How does Your Physician Sales and Services Program Compare? New Benchmarking Study to Assess Trends and Practices.

Physicians still direct the vast majority of inpatient healthcare in the marketplace – as many as 80% of patients enter the doors of hospitals and facilities at the direction of physicians. The movement toward a consumer-driven market notwithstanding, many hospitals, health systems and large specialty practices have turned to physician sales or referral development programs to grow their business. Unfortunately, motivating physicians to change referral patterns is a daunting task under the best of circumstances and the lack of industry “best practices” complicates the situation even further.

In September 2010 Corporate Health Group (CHG) launched their third benchmarking study of Physician Sales and Service. The National survey will obtain new trends and craft comparisons and a gap analysis of data captured 2005, 2008 and now 2010. The survey (a mix of open and closed ended questions) is available online and respondents will get a free Executive Summary. (and who turns down ‘free’ these days?)

The results will provide detailed management and benchmarking data for physician sales managers and healthcare executives to benefit their programs for future success. Key insights will include:

  • How are others in your shoes attaining ROI successes?
  • What new best practice is growing net new referrals?
  • What are emerging trends in physician relations?
  • How does your program compare to national leaders in physician relations?

You can participate in the study (and get a free copy of the Executive Summary) by clicking on this link: Take the Survey.

Additionally, if you work for a large system or association, CHG can set up a unique organization code so that you receive a report showing overall trended data (2005, 2008 and 2010) compared to your organization. Get the code prior to taking the survey by contacting Laurie Slater at Corporate Health Group (

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