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 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 David F. Zirkle, PhD At its core, research is a transformation process that increases the usefulness of information at each step along the way. Raw data collected on the front end is transformed into useful and actionable information to improve decision-making...
David F. Zirkle, PhD We have all been there during data presentations: from the co-worker who “just doesn’t get it” to the senior leader who asks “how do I know the data is valid?” As we all know, decision-makers must feel comfortable with the data to make your...
By David F. Zirkle, Ph.D So a new year is almost upon us. Besides making the obligatory observation that time seems to be moving ever more quickly, what difference does a new year make? For most of us, as the year draws to a close, there is no better time to reflect...
David F. Zirkle As healthcare systems scramble to acquire and employ specialty practices and physicians, many hospitals find themselves in an unfamiliar line of business – practice management. One common assumption is that physician practices can be managed in the...
