By Allison McCarthy, MBA Effectively measuring ROI on physician sales and retention activities requires two key elements – quantitative data and qualitative data. While producing the quantitative data has its own set of challenges, qualitative data trending and...
By: Susan Boydell You’ve gone out into the field, talked with physicians, compiled actions steps and presented a volume of viable suggestions to leadership… And nothing happens. Now what? To make sure you don’t find yourself in that “Now what?” position, it’s...
By Kriss Barlow, RN, MBA “It is one thing to have a great idea – it is quite another to see your idea actually implemented. How often have you had a “brainstorm”, gotten excited, rushed in to share it with your boss, co-workers, family, etc. only to see...
By David F. Zirkle, PhD As with most sales efforts, effective physician relations begins with well-developed prospect lists to direct field activity and allocate resources. The process and tools described below focus on growing key strategic service lines. The...
Author: Kriss Barlow, RN, MBA This article has been updated by the author to reflect 2009 trends and market dynamics. For many people who are in sales, seeking out and developing new contacts is a difficult and time-consuming task, a task that often gets pushed to the...
By Allison McCarthy, MBA Establishing a physician relations tracking system is much more than selecting the right product. In fact, that’s actually a small part of the effort. Those who have successfully selected and implemented systems took an inside-out versus...
