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....
by Kriss Barlow, MBA, RN Just as best-practice organizations need capable field staff, so, too, do they need capable program leaders. Effective leaders balance their ability to look at the whole ladder, while never losing site of the individual rungs. The best...
By Allison McCarthy, MBA Effectively measuring ROI on physician sales and retention activities requires two key elements – quantitative data and qualitative data. While producing the quantitative data has its own set of challenges, qualitative data trending and...
By: Susan Boydell You’ve gone out into the field, talked with physicians, compiled actions steps and presented a volume of viable suggestions to leadership… And nothing happens. Now what? To make sure you don’t find yourself in that “Now what?” position, it’s...
by Kriss Barlow, MBA In sales circles, the topic of “the close” is always discussed. It seems fitting that we discuss this topic at the end of the year, as there are some similarities and of course, some vast differences in approaching the close. New sales staff are...
Author: Kriss Barlow, RN, MBA For almost every healthcare executive, managing change seems to be a daily obligation. Change means that people and departments are in a state of flux. What is all of this change doing to impact communication? Tremendous energy is being...
