11 Lessons from Liaisons – Tips for New Physician Liaisons

Sep 19, 2019 | Physician Liaison Marketing

11 Expert Tips From Top Physician Liaisons!

“What am I going to say to help convert referrals?”

As a new physician liaison, you may be experiencing a multitude of emotions…

New physician liaisons may feel excited, nervous, scared, thrilled, eager, overwhelmed, confused, a little unsure what to expect, but above all they feel READY!

As a new physician liaison you are ready to build physician referral relationships and deliver big results! And as ready as you are as a new physician liaison you also may have some questions about best practices to build physician referral relationships.

Well as a physician liaison expert, my biggest advice is to BE GENUINE.

Be genuine, not cheesy or salesy.

My advice is to be genuine, be genuinely you.

When you’re genuine you are yourself. When you are yourself, you’re confident!

But I’m not the only experienced and successful physician liaison with some advice to help new physician liaisons in the field. So with the help of other professional physician liaisons I put together a list of 11 Lessons from successful physician liaisons to help new physician liaisons in the field.

Make sure to check out my free cheatsheet, Beginners Guide: New Physician Liaison Checklist

1. My advice TO new Liaisons FROM a new Liaison is: Ask ALL the questions! Especially the ones you are afraid to ask.
– Holly Leppert Ulanday,Physician Liaison, KSF Orthopaedic Center 

2. Best advice: know all the things, ask all the questions. Advice/words of wisdom: you are a resource not a salesman! You deserve to be there! All of the docs I take out get really upset with the front desk staff that is “protecting” the physicians and say they would be upset if their staff did that because they WANT TO KNOW what we have to say.  
– Ceirra Hoch, Physician Liaison, MSU

3. My advice would be to be genuine and always put the patient first in your marketing efforts- my goal to provide resources for the provider’s patients that are sick. I am there to be sure the doc is educated on available services so he/she can properly care for their patients (at least that is my goal as I promote the hospital and it’s service lines & employed physicians).in turn this brings revenue to the hospital.
-Shelly Fontenot, Physician Liaison, Opelousas General

4. Focus on building relationships and on being helpful. Ask what you can do for them and how you can best be a resource. Then be their hero and resolve issues fast. Prove you are a trusted advisor. Make every conversation matter. Talk a little. Listen a lot.
– Casey Norton, Physician Liaison, Beacon Health System

5. Questions are key! Even starting with “I’d love to hear one thing that’s working well, and one thing that isn’t.” Let them have a voice before spilling the info you want to share. And go in with some intel first, to prove you’ve not only done your homework, but you’ve invested in them and their success as well! And then – follow through! Keep showing up and keep delivering.
– Keri Braley, Director of Customer Services at Evariant

6. When your mouth is closed your listening! Be a listener
– Mary Alani, Physician Liaison, Kansas Missouri at PT Physical Therapy

7. It’s all about building genuine relationships and not just follow-up but follow-THROUGH!!!
– Stacy Pumo, Physician Relations Specialists at Advanced Pain Care

8. It’s not about “sales” it’s about educating and building relationships!
– Brandi Talton, Chief Development Officer at Atlanta Oncology Associates

9. Be consistent and courageous!
– Benjamin Blake, Physician Liaison

10. Keep going, you don’t have to be THE expert but know who the experts are!
– Roxanne Parikh, Physician Relations, Amita Health

11. Immerse yourself in the medical world, push your clinical knowledge and let that be your differentiator. 
– Kelley Knott, Physician Liaison Consultant and CEO, Intrepy Healthcare Marketing

As you see there seems to be a trend, listen more than you talk. Starting a creer as a physician liaison is an exciting time never be afraid to push yourself, seek training and help, and ask for support.

And for some help to kickstart your physician relations marketing, check out my free cheatsheet, Beginners Guide: New Physician Liaison Checklist



Kelley Knott is an expert Physician Liaison Trainer and consultant. Her passion is the help liaisons and practices maximize their effectiveness to improve patient care and revenue new revenue streams for their practice or hospital system. She is one of the first people in the US to develop online courses specifically geared toward physician liaison marketing. She is a published author, entrepreneur, and speaker.

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