• By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com In this era of sound bites and social media do you ever wonder if conversation will go the way of the dinosaur?  In my mind, texts and emails are great for providing factual detail, but they just can’t replace the nuance that comes with great dialogue. In physician relations, we assume conversation happens naturally and often it does. But, could it be better, in a way that is more valuable for the doctor? I am back to basics because from time to time we all benefit from attention to what it takes to have a meaningful, authentic conversation. Know your doctor before starting the conversation. In other words, genuinely learn more about them through

    Mar 28,
  • By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Physician relations teams spend a lot of time and attention learning FOR their field work. We focus on understanding the clinical offerings, new members of the medical staff, changes in process, schedules and what the service lines want us to tell the doctors. Much effort is devoted to preparing the message or developing questions for meeting with the doctor and practice. Preparation is essential, but learning does not stop there, it’s a dynamic process. For great field staff, almost equal time and effort is spent learning FROM the field. It’s patient and persistent attention to what’s said, what’s inferred and what’s observed that can make the difference. Consider these ideas and build your

    Feb 08,
  • By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Cue the party hats, confetti and one more glass of bubbly…  the new year is here and with it, the warm glow and anticipation of what’s to come. One of many things I love about my role is the opportunity to watch how talented people embrace the new year. It’s that time of year when we each get to consider how we want the year ahead to turn out and where we’d like to end up in our professional growth. Here are five suggestions that may make your party at the end of 2017 even better! It’s the year of YOU, set a success goal Take the time to write a personal goal

    Jan 02,
  • By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com The mood within practices has a lot to do with physician relations effectiveness and it’s December!  How would you answer this question for the practices you call on? “The general disposition of my practices is ______.” They may be frantic, festive, business as usual or any number of emotions that accompany this time of the year. Many accomplished field staff use their December calls to gather perspectives. It’s a great time to reflect on the past or create a shared vision for the future. For larger teams, the responses can be grouped to add the customer’s voice to your internal year-end summary. As you create your ideal question, consider your current relationship with

    Dec 07,
  • By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com "Leaders who don't listen will eventually be surrounded by people who have nothing to say." -Andy Stanley Most organizations are getting serious about finding the right talent to launch or improve their physician relations. Gone are the days when this role is a catch-all for the “great-with-people” backgrounds. The right talent, however, goes beyond the field role and is critical for those who lead this effort. The role is challenging with those sales types on one end and the pressures of the administration on the other. We get the opportunity to work with some fabulous leaders and when we do, here are a few of the attributes that are always evident: They are trusted.

    Sep 26,