• By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Right wrong or otherwise, we all make snap judgments when we meet new people. Last week I needed help from an airline gate agent and here’s what happened: I approached the counter ready to beg, cajole and flaunt my frequent flyer status as I wanted to get home on an earlier flight. As I approached the counter, the gate agent looked up immediately, smiled and asked how she could help in a warm and engaging way. She listened fully to my request and then said, “Let’s see what we can do to make that happen.” The interaction was all of three minutes and yet, it left me feeling positive, I know her name

    Feb 01,
  • By: Jeff Cowart, MAH | jcowart@barlowmccarthy.com The beginning of a new year, the launch of a new goal, a significant change in direction – all of these are opportunities for reflection on where we’ve been and where we’re going. Usually, this reflection is accompanied by resolutions, declarations of new direction, and a burst of new energy. Too often, however, this process quickly devolves into disruption at the hands of the mundane, the heavy tug of the status quo, and the loss of traction toward our new goals. Then the malaise and disappointment of failure starts to hover and nag. Why is this cycle so familiar? The truth is, the cycle has nothing to do with our good intentions nor our

    Jan 25,
  • By: Kriss Barlow, MBA, RN For those who have never had a career in sales, I suspect the term, “the preparation and the knowledge that there will be more 'no than yes'" seems a bit odd.  If sales is a part of your routine, you understand there are days when things are all positive, and then there are, well, those other days. Some days are great. It’s not always about the close, but a close makes for a great day.  However, I also love when a good connection progresses a conversation.  I get a bit of a sales high when I am recognized and valued by my contact (he or she doesn’t always say it but I feel it).  Sales

    Oct 30,
  • By: Allison McCarthy, MBA As I've been coaching a physician recruiter on cold-calling physicians, I love that she admits that she hates the task - but knows it has the potential to make a real difference in her results.  She pushes herself to dedicate time to this effort, adjusts and readjusts her approach, wrestles with the discomfort but keeps going.   Wouldn't it be wonderful if she was motivated purely by making these calls?  Certainly would make it emotionally much easier.  But she recognizes that she doesn’t have to love the task – she just has to believe in the opportunity it can bring to her results. We all know there is no “magic” approach to sourcing physician leads.  All the

    Oct 21,
  •   By: Kriss Barlow, RN, MBA A recent Harvard Business Review article (Zenger and Folkman) identified six factors common to employees who were laid off during organizational downsizing at Fortune 100 companies.  As healthcare organizations move to more belt tightening and associated layoffs the topic is worrisome to the professionals in physician relations, recruitment and marketing. Sometimes there is nothing different that could be done, however; these attributes mirror what leaders look for in great employees. It is the value proposition at a personal level. Look over the list and inventory where you stand. 1. Employees were not viewed as strategic. Often, the employees who were laid off had been more focused on immediate operational, technical or functional issues, according to

    Oct 15,
  • By: Allison McCarthy, MBA Project management is a widely accepted profession in industries such as IT, government, construction and engineering, etc….  You can even get a degree in project management from some highly reputable colleges and universities.  Like a lot of other management practices, it’s late getting a foothold in healthcare. What does this have to do with onboarding?  Wikipedia describes project management as:   [box style="rounded"]The discipline of planning, organizing, motivating, and controlling resources to achieve specific goals. A project is a temporary endeavor with a defined beginning and end (usually time-constrained, and often constrained by funding or deliverables),[1] undertaken to meet unique goals and objectives,[2] typically to bring about beneficial change or added value. The temporary nature of

    Oct 09,
  • By: Kriss Barlow, RN, MBA From time to time I get the chance to shadow physician relations reps as they visit with their doctors.  Sometimes, they’re staged visits; the reps pick only their favorites who speak highly of them and there’s little opportunity to really observe. However, the visits I most enjoy are those arranged with a “good splitter.” The visit is planned, the stage is set and then the master performs his/her magic.  In these situations I’m able to observe the deft staging of the conversation followed by a great question or two.  Often the physician will push back, but even then I see that doctor engaging in dialogue.  It’s fascinating to watch the back and forth, a question

    Oct 03,