• 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: Allison McCarthy, MBA It’s ironic that one of the fastest-growing health concerns in the U.S. is being treated by one of the most-dwindling specialties. According to Andrew Stewart, M.D., chief of the endocrinology division at the University of Pittsburgh in the Journal of Clinical Endocrinology & Metabolism (JCEM, 2008), “There appears to be only one-half the endocrinologists required to fill the needed positions in the United States.”  The lack of endocrinologists is more than ironic; it’s alarming. The shortage is launching healthcare recruiters into full gear. According to Dr. Stewart, “We have only about 4,000 M.D. endocrinologists to care for approximately 25 to 100 million patients.”  While systems are ramping up their recruiting efforts, endocrinologists are choosing carefully.  In

    Jun 24,
  • By: Allison McCarthy, MBA “Remember, you know the ship; they don’t.”  That one line from the movie Captain Phillips, starring Tom Hanks, jumped out at me.  For those who haven’t seen it, the film recounts the harrowing story of the Maersk Alabama, the cargo ship that was hijacked by pirates off the Somali coast. While the pirates (newcomers to the ship who arrived by motorboat) can hardly be compared to new physicians coming onboard, that quote emphasizes an important point: The advantage goes to those who know the ship. Too often, new physicians tell me they feel like they’re at a “disadvantage.”  That’s because they don’t know the ship. While many have attended new employee orientations, most new physicians say

    Jun 11,
  • By: Kriss Barlow, RN, MBA As a field rep, don’t you wish the practices were in desperate need of the services you offered? That way every practice would be interested when you let them know about the great care and product offerings at your facility!  Now, back to reality, this market is challenging, competition is brutal and it is an audience that does not easily change. Often the rep who gets more conversations will earn the referral.  It’s not always about better product, better access, or better communication at the organization. The field staff’s personality and the ability to connect and establish the right dialogue plays a huge role in this. Think about your field personality. What’s working? Are there

    Jun 05,