Game Plan for Winning Referrals in a Competitive Market
How Roper St. Francis uses claims data and PRM insights to uncover opportunities, reduce leakage, and accelerate growth.
// By Jane Weber Brubaker //
If everybody knows your name (cue Cheers theme), your organization has achieved brand awareness nirvana. Roper St. Francis Healthcare has that level of name recognition if you grew up in Charleston, South Carolina. Its flagship hospital, Roper Hospital, was founded in 1856 and has served many generations of South Carolinians.
But for newcomers — averaging more than 40 every day — there is no established name or reputation to lean on, and the competition among health care providers is fierce.
To gain an edge in this environment, Roper St. Francis partnered with Doctivity, a full-service business analytics solution and physician relationship management (PRM) platform.
Shelly Aldret-Shallo, director of physician relations, Roper St. Francis Healthcare
Shelly Aldret-Shallo, Roper’s director of physician relations, notes that challenges with data are a persistent issue across the industry. “In my experience, this is a common struggle among my colleagues — accessing and interpreting data. At times, even internal data can be difficult to manage, and gaining meaningful business intelligence beyond one’s own EMR system is particularly challenging.”
Doctivity’s superpower, she says, “is basically being able to pull the curtain back and say, okay, outside of our system, what’s occurring?”
If your organization struggles to get the big picture of physician referrals in your service area, read on to hear how Roper St. Francis gains mastery over the data, and uses it to identify new opportunities.