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.
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...
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,...
Developing the Right Mix for Successful Recruitment
Author: Allison McCarthy, MBA Originally published in the July 2003 issue of SHSMD E-CONNECT, the author updated the content in March 2009 to reflect the increasingly competitive recruitment environment. In today's marketplace, recruiting qualified candidates means...