American Association of
Physician Liaisons, Inc. Annual Conference
June 19-21, 2013
Hilton Ballpark
St. Louis, Missouri
If you are planning to attend the annual conference,
please join Kathleen Harkins of Harkins Associates on
Thursday, June 20, 1:30 PM – 2:30 PM to learn how to
improve the number one factor to impact your success!
“Improving Conversations with Physicians”
Kathleen Harkins, Presenter
Often healthcare leaders focus on organizational and procedural aspects of the physician liaison
program. Issues like team structure, territory management, and number of physicians seen can
easily monopolize discussions with management. However, the number one factor impacting
liaison success is the conversation held between the liaison and the physician, and the associated
meeting planning, processes, and skills that are required to guide the physician interactions to
the favorable outcomes you are working toward. By truly understanding the physician’s perspective
you are better able to agree and support when appropriate, and influence referral activity toward
your services. In this session we discuss ways to improve upon your referral conversations, and
other important topics to broach with physicians.