Physician relations programs can increase referrals.

A physician relations program can enhance an IDS's relationship with both staff and community physicians, leading to an increased referral base and improved physician satisfaction and productivity. A tactical plan is essential for developing such a program. In formulating its plan, the IDS should examine its goals and market opportunities with respect to physicians, as well as its current approach to physician relations and the current status of its relationship with physicians. The IDS then should create a new position for physician representatives to implement the tactical plan. Representatives may be charged with tasks such as increasing referrals to specific clinical services areas and developing relationships with physicians. The IDS's financial management should establish a baseline for financial returns to provide representatives with clear targets for increasing case volume and revenue.