Four Steps to Answering Your “So What?”

Four Steps to Answering Your “So What?”

Are you feature-dumping or benefit-selling?  I bet most of us would say we are benefit-selling but when it comes right down to it, we probably spend a lot of our time communicating the features we have without even knowing it. 

Field Sales and Marketing: Is It a Perfect Pairing?

Field Sales and Marketing: Is It a Perfect Pairing?

Once we get their attention, consumers often start their experience at the doctors’ office. Physician relations is accountable to make sure that the physician aligns with the desired health system offerings.

Mirror, Mirror Are We Organized for Growth

By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com We are often asked about the magic sauce. You know, that perfect formula for an immediate, sustainable way to grow referrals. Sadly, there is no magic sauce. However, from experience we do know the must-have...
What to Do When There’s Just Too Much to Do!

What to Do When There’s Just Too Much to Do!

By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com This Spring I read this in USA Today, “3 out of 5 workers said they have already committed to more work than they can handle. Another 20% said they are at capacity and have no room to take on more.”  Hmmm, sound...
Physician Relations: The Meeting

Physician Relations: The Meeting

By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com While there’s prep, good follow up and essential problem solving, at the end of the day, in the world of relationship strategy- it’s all about the meeting. Quality time with the stakeholder is far and away the...
Six Tips to Hiring Better Physician Liaisons

Six Tips to Hiring Better Physician Liaisons

By: Susan Boydell | sboydell@barlowmccarthy.com Organizations that hire top talent are 30% more profitable. -Gallup Poll, 2016 One thing we know in physician relations is that success is highly driven by the strength of the field talent. We often say the basic...