• 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 When interviewing for field sales positions, almost every candidate makes the claim that they have a consultative sales approach. Many name the sales training they received or mention that their approach is needs-based. As I listen to what they say, I so wish I could observe them on a sales call. Why? Sometimes reps say they are consultative, when in reality, their sales calls are not about physician-involved dialogue. They may start with a question, but the bulk of the conversation is the rep talking. And with the monologue many a doctor will drift. The meeting goal is that the physician’s experience with you is valuable for him/her. As I consider individuals who really do

    Aug 26,
  • By: Allison McCarthy, MBA Today, we need to differentiate our organization for physicians just as we need to do for consumers.  That means answering the question “Why us?”  As the market continues to tighten, recruiters need to partner with marketing to create that differentiating message. It’s often been a rocky relationship – physician recruitment and marketing.  Physician recruiters feel that marketing doesn’t respond quickly enough to meet their needs. And marketing may not understand the pace at which recruitment has to work.  The first step to improved collaboration is a conversation. Hold a strategy session Get together for more than just a quick exchange.  Block out time to brainstorm the organization’s unique “brand” distinction. Start from the consumer or general

    Aug 11,
  • By: Kriss Barlow, RN, MBA Did you happen to catch Seth Godin’s blog on getting to market faster?  Even the thought brings a smile to most healthcare strategists! Just getting to market is often painful, never mind the faster part.  Taking on the organization’s decision process is too big, but perhaps in our everyday work there are some lessons from his message. I found a few of his ideas really helpful. See if you agree. 1. Make decisions faster. You rarely need more time. Mostly, you must merely choose to decide. The simple test: is more time needed to gather useful data, or is more time merely a way to postpone the decision? KB’s commentary: When do you need more

    Aug 04,