By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Based on our observations, many physician relations teams have not done any face-to-face physician meetings in a year. Time goes by, skills change, other priorities may move in. Now, liaison teams everywhere are thinking about their field re-entry.
There’s work to be done to prepare to get back to field visits. But, what about the pre-work that needs attention inside the organization. Our internal service line partners have had their own share of challenges and distractions. As we think about more focused growth with virtual and face-to-face visits, it is a perfect time to learn how they fared. A phone call or Zoom meeting can help ensure internal readiness to accept new cases. For the liaisons, it will provide context to update the messaging and it will assist in crafting the right story for the practices and referring physicians you plan to reach.
This Seth Godin blog, “The Order of Operations,” was a fun reminder of the importance of getting our re-entry in the right order.
If you put the jelly on before the peanut butter, the sandwich will fail. And if you try to spread the peanut butter on the plate and then add the bread, it will fail even worse. Like so many things, the order is not optional. And yet, we often do the least-scary or easiest parts first, regardless of what the order of operations tells us.
It’s true, isn’t it? We tend to focus on “getting back in the field.” And yet, so much has changed internally. Systems of access, testing routines, the use of telemedicine for post-op visits, the way doctors may be doing coverage. You get my drift.
Today is the day to put together your team’s list of in-reach connections. Take the time to re-introduce your role, craft the questions you will need to ask and let them know the return to visit/virtual plan. The benefit to create better field visits is obvious, but it will also position the role of the field team in assisting with their growth. And, that is not a bad internal message either.
We have heard loud and clear the need for formalized re-entry training. We are ready to sit down with you and your team to get ready for what the future might bring. Learn more here: https://barlowmccarthy.com/field-re-entry-intensives/. Or simply contact Kriss at kbarlow@barlowmccarthy.com.