By: Kriss Barlow, MBA, RN While logic should play a role in managing emotions, I think that being logical doesn’t help anyone work through the highs and lows. I am not a woman who de-emphasizes a victory because “logic “ tells me that my referral development or...
By: Kriss Barlow, MBA, RN For those who have never had a career in sales, I suspect the term, “the preparation and the knowledge that there will be more ‘no than yes'” seems a bit odd. If sales is a part of your routine, you understand there are days when...
By: Kriss Barlow, RN, MBA A recent Harvard Business Review article (Zenger and Folkman) identified six factors common to employees who were laid off during organizational downsizing at Fortune 100 companies. As healthcare organizations move to more belt tightening...
By: Kriss Barlow, RN, MBA From time to time I get the chance to shadow physician relations reps as they visit with their doctors. Sometimes, they’re staged visits; the reps pick only their favorites who speak highly of them and there’s little opportunity to really...
By: Kriss Barlow, RN, MBA Let me get this out of the way: I am of the baby boomer generation. Actually I remember when our home phone number was, “9” yep, that’s right; one number worked in Slayton, MN. Back then, picking up the phone was the only way to communicate;...
By: Kriss Barlow, RN, MBA This blog is a bit of a whine, mostly because so many of my clients deal with this. Everyone is a referral development expert, and in healthcare our experts are often clinicians, operations and finance leaders who freely share their...
