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KontactIntelligence
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Physician Relationship Intelligence and Recruitment Solutions
Physician Relationship Intelligence and Recruitment Solutions

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It's been a while since we posted, but we do have some exciting things coming, Here's a link to an article about KI: http://www.pnj.com/story/money/business/2014/07/23/workforce-spotlight-kontactintelligence/13071441/
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Final of our 9 part series: What Works in Building Strong Provider Relationships: The Dilemma We Face Today, by Niels K. Andersen.
(We will make this article available as a free download if you wish to read it in its entirety, or to have it for future reference).

Leverage the power of intelligent analytics. Incorporate a comprehensive software technology in your medical staff processes so you can reduce physician turnover rates, optimize costly recruitment expenses, and keep docs happier thereby increasing physician revenue and improving patient care. The “if I only knew then what I know now” dilemma is minimize by having a better understanding of your customer, the Provider, and what drives them and the only way to disseminate, collect, and manage what is important is to tap into the power of using technology to help get it done.
 
Every other industry has realized technology is not an expense. Healthcare cannot afford NOT to get on board. In part two of this series, we will show you how to build your program in three easy steps.
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Part 7 of our 9 part series: What Works in Building Strong Provider Relationships: The Dilemma We Face Today, by Niels K. Andersen.

At the 2010 INC. 500/5000 Fastest Growing Private Companies in America Awards Ceremony in Washington DC, a question was asked of a Top 25 Ranked CEO about her biggest regret in the last five years, her reply was; she wished that she had viewed technology as an “investment” that would make her money as she views it now, as opposed to five years ago, she thought of “technology” as something she would only need if she had a problem. She clearly sees technology as an investment generating profits rather than an expense.
 
So how do you manage these challenges? Technology.
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Part 7 of our 9 part series: What Works in Building Strong Provider Relationships: The Dilemma We Face Today, by Niels K. Andersen.

Tactical sales are no longer enough, it’s about creating a much deeper understanding as to how to support the success of the Provider. At the highest levels of sales, the client reaches out to their “Trusted Advisors” for solutions and innovation. Those that reach the level of Trusted Advisors must have the tools they need at their disposal to deliver on their promises. One of the most critical tools is a strong industry specific relationship management intelligence technology solution to store data, manage and track, and report on what the network needs.
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Part 6 of our 9 part series: What Works in Building Strong Provider Relationships: The Dilemma We Face Today, by Niels K. Andersen.

Healthcare reform also compounds complexity. Never before has “Thinking Outside the Box” been more relevant. In the IBM survey, “CEOs foresee bigger government and heavier regulation ahead” and our healthcare industry is no exception (http://www-935.ibm.com/services/us/ceo/ceostudy2010/). Questions not only by healthcare administrators, but by the physician community about the “Reform” impact certainly adds to the sense of mounting uncertainty, unpredictability, and complexity of what the future holds and how best to take advantage of opportunities.
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Part 5 of our 9 part series: What Works in Building Strong Provider Relationships: The Dilemma We Face Today, by Niels K. Andersen.

Historically, in our industry, organizations know more about our own service line products and services than about our clients, the providers. This lack of knowledge about our constituents is not unique to healthcare and as discussed in the 2010 Global CEO Survey conducted by IBM, Capitalizing on Complexity, re-inventing customer relationships is “key” to success in the next five years. (See link below.) At the top of the list is “creative leadership,” and the healthcare industry is certainly not immune to the forces affecting other industries.
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Part 4 of our 9 part series: What Works in Building Strong Provider Relationships: The Dilemma We Face Today, by Niels K. Andersen.

Gaining Trust Ensures Sales
 
Tom Searcy, author of “Whale Hunting,” introduces the concept of what it takes to sell to the c-level. In our industry, providers are generally the CEO’s of their business. He explains the migration of a sales professional from a product sales rep to those that a CEO will reach out to on their own initiative when they need help, a trusted advisor. Hospitals today must have a strong team of trusted advisors available to their provider network.

The goal is to build deep and long-lasting provider relationships that develop over time into a “Trusted Advisor” relationship resulting in significant increased referrals at a high contribution margin. Physician and mid-level providers (collectively “provider”) are at the very heart and soul of every healthcare organization. Without providers, there are no revenues and, therefore, no business.
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Part 3 of our 9 part series: What Works in Building Strong Provider Relationships: The Dilemma We Face Today, by Niels K. Andersen.

If each of us has 25 or so very deep-rooted relationships such as those with loved ones along with a handful of very close friends, we can only manage another 125 stable inter-personal relationships; relationships where we essentially remember their names, remember a few essential things about them, have a good idea how they are all connected, and know enough about them to decipher why we like them. If an organization had 1,200 service area providers, a dedicated team of, at minimum, eight FTE’s would be needed to build a “semi-trusted advisor” level relationship with each of the organization’s target provider network members. Of course this would also mean that the staff assigned would not have ANY other friends aside from the providers in the network in their circle. Not really practical to expect, though. The use of an advanced Customer Relationship Intelligence (CRI) technology is the only way to consistently reach and build trusted relationships with the network.
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Part 2 of our 9 part series: What Works in Building Strong Provider Relationships: The Dilemma We Face Today, by Niels K. Andersen

In the book “The Tipping Point” by Malcolm Gladwell, he makes reference to “Dunbar’s number,” a theory stating as humans, we have a cognitive limit as to how many people we can each manage a “social” level relationship with. According to anthropologist Robin Dunbar, "This limit is a direct function of relative neocortex size, and that this, in turn, limits group size ... the limit imposed by neocortical processing capacity is simply on the number of individuals with whom a stable inter-personal relationship can be maintained." This number is approximately 150.
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