"Someone's sitting in the shade today because someone planted a tree a long time ago."
Warren Buffett, American investor, industrialist and philanthropist

If only we could run our sales teams and achieve the financial success that the Oracle of Omaha has had. Buffett's quote  implies that the time, energy and focus we invest today will reap rewards later—ultimately, building a lasting return.
   
Unfortunately, healthcare organizations aren’t following this advice as much as you may think. It’s still the minority who are reframing physician relations into accountability-driven models.
 
In our  2008 survey, demonstrating Return on Investment (ROI) continues to be challenging with many programs indicating an inability to have optimum ROI measures in place, especially with a new physician relations program. The number of respondents indicating they didn’t have a formula or procedure for reporting sales ROI to leadership grew to 83 percent.
 
While each system measures or values outcomes differently, physician relations can deliver results and should be a valued investment. With the right processes, ROI can be realized and support your team’s goals.   
 
In our  last issue, we offered tips on implementing change internally, as well as executing a plan for both young and mature programs. In this issue, we offer tips for those of you who are searching for new ways to drive results and prove value today. From definitions to processes to tools, we define ROI and teach the surrounding principles of how to get the results you are seeking.

This month you’ll also see two new highlights. Our CHG Product Partners section will be written by one of our many clients or will share how a client tackled a specific challenge with positive results. Our Question and Answer forum will address issues from our clients—let us know what’s on your mind as it relates to a topic you see in our newsletter.   
   
Read on!