• 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 We’ve all met them… those individuals that just create a connection. We are drawn to them because conversation is so comfortable and the interview leaves us feeling so positive. Is that enough to say, “Let’s hire this person for our physician relations role.” Making a great first impression is really important for field staff, but is it enough to ensure success in this role? I wish it were. In short cycle sales, it can probably score some sales. But, first impressions and getting liked is not enough to earn referrals in today’s environment. Our field staff need more to earn trust with doctors. The challenge is that the individual with a glowing first impression often

    Apr 22,
  • By: Allison McCarthy, MBA Technology is increasingly being used to expand access to physician services. While teleradiology has become standard practice, use of technology is quickly advancing into primary, critical (ICU), psychiatry and many other care specialty areas. “Virtual” medicine is not only being used in rural locations, but anywhere that patients and/or families don’t have access to the medical care they need. The one constraint on telemedicine expansion has been provider reimbursement. According to a March 10th article in Hospitals & Health Networks, however, that is quickly changing. Today, 47 states now offer some type of telehealth coverage via their Medicaid programs. Given the cost efficiencies and growing tendencies toward bundled payment systems, telemedicine will likely continue to play

    Apr 16,
  • By: Kriss Barlow, RN, MBA Are you a trend setter?  Thinking of myself as a trend setter in my personal life- like fashion- is beyond laughable. Clearly, that is not this blog’s direction. I was really thinking about trend setters in our business world. I think physician relations programs sometimes struggle with following trends vs. bucking the trend and finding a different approach.  At a personal level, “I should wear boots, everyone is…” somehow feels easier to solve than at a business level, “The trend is for physician relations to track ROI…”   At the onset, let’s all agree that different markets require different approaches.  For me, trend setters and followers are both successful. It is about a rational business decisions

    Apr 07,