• 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  |  kbarlow@barlowmccarthy.com The plea, “We need more collateral…” has reverberated in physician relations since the inception of focused field staff. Marketing teams are generally open, but have their own ideas about what’s important. The lines are drawn: how much collateral, what’s the right medium and message, how does it fit within other marketing priorities, and how do we measure the impact. My bias is that less is more; collateral should not be the center of the discussion, but the right visual is important to validate a conversation between the referral source and the representative. Here are some thoughts as you consider collateral/tools for your program: Make it relevant. Always have the referring physicians’ needs and

    Mar 31,
  • By: Kriss Barlow, RN, MBA Welcome to B/Mc’s Monday Morning Minute, an audio message to jump start your week. The brief messages include reminders, new ideas and sometimes a little therapy to slide into the work week with ease. This week's topic is Forward Thinking. Click the player below to listen:   If you are looking for more daily inspiration we would love to have you check out An Idea a Day for Healthcare Sales, it has a healthcare specific, inspirational message for every day of the year. Check it out here >> An Idea a Day for Healthcare Sales.

    Mar 27,
  • By: Kriss Barlow, RN, MBA Welcome to B/Mc’s Monday Morning Minute, an audio message to jump start your week. The brief messages include reminders, new ideas and sometimes a little therapy to slide into the work week with ease. This week's topic is Great Messages. Click the player below to listen:   If you are looking for more daily inspiration we would love to have you check out An Idea a Day for Healthcare Sales, it has a healthcare specific, inspirational message for every day of the year. Check it out here >> An Idea a Day for Healthcare Sales.

    Mar 20,
  • By: Allison McCarthy. MBA Having the right amount of detail to begin a physician search is critical. That detail is what enables us as physician recruiters to effectively describe the position to prospects and candidates. Many of us are sending questionnaires and repeated email requests to internal stakeholders to get enough background information to tell the practice opportunity’s story.  And, too often, we don’t get quite what we need. Maybe we should become more like journalists. By that I mean, learning and using the skills and techniques that journalists use to research a story. Here are a few that come to mind: Identify the Right Interviewee – This often involves multiple people with each person offering unique knowledge or perspectives.

    Mar 16,
  • By: Kriss Barlow, RN, MBA Welcome to B/Mc’s Monday Morning Minute, an audio message to jump start your week. The brief messages include reminders, new ideas and sometimes a little therapy to slide into the work week with ease. This week's topic is Leadership. Click the player below to listen:   If you are looking for more daily inspiration we would love to have you check out An Idea a Day for Healthcare Sales, it has a healthcare specific, inspirational message for every day of the year. Check it out here >> An Idea a Day for Healthcare Sales.

    Mar 13,