Demand Chain ManagementTM
The relationships between primary care providers, specialty physicians and hospitals are frequently left to chance!
Primary care physicians and other providers capture/retain patients and make or influence a majority of referrals to specialists or directly for hospital services. Yet, with the advent of hospitalist service lines, these critical providers rarely visit the medical staff lounge or even darken the hospital door. These critical referral sources have become increasingly vulnerable to competitors trying to capture your market share/referrals. Building and maintaining relationships with referral sources is essential and increasingly difficult for physician specialists and hospitals. The Halley Consulting Demand Chain Development process uses service line links to connect primary care providers with the “Specialists of Choice” and the “Hospital of Choice.” Members of a Demand Chain develop a mutual purpose and tactics to meet the needs, wants, and priorities of referring physicians and their patients.
Demand Chain management includes:
- The development or review of current medical staff development plans
- Service Line Portfolio Analysis
- Specialty Capacity Analysis
- Referral Pattern Analysis
- Development and implementation of a Service Commitment
- Process measurement and improvement
- Sales and promotion activities
Demand Chain Development is based on the book, The Primary Care – Market Share Connection: How Hospitals Achieve Competitive Advantage, written by Marc Halley and published by Health Administration Press.
For access to our Specialist of Choice Questionnaire, please email rwalters@halleyconsulting.com.
