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...
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...
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...
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...
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...