Doing the right thing, with the right person, at the right time is the key to success in any sales or customer service organization, and improving physician relationships is no different. The question is, with all the physicians I have to interact with, how can I keep on top of it all?

The MarketWare Physician Relationship Management System is being used in hundreds of hospitals and healthcare systems across the country, and as we have worked with these organizations we have dedicated ourselves to making MarketWare THE BEST tool for physician relations. The following are distinct features MarketWare has that simple spreadsheets, or even “off-the-shelf” solutions can’t duplicate.

Physician Information at your fingertips

With a couple clicks you can get complete information on any Physician. Information includes, the name, address, phone number etc., and also includes Specialty, Email Addresses, Statistical data, Medical Staff Status, etc.

Many liaisons also want the ability to easily filter the data so that they can see a list of physicians based on any user defined criteria. Perhaps you are heading out to a certain area of town and you want to list out every physician in the area. MarketWare allows you to filter by any criteria you choose (city, zip, specialty, etc.)

What’s more, you can see at a glance if referral trends are going up or down with the ability to import financial information. You can also see who is working with which doctor to increase referrals, manage problems, etc.

Track Physician Visits

The most important aspect of this system is the ability to see every Call, Meeting, Task, Email, etc. that has occurred with every physician for any time period. History and notes are a vital part of this system, and should be entered after each visit by a Relationship Manager. As a result, you’ll never be “blindsided” at a physician meeting when you don’tknow who has done what, said what, promised what, etc.

Effectively Manage Issues and Problems

“How valuable are my Physicians?” Issues and problems will always arise. Our ability to respond to, and learn from those issues will be what sets us apart from our competitors.

MarketWare is the perfect platform for identifying, delegating and following up on issues and problems that arise with your physicians. Its primary purpose is to give you a structured mechanism for managing the resolution of issues. Use it to notify “Responsible Persons” of the problem, and allow them to resolve the issue and report on the result. You can also notify others on staff that should be made aware of the issue. You can then generate Issues reports to follow up and make sure issues are being resolved in a timely manner. You can also categorize these issues and run reports to see in what areas you need to improve.

Communicate Information to Others

Whenever information about a doctor is added to the system via History or Issue tracking that information needs to be >passed along to those who require that information in order for them to act upon it. With a click of the button you can email meeting notes or issues you have recorded in MarketWare. The emails will go out through your outbox in Outlook, GroupWise, Lotus, etc. This allows anyone that receives this email message to easily reply to the email as needed.

Customization

For 22 years MarketWare has prided itself on being a customizable solution. We have designed MarketWare to allow changes to data screens, data tables, etc. for our clients that need a little more than the standard tracking most software allows.

Use Reports to follow up on Stewardships

MarketWare’s report designer is built right in to the system. This allows you to create any report on any information we are tracking in the system. Whether it is an activity report, an issue report, or any other report you need, we can group, categorize and sort any information within MarketWare and display it any way we want on our reports. The report designer is so easy to learn that anyone can create a report; you don’t need to be an expert in Report writing to generate the reports you need.

“Are the dollars I’m investing in Physician Relations really paying off?”

How can I answer that?” -See if you have been doing the right thing, with the right person, at the right time. Have I visited Dr. ____? What have I done with him? How has the referral pattern changed since I did these activities?

With the ability to import statistical data into MarketWare, we have the ability to generate reports based off those numbers (say, any Doctor that has had an increase in referrals over the past year), and compare the Doctors on that report with our Activity Report. This will help us know what activities we have done that have produced the greatest results. With this ability, the MarketWare Physician Relationship Management System is truly the best solution to help you know if the dollars you are investing are really paying off.

Benjamin S. Bartel, MCC
Marketware Consultant