Healthcare — Fundamental

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    Physician-Driven Prospect Discovery
    Physician-Driven Prospect Discovery

    Presenters: Lisa Howley, Johns Hopkins Institutions; Michael Zini, Johns Hopkins Medicine
    Year: 2013
    Price: Members: $49, Non-Members: $79
    Body of Knowledge Alignment:
    Domain: Prospect Research
    Competencies and Levels:  

    • Competency 2: Prospect Research Essentials, Level 
    • Competency 11: Measuring Research Efforts, Level II

    Domain: Relationship Management
    Competencies and Levels:

    • Competency 1: Prospect Pool/Base Analysis, Level II 

    In 2011, Johns Hopkins University Medicine studied methods of physician engagement and grateful patient pipeline building. This session will provide an overview of the study and how it led to a new initiative for physician engagement and grateful patient prospect identification. Its implications for portfolio and pipeline management, database tracking, reports and gift officer measurement will also be discussed.