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.
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...
Is My Model Right for the Times – Developing or Redefining Your Physician Relations Program
By Kriss Barlow, MBA, RN The right model is essential. It includes positioning in the organization; the leverage needed to be effective internally and with the doctors and it assists the program leader in focusing the field talent in the right direction. While it is...
Physician Sales Tool Box
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...
Prospecting Tips for Sales
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...
The Silver Bullet in Physician Relations Tracking – Part One: Creating the Right Team
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...
The Silver Bullet in Physician Relations Tracking – Part Two: It’s All About the Process
Author: Allison McCarthy, MBA Most organizations begin efforts to implement a physician relations tracking system by first selecting the software. The unfortunate outcome is often that the organization quickly outgrows the selected software as it fulfills the...
Using the Best Tools for the Job for Physician Recruitment
By: Tony Barlow, Managing Consultant/Digital Lead When it comes to recruiting physicians there is often A LOT of data. Lists of physicians, lists of residency programs, lists of residents, etc. Organizing and using the data to its fullest can be a challenge,...
Super-Charge Physician Recruitment with Internal Engagement
By Allison McCarthy, Principal 13 ideas for getting your internal team connected and supportive of your physician recruitment agenda: "Without continual growth, words like improvement, achievement, and success have no meaning." – Ben Franklin 1. Ask More Questions –...
Wrapping it up: End of Year Recruitment Program Assessment
By Allison McCarthy, MBA, Principal OK, you’ve done it all. Over the past year, you have: Managed all search components for a significant number of recruitments Streamlined the on-boarding process for new recruits joining the organization Revamped prospecting...