By: Kriss Barlow RN, MBA Finding the best channel to earn the right referrals for your program is more challenging than ever. Even with better data, better talent and better focus, earning new referrals is challenging work! Many markets are now tightly aligned, so...
By: Kriss Barlow, RN, MBA OK field staff, does anyone feel like coasting through the end of year? Many field teams take on delivery roles as the baskets of goodies or logo wear gifts pile up in the practices. It feels good to have a full agenda with no pre-call plans....
By: Kriss Barlow, RN, MBA “By failing to prepare, you are preparing to fail.” -Benjamin Franklin I suspect everyone who has spent time in a growth role – relations, recruitment, marketing or business development – has energetically gone to market only to...
By: Kriss Barlow, RN, MBA Even saying the word “close” can create trepidation. Oodles of books have been written on the subject yet field staff often admit to a lack of confidence in their closing skills. Counter that with the fact that leaders will often say to me,...
By: Kriss Barlow, RN, MBA Checklists are really popular these days. You review a list of attributes to determine where you stand and in the process, perhaps you learn something about yourself. As I read a few of the recent checklists, one made me think about great...
