By: Jeff Cowart, BMc Consultant I was intrigued by the headlines in the newspapers this morning about the founder of Amazon, Jeff Bezos, acquiring one of the icons of American journalism, The Washington Post. Newspapers are my old industry and I’ve lived through...
By Kriss Barlow, RN, MBA For those who work with physicians, the goal of our interactions is to create a relationship that provides mutual value. Successful long-term relationships are about getting to know the physician. As the relationship progresses, through...
By Kriss Barlow, RN, MBA Healthcare leaders are keenly aware of the physician’s role – and the need to forge the right kind of relationships moving forward. As they work through business solutions the field team can be a valuable conduit for information. But, do they...
by Kriss Barlow, RN, MBA Have you ever been asked to grow a part of the business only to jump in and then feel like it was a waste of your time and sometimes your credibility? We’ve all done it once and with that painful reality comes a great chance to establish...
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 Christine M. Rhodes, MS and Dave Zirkle, PhD Direction from your hospital leadership team and the annual strategic plan as well as the historical referral data will guide you in selecting clinical service lines to promote during your physician sales visits. It is...
