Research and plan
Depending on your relationship with their hospital and their access, you may be able to leverage the hospital's own data. Alternatively leverage public claims files to approximate the following attributes to inform the market development strategy.
Define competitive advantage
When you approach the market you need to be confident that a product or service you are offering that is of interest to prospective referring physicians.
Get commitment from internal stakeholders
The big question here is to consider who is going to get the word out and approach the referral sources. Building awareness in a market requires a commitment across departments to not only win new referral relationship but to keep and grow those referrals.
Consistency is key in building and sustaining the relationship. The hospital should be willing to assign dedicated field representatives to serve as a consistent resources when developing new business. This person will book meetings and build the relationship alongside physician liaisons. As new relationships develop, you'll want to ensure the referring provider has a responsive point of contact who can provide feedback on results, ensure patient outcomes are communicated and help resolve any care coordination issues.
Carevoyance offers a set of tools to enable commercial teams to identify, engage and convert the right physicians and facilities. Our data and analytics is the driver of many effective market development programs. Reach out to discuss how we can help you partner with your hospital clients or prospects.