4 Ways to Tell if Your Physician Liaison is Right—or Wrong—for the Job

We don’t want to step on anyone’s toes with this post. But marketing savvy doctors and skilled physician liaison people will agree about these common and costly mistakes. Nothing personal here—but we discover this business blunder all too often. There’s about a million dollars in revenue on the line with a practice representative or physician […]

3 Shocking Statistics: How to Double Your Doctor Referral Opportunity

It turns out that “missed appointments” aren’t the core problem for specialty practices. At first glance, it seems like it would top the list. Almost every office has some “no shows.” But what cripples business the most is when a doctor referral never happens at all. Therefore consider the net effect of these three shocking […]

9 Ways to Kill Your Physician Liaison Program Before It Begins

The historic picture is nothing like today. For decades, competition within the nation’s healthcare delivery system was low-key, even passive. And the vital professional referral stream that traditionally brought new patients to hospitals and specialty practices required little marketing attention…if anyone thought much about it at all. But the dynamics of healthcare reform and other forces […]

FOTS: Relationships and Referrals for Hospital Service Line Success

[Series Installment: How to Win More Patients for Your Most Profitable Service Lines; Step Seven – Develop Your Feet on the Street. A free White Paper from the Healthcare Success Educational Library.] FOTS? That’s our shorthand for outside representatives, liaisons or simply your “Feet on the Street.” It’s one of the most important and proactive […]

7 Traits of a Highly Successful Physician Liaison. This is What it Takes.

by Senior Consultant Lori Waltz The role of a Physician Liaison has emerged as a vital marketing position for many specialty practices. Although providers and practice decision-makers understand the concept and value of working with a representative, they don’t always know which skill sets are most important to success when hiring. I work with clients […]

Training Success Stories: But North Dakota and Kentucky are Missing

Marketing Trainer Lori Waltz is something of a healthcare Road Warrior with a string of success stories and travel anecdotes. Here’s the scoreboard: She has helped over 1,000 practices and hospitals in her career, including 48 states, plus a few nearby countries and territories. Oops…only 48 states? It’s true. Lori has provided marketing training—about telephone/front desk […]

Using Integrated Physician Relationship Management to Drive Referral Volume

This podcast is another in our series for the Physician Strategies Summit. In today’s interview, Healthcare Success Co-Founder Lonnie Hirsch talks with Suzanne Sawyer, Chief Marketing Officer for Penn Medicine, Philadelphia, PA. Physician Relationship Management (PRM) has been known by various names over the years, but it is playing an increasingly important role in the […]

Are Your Competitors Quietly Using Physician Liaisons to Win Your Doctor Referrals?

I just came away from a discussion with two practice representatives who work with one of our highly successful specialty practices. Real world, “from the street” healthcare marketing information is often perceptive, and the conversation left me with important insights that I wanted to share with our readers. For context… Three years ago, our client […]

Your In-House Marketing Person: A Terrific Investment or a Disastrous Mistake?

How to know what you want to achieve, so you know how to hire right for success. How you define the job of an in-house marketing person sets the road to success (or failure). Marketing and Physician Referrals go hand-in-hand, but there are different skill sets for each, and they don’t all fit into a […]

Hiring a Healthcare Practice or Organization Rep

Hospitals want to constantly build rapport with their referring physicians. And, if you are a specialist (medical, physical therapy or dental), chances are you are heavily dependent upon referrals from other doctors. If you are currently looking to win more of those professional referrals, experience shows that one of the most productive and successful marketing […]

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“Despite practicing in a hyper-competitive market, our new-patient counts are double what they were for the same time period last year. Hiring Healthcare Success was one of the best business decisions I have ever made.”


– Jonathan Calure, MD