• 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, RN, MBA Everyone is doing more with less.  As you speak with the clinical staff, the marketing team and the leaders in your organization, you quickly realize that their pace matches yours.  A friend recently referred to the inside of the organization as the meat grinder.  That paints a picture, doesn’t it? Physician relations staff wants to be team players and often that means taking on more, doing more.  As I observe, the teams have added a bit more, and then a bit more and some now find that clarity and focus is hard to manage.  Maybe it is time to ask, “What is is the right balance for the field staff and how do we stay

    Jul 31,
  • By: Allison McCarthy, MBA In today’s healthcare market the winner is the organization that delivers the best care to the most patients.  To that end, organizations are recognizing the vital role of primary care physicians – and quickly realizing there are far too few physicians to meet the growing demands of the future. With the competition heating up, forward-looking organizations have to ask themselves some tough questions. Are we doing enough to recruit the right talent?  Do we have the robust strategies we need to meet the all-round healthcare needs of the future? Have we created that all-important “funnel” of qualified candidates? Generally speaking, the reason for a lack of prospects is twofold: One, the targets are too narrow and

    Jul 23,
  • By: Kriss Barlow, RN, MBA Organizations often ask, “What type of marketing materials should we develop for our physician relations program?”  There are lots of options but you’ll do yourself a favor if you start with your visit goals and then assess your relationship-building process rather than starting with materials. Especially for early visits, the representative’s most important tool is a blank writing pad and a business card.  This approach conveys that the rep is there to listen, to learn and to gain understanding of the physician’s needs.  With the first few visits completed, the hope is that baseline credibility is in place, and subsequent visits can go deeper with key topics of interest. When advancing the visit relationship, there

    Jul 10,