• 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 These are old expressions with current meaning for physician relations. I recently connected with a group of program leaders. It’s always humbling to hear the everyday realities in business development and marketing. The takeaways were abundant. At the forefront is the question on how to develop talent and… does the current talent want to develop? Noisemakers are those individuals who are quick to call out what everyone else is not doing, especially within the organization. Sometimes they rely on that “our market is different” theme to validate why the visits and results are not where they should be. Or, they willingly take on other tasks so leaders will excuse their lack of field

    May 26,
  • By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com 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 Change. Click the player below to listen:   If you are having trouble with the audio player you can download the audio file here: B/Mc Monday Morning Minute - Change - 05/23/2016. 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

    May 22,
  • By: Allison McCarthy | amccarthy@barlowmccarthy.com One of the basic tenets of sales is to know our product.  In physician recruitment, product includes: Geographic location Hospital/Health System/Group Practice Practice opportunity including the details most important to that specialty Most physician recruiters have mastered the first two pieces – which are vitally important in our promotion of practice opportunities. Studies show that physicians, particularly those new to practice, consider geographic location as a key initial search criteria. Plus, we know that those hospitals, health systems, or physician groups with brand recognition, or in highly desirable geographic locations, have to do more to screen out than to pull leads in. But geographic and organizational knowledge is just the superficial level. To actually engage

    May 17,
  • 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 having trouble with the audio player you can download the audio file here: B/Mc Monday Morning Minute - Forward Thinking - 05/16/2016. 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

    May 15,
  • 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 Sales Skills. Click the player below to listen:   If you are having trouble with the audio player you can download the audio file here: B/Mc Monday Morning Minute - Sales Skills - 05/09/2016 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

    May 08,