Barlow/McCarthy Blog
Check back often to hear from our talented team of consultants. Topics covered include: Physician Relations, Physician Recruitment, Practice Marketing, Medical Staff Development, Community Health Needs Assessments, etc.
Part 1 – The Emotions of Healthcare Sales: It’s Not all Roses
By: Kriss Barlow, MBA, RN For those who have never had a career in sales, I suspect the term, “the preparation and the knowledge that there will be more 'no than yes'" seems a bit odd. If sales is a part of your routine, you understand there are days when things are...
Hate the Task, Love the Potential
By: Allison McCarthy, MBA As I've been coaching a physician recruiter on cold-calling physicians, I love that she admits that she hates the task - but knows it has the potential to make a real difference in her results. She pushes herself to dedicate time to this...
The Layoff List… Personal Assessment to Limit Your Chances of Appearing
By: Kriss Barlow, RN, MBA A recent Harvard Business Review article (Zenger and Folkman) identified six factors common to employees who were laid off during organizational downsizing at Fortune 100 companies. As healthcare organizations move to more belt tightening...
Learning from Others to Strengthen Onboarding
By: Allison McCarthy, MBA Project management is a widely accepted profession in industries such as IT, government, construction and engineering, etc…. You can even get a degree in project management from some highly reputable colleges and universities. Like a lot of...
Watching the Physician Relations Masters
By: Kriss Barlow, RN, MBA From time to time I get the chance to shadow physician relations reps as they visit with their doctors. Sometimes, they’re staged visits; the reps pick only their favorites who speak highly of them and there’s little opportunity to really...
The Phone Still Works
By: Kriss Barlow, RN, MBA Let me get this out of the way: I am of the baby boomer generation. Actually I remember when our home phone number was, “9” yep, that’s right; one number worked in Slayton, MN. Back then, picking up the phone was the only way to communicate;...
Market Research within Barlow/McCarthy
By: David F. Zirkle, PhD We believe market research is a process that transforms data into actionable recommendations. The outcome is the delivery of “the right information, to the right people, in the right format” to support the decision-making process. Our client...
Everyone Knows the Right Sales Approach
By: Kriss Barlow, RN, MBA This blog is a bit of a whine, mostly because so many of my clients deal with this. Everyone is a referral development expert, and in healthcare our experts are often clinicians, operations and finance leaders who freely share their...
The Fabulous Funnel
By: Kriss Barlow, RN, MBA Good referral development starts with a conversation and the building of a relationship and trust. Relationships can have the right elements and exist forever, but never move into new referral business. For example, although a family...
Onboarding: The Engagement Tool for New Physician Recruits
By: Allison McCarthy, MBA Recent client work has enabled us to gather feedback from new physician recruits about their experience entering their hiring organization. Based on what we’ve heard, we have some work to do to ensure we have them become fully engaged....