By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
This year was anything but normal and yet, field teams were able to have such a strong impact for their organizations. Truly a bravo moment and now, with a few weeks left, do you feel the pull to get just one more opportunity? If yes, here are some considerations for that blue-ribbon finish.
- Commit to a brief visit with one “impossible to get to” doctor. We all have them; physicians you’d like to visit but gatekeeper challenges prevent it. Get creative with another contact, another reason, or another entry point and get a meeting. And it goes without saying, make it a high-value visit for the doctor once you get in.
- Make a quality end-of-year visit with key practices. For a handful of important practices, create a special year-in-review wrap up session. It might include a summary of changes made in a key service area or a list of the physician-to-physician visits orchestrated for the practices doctor. Consider something that will show the impact of your work and your partnership with them.
- Ask a year-in-review question. It’s a good time of year to take a pulse on your market. Create one or two questions to ask your audience that will give leaders a sense of the temperament of the referring physicians, their needs or their views on the year ahead. Make sure to share the impact with those who responded to your questions.
- Review your target list. Are there prospects you’ve failed to meet recently? Determine why they are on the list, put a plan together and make the visit. After you’ve seen them, if you feel there is no potential, clean up the list. If there’s opportunity, weren’t you smart to restart this relationship.
- Invest in you. We’ve all been through some highs and perhaps more lows. Nobody will take care of you as well as you can. Take time to consider the last year – with a pen and paper! Write down those times when you were a rock star and list the areas that did not work as well. Where do you need to invest? It could be skill development or perhaps internal communications or your ability to tell the story to leaders with reports.
Reflection is such a powerful tool. Take one of these ideas or one that has risen to the top of your list and check it off the list. A new year will be here soon.
If a personal investment is at the top of your list, our team would love to continue this conversation. We’ve got training, personal skill development, coaching and leader development tools. Please reach out to Kbarlow@barlowmccarthy.com