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.
The Pre-Call Plan: Organization Makes a Difference
by Kriss Barlow, RN, MBA In the world of physician relations, there is a great deal of discussion about planning. Our plans articulate actions, expectations, roles and responsibilities. They also serve as a road map for everyone involved to keep hold of the strategic...
Operational Readiness to Sell a Service
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...
Data is your Friend
By David F. Zirkle, PhD While slow to penetrate many physician relations programs, the use of data to drive decision-making has now become the norm. Successful programs recognize data is a key ingredient to improve performance and maximize growth opportunities....
Effectively Leading Physician Relations
by Kriss Barlow, MBA, RN Just as best-practice organizations need capable field staff, so, too, do they need capable program leaders. Effective leaders balance their ability to look at the whole ladder, while never losing site of the individual rungs. The best...
Ensuring Physician Relations Gets the Credit
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...
Getting Leadership’s Attention Through Innovative Reporting
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...
A Checklist to Consider How Ideas are Processed Internally
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 their...
Earning the Yes through Effective Customer Management
Author: Kriss Barlow, RN, MBA The author updated this article in 2009, to reflect the most current market and trends in physician relations/sales strategy. The article discusses different attitudes that slow the sales process, whether the audience is a physician or an...
Four Barriers to Successful Physician Sales
Author: Kriss Barlow, RN, MBA This article appeared in Healthcare Marketing Advisor, January 2007 and was updated by the author in 2009, to provide readers with the most current market reflections. What makes some physician relations programs so successful, whereas...
Important Sales Rules Not to Live By
Author: Kriss Barlow, RN, MBA Anyone who's ever sold anything to anyone has learned the lessons of what not to do. Conversely, those negative experiences can teach us to do things the right way-and how to build solid relationships with our customers. Consider these...