By: Allison McCarthy, MBA As recruitment and relations professionals, we often consider selling in our interactions with physicians – getting them to say “yes” to a practice opportunity or to make a referral. But we’re also continuously selling with our internal...
It is an interesting time in the market. With so much attention to the potential changes in how we are paid, how we work with doctors and how we determine the right value and the right volumes, do programs launch and/or do existing programs attempt to enhance their...
By: Kriss Barlow, RN, MBA Regardless of your education, training or love of data, let’s face facts: Organizations are making decisions about the value of the field staff based on data. A solid, data-driven plan is essential. Whether planning for market research,...
By: Kriss Barlow, RN, MBA “Your business is never really good or bad ‘out there.’ Your business is either good or bad right between your own two ears.” Zig Ziglar Market uncertainty has many physician relations representatives asking, “What...
By: Betsy Finkelmeier, RN, MBA “The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself.” -Peter F. Drucker Know your customer is a fundamental marketing principle and an essential element of...
By: Jeff Cowart, MAH At a recent conference I attended two speakers proposed that the results of a survey they conducted represented “best practices” from the work of physician liaisons. In fact, it was just a survey – albeit interesting – of what this particular set...
