchmarks to reach for and what tools to use in an effort to manage physician retention. • Incorporate physician feedback data easily to identify resolvable issues • Discover how physician liaison and marketing activity can be attributed to referring physician pattern changes Jeff Ziegler Manager, Physician Relations and Business Development Advocate Lutheran General Hospital 9:45 am – 10:30 am Case Study: Increase Referral Retention by Minimizing Leakage The key to retaining physicians is to understand the referral pipeline and recognize where the leaks are occurring. Hear how one organization developed a clinical integration department to identify and address areas of leakage in its organization. • Discover the benefits of bringing a physician to outreach visits • Learn how to address physicians reasons for referring out-of-network • Hear why patients are seeking out-of-network providers Kate Kenny Director, Physician Outreach University Hospitals of Cleveland Cindy Zelis, MD, MBA Vice President, Clinical Integration University Hospitals of Cleveland 10:30 am – 11:00 am Networking and Refreshment Break 11:00 am – 11:45 am Case Study: Implement a Physician-Focused Responsiveness Strategy Today, many health care organizations share the goals of positively impacting physician satisfaction and engagement by improving responsiveness. Hear how one team has addressed these goals through the development of a “convenient-mart” for the medical staff. • Learn how a “hub and spoke” model was developed to incorporate key physician services • Examine the strategy, targets, and measurements of the model • Discuss the critical buy-in process James A. Munz, MHA, MT(ASCP) Regional Director, Physician Relations/Medical Staff Development Advocate Christ, South Suburban, and Trinity Hospitals Cristy Gallegos, BHA, CPCS Manager, Physician Relations Advocate South Suburban Hospital To register, please visit www.worldcongress.com/liaisonmidwest • Phone: 800-767-9499 • Fax: 781-939-2543 • Email: wcreg@worldcongress.com
- 6. 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 To inquire about Sponsorship, Exhibit, and Executive Networking Opportunities, Contact Chris Karassik, Business Development Manager, World Congress • Call 781-939-2419 or email Chris.Karassik@WorldCongress.com Educational Underwriters: To register, please visit www.worldcongress.com/liaisonmidwest • Phone: 800-767-9499 • Fax: 781-939-2543 • Email: wcreg@worldcongress.com DAY two – Wednesday, August 12, 2015 (continued) 11:45 am – 12:30 pm Get Past the Gatekeeper by Building Rapport and Respect Each year, gaining access to physicians become increasingly more difficult and liaisons are seeing less and less face time. Developing new and creative ways to get past the gatekeeper is one key way to successfully break down communication barriers and build relationships. • Discuss ways to build a rapport and engage with gatekeepers • Identify topics of interest ahead of time to prove value and purpose to gatekeepers • Develop key relationship building tactics to help reach the decision maker quicker Brandie L. Gholson Director, Physician Relations Ascension Health Senior Care Sheri Steele Vice President, Sales and Marketing Lexington Health Network 12:30 pm – 1:30 pm Luncheon 1:30 pm – 2:15 pm Case Study: Embrace Technology to Increase Physician Engagement The transition from paper to electronic medical records poses a variety of challenges for physicians and liaisons alike. Hear how one organization has designed their liaison team with a clinical IT analyst in place to be the contact person for physician’s technological needs. • Learn the value of implementing a physician clinical assistance line • Discover how liaison IT training increases physician engagement Cindy Middendorf, MDiv, BSHCA, RN, CIIG Clinical Informaticist III, IT Physician Liaison Hospital Sisters Health System, Southern Illinois Division 2:15 pm – 3:00 pm Understand the Role of the Liaison in ICD-10 Implementation Compliance with ICD-10 requires change in several areas of a health system. One of these challenges is physician resistance since they are now required to learn a whole new coding system and provide a more detailed level of documentation. In this session, learn what the liaison’s role in the implementation process is and how their skills can be used to overcome physicians challenges. • Discover strategies for minimizing physician resistance • Learn how to implement an education and change management program • Learn new strategies for strengthening relationships Leigh Mayes Director, Relationship Management Adult Services Norton Healthcare 3:00 pm – 3:45 pm Panel Discussion: Navigate the Liaison Role in Children’s Hospitals Liaisons from children’s hospitals face many of the same challenges as non-pediatric hospitals, but there are additional issues that must be addressed. One of these issues is the confusion that referring a child to a non-pediatric hospital can provide the same special care and resources that a pediatric hospital would. This discussion explores what works and what doesn’t when addressing the challenges unique to those working with children’s hospitals. • Explore strategies for adapting to changes resulting from Medicaid and health care reform • Discuss how to address the confusion of referring to pediatric vs. non-pediatric health systems • Learn tactics for addressing the encroaching issues of competition from other children’s hospitals and other health systems in your area Panelists: Christina Drakulich Physician Liaison Nationwide Children’s Hospital Lisa Edwards, MPA Physician Liaison Helen DeVos Children’s Hospital Brooke Hernandez Manager, Pediatric Physician Relations The University of Chicago Medicine 3:45 pm Close of Summit
- 7. Registration Fee: Register By 6/18/2015 Register By 7/16/2015 Register By 8/16/2015Standard Conference $ 1695.00 $ 1995.00 $ 2295.00 Conference + Workshop $ 1795.00 $ 2145.00 $ 2495.00 Workshop Only $ 200.00 Care Providers Conference $ 595.00 $ 895.00 $ 1195.00 Conference + Workshop $ 695.00 $ 1045.00 $ 1395.00 Workshop Only $ 200.00 Government Conference $ 295.00 Conference + Workshop $ 395.00 Workshop Only $ 100.00 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 wcreg@worldcongress.com. 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. Best Value PRSRT STD U.S. Postage PAID Gallery World Congress 500 West Cummings Park, Suite 5200 Woburn, MA 01801 HL15020 Venue: Crowne Plaza Chicago Metro Downtown 733 West Madison Street Chicago, IL 60661 P: (312) 829-5000 Room Rate: $189 Cut-off date: 7/20/15 F eatured case studies : Embrace Technology to Increase Physician Engagement Hear how one organization designed its liaison team with a clinical IT analyst in place to be the contact person for physicians’ technological needs. • Learn the value of implementing a physician clinical assistance line • Discover how liaison IT training increases physician engagement Presented by: Hospital Sisters Health System – Southern Illinois Division Increase Referral Retention by Minimizing Leakage Hear how one organization developed a clinical integration department to identify and address areas of leakage in its organization. • Discover the benefits of bringing a physician to outreach visits • Address physician reasons for referring out-of-network, and why patients seek out-of-network providers Presented by: University Hospitals of Cleveland To register, please visit www.worldcongress.com/liaisonmidwest • Phone: 800-767-9499 • Fax: 781-939-2543 • Email: wcreg@worldcongress.com S a v 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 J u n e 1 8 , 2 0 1 5 ! World Congress Presents The 2nd Link Hospital Marketing, Business Development, and Physician Relations to Grow Referrals and Expand New Business Physician Liaison Summit — Midwest Physician Liaison Summit — Midwest August 11-12, 2015 • Crowne Plaza Chicago Metro Downtown • Chicago, IL WEBSITE WorldCongress.com/ LiaisonMidWest Register Now! E-MAIL wcreg@ worldcongress.com PHONE 800-767-9499 781-939-2400 outside the U.S. Follow us on Twitter: @wrldhealthcare #PLMW15