Physician Relations: Why is the Gatekeeper “That Way” with Me?

Physician Relations: Why is the Gatekeeper “That Way” with Me?

By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com No doubt about it. Today’s gatekeepers are more impenetrable than ever. We can blame it on pressures in the practice, or more “office visitors” than they can manage. But, let’s face it, their issues become our...
Physician Relations: What Makes Sales “Slimy?”

Physician Relations: What Makes Sales “Slimy?”

By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com The word “sales” has a negative connotation for many.  That disappoints many of us who work so hard to do it right. Having said that, I suspect we can all share a time when we were on the receiving end of an...

Field Effectiveness: Know When to Speak and When to Listen

By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com “One of the most sincere forms of respect is actually listening to what another has to say.” – Bryant H. McGill The very best tool of a field rep is their ability to effectively initiate, guide...

Coaching Tools and Tips in the World of Field Management

By: Susan Boydell | sboydell@barlowmccarthy.com The Head Coach of USC’s football team once said, “It’s not about telling a wide receiver how to run. He can do that on his own. It’s pointing out open spots on the field to run to of which he might not have thought” It’s...
Internal Relationships and Sales: 5 Hot Spots

Internal Relationships and Sales: 5 Hot Spots

By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com The importance of establishing and growing relationships with intent is top of mind for great field teams. It’s all about the obligation of field staff to have a clear visit strategy for earning referral...

Field Team Motivators: Build New Energy From a Firm Foundation

By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com It’s not about having the right opportunities. It’s about handling the opportunities right.” -Mark Hunter Creating and growing physician relationships is not for the faint of heart and all signs point to a more...