By Dave Zirkle Success in today’s challenging healthcare environment rarely occurs by chance but rather through well-designed and executed planning. And this is definitely true in the category of physician relations. Good physician sales planning addresses four basic...
by Christine M. Rhodes, MS and Dave Zirkle, PhD Direction from your hospital leadership team and the annual strategic plan as well as the historical referral data will guide you in selecting clinical service lines to promote during your physician sales visits. It is...
By Kriss Barlow, RN, MBA Relationship building with doctors can often be derailed because of perceptions. These perception challenges often fall into three major categories: Negative feelings at a personal level Negative feelings based on feedback from patients about...
by Allison McCarthy, MBA There is one truth that stands above the fray; those who plan get the best results. Planning physician relations visits in advance, particularly when they involve non-physician relations staff, provides the preparation necessary to achieve...
By Kriss Barlow, RN, MBA Reflecting on the season, I was thinking about the joy that accompanies a gift received. Young or old, there is a sense of anticipation, wondering about the possibilities and a feeling of appreciation for those who share a part of themselves...
By David F. Zirkle, PhD While slow to penetrate many physician relations programs, the use of data to drive decision-making has now become the norm. Successful programs recognize data is a key ingredient to improve performance and maximize growth opportunities....
