Barlow/McCarthy: Recent Episodes
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By: Susan Boydell | sboydell@barlowmccarthy.com
Physician outreach isn’t just about making connections—it’s about fostering relationships that drive real referral growth. Yet even the most well-intentioned efforts can fall short due to hidden gaps that hinder relationship-building and long-term success. Recognizing these blind spots is the first step to strengthening your referral development strategy. Here are some of the most common oversights—and actionable ways to fix them.
- One-Size-Fits-All Communication
The Gap: Often liaisons can get into the habit of using the same messaging for all physicians, regardless of specialty, experience level, practice setting or even personality. This generic approach often fails to resonate, leading to disengagement.
The Fix: Customize your communication strategy by segmenting physicians based on their unique needs and any finer details you know about them. A new physician might require more education on specialists or services offered, while an established one may be more interested in very specific clinical needs. Tailoring your messaging to a physician’s specialty, experience, and needs demonstrates that you value their role and understand their challenges.
- Lack of Follow-Up After a Peer-to-Peer Visit
The Gap: Many physician relations teams focus heavily on making initial connections between referral sources and specialists but neglect consistent follow-up. Without continued engagement, relationships weaken, and valuable referral opportunities slip away.
The Fix: Schedule a follow-up touchpoint within a week of the introduction. Use this time to assess the visit’s effectiveness, reinforce the connection with your specialist, and evaluate the potential for future referrals. Consistent follow-up builds trust, reinforces your value, and keeps your organization top of mind.
- Ignoring Data and Feedback
The Gap: Outreach efforts that rely on intuition rather than data can miss key performance indicators. Additionally, neglecting feedback from physicians means missing valuable insights into what’s working and what isn’t.
The Fix: Use internal and external data to monitor referral trends and measure outreach effectiveness. Leverage activity data to assess field performance and identify areas for improvement. Incorporate targeted surveys during visits to capture valuable physician insights—intelligence that leadership craves. By analyzing this data and acting on feedback, you can refine your approach and show physicians that their input matters.
- Spending Too Much Time Solving Problems
The Gap: When outreach efforts focus primarily on addressing problems, opportunities for business growth can be overlooked. While loyal physicians readily share frustrations, spending too much time on barriers rather than understanding clinical patient needs can limit progress. Striking the right balance is key.
The Fix: Shift the conversation from identifying what’s not working to first exploring their patients’ needs and specific clinical referral opportunities. This keeps the focus on growth and opportunities. If concerns or barriers arise (which they will), acknowledge them, gather details, document the issue, and escalate it to the appropriate internal team—without letting it dominate the discussion.
- Overlooking Deeper Clinical Learning
The Gap: In an increasingly competitive market, differentiation through clinical expertise is essential. Meaningful conversations with physicians require more than just surface-level knowledge—they demand a deepen understanding of the conditions patients present with and the specific clinical advantages your organization offers over competitors. Without this depth, outreach efforts remain generic and less effective.
The Fix: Go beyond the basics by deepening your understanding of ideal patient profiles for specific clinical areas. Engage with specialists and clinical nurse educators to gain insights into patient indications, treatment considerations, and key differentiators. Prepare thoughtful questions in advance to better understand the referring physician’s perspective and the real-world challenges their patients face. A well-informed approach fosters more valuable discussions and stronger referral relationships.
Closing the Gaps
Your field visits are not just about making contact—it’s about making an impact. By identifying and addressing these hidden gaps, you can create a more effective, meaningful engagement strategy. Start by personalizing communication, maintaining consistent follow-up, leveraging data, minimizing issues only discussion, and enhancing clinical knowledge. Small improvements in these areas can lead to significant gains in physician trust and partnership.
Looking for a more tailored approach to your outreach strategy? Let’s talk. Barlow/McCarthy can help you refine your referral development efforts for sustainable success.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales. To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Create a welcoming environment. Style, presence, types of questions and types of answers—they all have the power to welcome, offend or create tension. This week, take a minute to evaluate one of those areas that could use some attention.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2025/02/02102025-Strategic-Sales.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 2/10/2025.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com
Some of you are facing an unexpected layoff. Others may feel stuck in a role that no longer fits. Or you have fully released your children into adulthood and now have the financial freedom to explore what’s next.
Whether changing jobs, adjusting to a new work environment, or stepping into an entirely new career path, the transition often feels like crossing a bridge to an unknown destination.
Change is the event that interrupts your life, but transition is the internal process that begins or follows the shift through that change. Change happens in a moment; transition unfolds through reflections and responses. It is this inner work that defines how successfully you navigate professional shifts.
The Three Stages of Career Transition
Most transitions involve three stages: moving away, moving through, and moving into. Here’s how these stages apply to career transitions:
- Moving Away: Letting Go of the Old
This stage is about endings. It might involve leaving a job where you’ve spent years building skills and relationships or moving past a role that no longer aligns with your goals. Letting go is rarely easy. While there may be excitement, there often are also feelings of uncertainty, loss, or fear. Taking time to reflect on what you’re leaving behind, both the positive and the challenge, can help you honor that chapter while preparing for what lies ahead.
- Moving Through: The Neutral Zone
In this phase, you’re in limbo. The old is gone, but the new hasn’t fully taken shape. This disorienting period can be filled with questions like, What’s next? Did I make the right decision? Should I have considered something else? Now is the time to clarify your values, envision new possibilities, and take small, intentional steps toward your next chapter.
- Moving Into: A New Beginning
The final stage is about stepping into the new – your next role, career, or way of life. This is a time of action and adjustment. While excitement and opportunity abound, it’s also natural to feel some anxiety as you adapt to unfamiliar expectations or environments. Staying grounded in your goals and revisiting your why can help you thrive in this phase.
Emotional Tsunamis or Gentle Waves
Remember, transitions are not linear. You may find yourself revisiting earlier stages as new challenges or opportunities arise. What’s important is to give yourself grace throughout the process, recognizing that change is not just about what happens to you but how you respond and grow.
We’re here to help. In a group coaching engagement, you benefit from networking and working together. Details are available by emailing Allison McCarthy at amccarthy@barlowmccarthy.com or clicking HERE.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales. To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Trying to earn crisis referrals is exhausting. Never place immediate impulse type referral growth needs above the organization’s growth strategy. It’s tempting, and individuals usually create such a compelling need, but we run from one hamster wheel to the next. Process and strategy ensure momentum and earn long-term change. This week, consider your crisis requests and a message that works to maintain your focus.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2025/02/02032025-Strategic-Sales.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 2/3/2025.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Internal Relationships. To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Teams that are committed to success fill their roles with people who can “walk the talk.” This week, consider the attributes that are valued by your internal stakeholder. Are they consistent? Can they be quantified? Call it out and then, time to go to work.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2025/01/01272025-Internal-Relationships.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 1/27/2025.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales. To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Success- the ability to exceed expectations- is found in the understanding of personal strengths along with weaknesses and limitations. This week, take a little time to assess where you are and use that knowledge to grow your strengths.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2025/01/01202025-Strategic-Sales.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 1/20/2025.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales. To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Find a tidbit of helpful information to share in your key practices this week. Conversations always start the process. Insights and information are far more valuable than, “Anything I can do for you?” Today, consider a few ideas you can use to get the conversation started.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2025/01/01132025-Strategic-Sales.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 1/13/2025.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Forward Thinking. To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Lofty goals and desires are fabulous, but you need more. As we start the new year, it’s a great time to figure out who you need for long-term internal support. Why not learn some usable clinical content? How about something new to advance your field skills? When our effort moves forward, our desires come true. Where will you start?
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2025/01/01062025-Forward-Thinking.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 1/6/2025.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messages. To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Relationship sales is always about matching the needs of the customer with the benefits of the services offered. As you consider the year ahead, how will you focus on their needs in a meaningful way? Let’s make the New Year the best ever!
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/12/12302024-Great-Messages.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 12/30/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messages. To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:In a healthy relationship, control flows freely back and forth. Both parties have a right, actually a responsibility to control or guide communications. Either party is willing to let the other lead the conversation or to follow. This week, reflect on your ability to set the stage and let the prospect do more of the talking. You will learn something!
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/12/12162024-Great-Messages.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 12/16/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messages. To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:The role of fairness is bantered about as we consider internal and external roles and expectations. This week, perhaps it’s time to consider fairness within a relationship where each person is treated with dignity and respect. We can start this.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/12/12092024-Great-Messages.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 12/9/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Looking ahead often starts with a little time in the here and now. Pour yourself a cup of coffee or your favorite beverage and take a minute to consider:
(1) Am I personally happy and fulfilled in my job?
(2) Do I create a measurable and personal impact with my field effort?
(3) Are my personal processes and patterns aligned with the obligations of today’s market?
All three questions matter and market forces are requiring a re-look at the role. Personal capability counts as much as great data, good clinical access and issue responsiveness. If we have it all, that is phenomenal, but Wow!, that’s rare. The focused students of their craft who can read the market and their organization and adapt are the winners – even if the other elements don’t quite add up.
Personal goals are a great tool to help us focus and elevate those elements we can directly control. I was taught that a goal should be specific, measurable and include a timeframe**. If your goal is a year, consider setting quarterly marks along the way. Clearly call it out and write it down.
While I know you have a host of ideas for your goal-setting, I could not resist the opportunity to share a few.
- Leverage the Data. While measuring outcomes can be complex, most organizations have claims data which is a remarkable tool to provide insights, trends and patterns that inform the visit. Why not set a goal of looking at the data for certain splitter contacts or do a data deep dive for all prospects targeted for a specific clinical area. If claims data is not available, there are also wonderful internal sources. Commit to finding one or two sources of data that can provide a sense of the physician referral patterns with your organization.
- Work a Plan. While departments often have broad plans for the team, it is important for each field representative to create a personal sales plan. The plan should clearly define and segment the target referring physicians and the specific actions planned to advance the referral relationship at that level. If you’re getting started then set your goal to create a sales plan for your top 20 prospects, then work the plan, adapt the plan and add more. And if you’ve uncertain about the sales planning process, reach out to my colleague, Susan.
- Clinical Knowledge. It’s hard to earn a referral relationship without clinical depth in today’s tightening market. Commit to learning about the niche clinical offerings and to translate the learning into conversational use. The goal might be to learn about a specific clinical application and then create six questions for a select primary care physician to determine if it is applicable for their patients.
- Relationship skill enhancement. Good relationship sales skills are foundational to enhanced field effectiveness. Consider if you are seasoned whether you’ve gotten lax in the rigor of your skill. Or, if you are newer to this industry and you need a little translation, is it time to up your game? Call out the area where skills need attention and put a number to it – like, commit to getting through five gatekeepers per week. Another example might be, prepare for 70 percent of each week’s visits with at least two good, customized questions each week. Skills are essential.
It’s exciting to look ahead and to envision what might be. After a little time of reflection and memory-making over the holidays, we’ll be excited to see you demonstrate all those good ideas in 2025.
“The best preparation for tomorrow is doing your best today.” — H. Jackson Brown Jr.
Let us help with strategy or implementation for your physician relations effort. Let’s set a call and get the conversation started. Please reach out to me at: kbarlow@barlowmccarthy.com
By: Mitzi Kent, RN, BSN | mkent@barlowmccarthy.com
In the ever-evolving field of recruitment, hiring skilled providers is a critical challenge facing healthcare organizations worldwide. Influential recruitment leaders must harness the power of data-driven strategies to navigate this complex landscape. By leveraging data, recruitment leaders can refine recruitment processes, identify key trends and ensure that the right physicians are placed in the right roles. Here’s how data can transform physician recruitment into a more successful endeavor:
- Understanding Workforce Needs
Data-driven leadership involves a thorough analysis of an organization’s current and future physician needs. By examining patient demographics, service line growth and anticipated retirements, leaders can project demand for specific specialties. Predictive analytics can refine these projections, allowing leaders to target recruitment efforts strategically. If your organization hasn’t thought about a strategic medical staff development plan, there may be an opportunity to create a plan that looks at recruitment needs three years out.
- Identifying Ideal Candidates by Detailed Opportunity Profiles
Comprehensive data analysis enables leaders to define the attributes of successful physicians within their organizations. An ideal opportunity profile can be constructed by reviewing past recruitment successes and time-to-fill metrics. This profile includes professional qualifications, cultural and community fit and adaptability to the organization’s values and mission. Taking the time and gathering all the correct information on the front end will improve success.
- Enhancing Candidate Sourcing
Data can optimize the sourcing of candidates by identifying the most effective recruitment resources. Analyzing the success rates of various platforms, specialty conferences and educational partnerships allows leaders to allocate resources efficiently. Additionally, using data to understand geographical physician supply can help target recruitment in regions with a surplus of qualified candidates.
- Improving the Recruitment Process
Leadership can use data to streamline the recruitment process. By tracking time-to-fill metrics and assessing bottlenecks, organizations can improve the efficiency of their recruitment pipeline. Furthermore, data can help develop standardized interview questions and evaluation criteria, ensuring a fair and consistent process for all candidates.
- Assessing Candidate Experience
Understanding the candidate’s experience is crucial for maintaining a strong organizational brand. Through surveys and feedback mechanisms, leaders can gather data about interaction of candidates with the recruitment process. Analyzing this information helps identify areas for improvement, enhancing the overall experience and potentially increasing the acceptance rates of job offers.
- Monitoring Outcomes and Retention
Effective leadership goes beyond recruitment; it involves ensuring long-term success for both the organization and the physicians. By tracking retention rates and performance outcomes of newly recruited physicians, leaders can assess the effectiveness of their recruitment strategies and make iterative improvements.
Incorporating data into physician recruitment gives leaders a powerful tool to attract top talent and ensure alignment with organizational goals. By leveraging data, leaders can make informed decisions supporting immediate recruitment needs and long-term strategic objectives. Ultimately, a data-driven approach to physician recruitment lays the foundation for building a resilient and capable medical staff.
Do you need help with your medical staff development plan? We would love to step in and help you create your three-year recruitment plan. Simply reach out to info@barlowmccarthy.com for details.
By: Tricia Anderson | tanderson@barlowmccarthy.com
Most of us will spend some time in December thinking about and planning for the new year. Maybe you didn’t meet your goals this year. Maybe you feel stagnant in your role and want more substance and challenge in 2025.
We make New Year’s resolutions that will challenge and stretch us to be better versions of ourselves. But then what happens? Researchers suggest that only 9 percent of Americans who make resolutions complete them. In fact, research goes on to show that 23 percent of people quit their resolution by the end of the first week, and 43 percent quit by the end of January. I dare say, it has a lot to do with our comfort zones, or rather, how we define our comfort zones.
Most physician relations professionals are doers. We like people and we like to help others. We, therefore, get pulled in a thousand different directions. That busy stress feels safe and comfortable to the chronic doer.
Before setting your goals for the upcoming months, ask yourself a few questions about your comfort zone. Be brutally honest with yourself. Growth begins with reflection.
- What specific facets of your role sit comfortably in your protective cocoon?
- Calling on retention offices – where everybody knows your name?
- Internal meetings?
- Physician to physician meet and greets?
- The list goes on; be specific and honest!
Only by defining your unique comfort zone will you be able to identify opportunities for personal and professional growth.
- What keeps you tethered to the known and comfortable? What triggers send you running for the “comfy blanket” areas of your job?
- Fear is a big one for most people. Fear of hard questions you get asked in the field. Fear of addressing unresolved issues. Fear of presenting to leadership. Fear of staying relevant. Fear of saying “No” to a request. Any of these sound familiar?
- Familiarity is like a pair of soft, fuzzy socks. What service lines are you the most comfortable selling? Are you avoiding prospecting or making initial discovery calls? Are you sticking with the same questions or dialog in your target offices? It’s comfortable. It’s familiar. But it’s not stretching and growing. It’s not moving you closer to that elusive stretch goal.
- When you visualize your comfort zone, does it look like a concrete vault? What’s in is in and what’s out is out. Just choosing to get out of your comfort zone is not enough. You’ll never reach your full potential by sticking with the familiar and avoiding fear. It’s time to take action!
- Consider expanding your comfort zone to include “mild discomfort.”
- Select one thing you’ve been avoiding from your fear list. For example, selling a highly specialized procedure that your new heart surgeon is performing. Or, meeting with the PCP who is now participating in a value-based care program. Vow to learn everything you can.
- Research, ask questions and be comfortable with not knowing it all.
- Take back-up with you on your first few calls. Service line leaders might welcome the opportunity to get out of the hospital.
- Admit when you’re unsure. Saying, “I don’t know but will get back to you” builds credibility and gives you a reason to follow up with that office.
- Commit to ongoing growth. Once a fear becomes manageable, repeat the process with another, embracing discomfort as a tool for development.
Now, go grab that soft blanket, your favorite fuzzy socks, some warm cookies and watch that movie you’ve seen 1,000 times. You deserve it!
As 2025 approaches, break free from your comfort zone and embrace growth. Identify challenges, take action, and lean into discomfort. Partner with Barlow/McCarthy to make 2025 your year to thrive! Send an email to info@barlowmccarthy.com to start the conversation.
By: Susan Boydell | sboydell@barlowmccarthy.com
As the year comes to a close, it’s the perfect moment to celebrate the successes of 2024 and gear up for the exciting opportunities ahead in 2025. To help you start the new year strong, I’ve put together 25 impactful ideas, strategies, and tactics designed to inspire action and set you up for success. Let’s hit the ground running and make 2025 your best year yet!
- Learn something new. Challenge yourself to uncover fresh insights in offices you’ve been visiting for years. Relationships are great – deepening them is even better.
- Take on a clinical area you have less knowledge of or you just don’t feel confident going deeper in with a potential referral source.
- Refresh your field approach. Markets change, physician needs change, patient expectations change so you need to change adapt to remain effective.
- Be quiet. It’s less about what you have to say and more about what they have to say.
- Put gatekeepers at ease. Move beyond standard lines and try something creative to lower their guard.
- Ask clarifying questions. Ensure you fully understand their needs. Think conversation vs. talking about what you have to offer.
- Ask a “By the way…” question before you leave each visit. It’s a great way to gather field intelligence and real time voice-of-customer input. Keep track of your learnings and share with your offices and internal stakeholders.
- Be prepared. For visits, for calls to set up visits, for calls with internal stakeholders. Dare I say… pre-call planning!
- Use your activity documentation to adjust what’s working and what needs attention in the field. After all, you took the time to put it in there, use it to get better results!
- Commit to prospecting. Analyze your activity and see what targets you’ve not visited. Pick three and create a plan to uncover a need.
- Read an article about asking better questions. There’s hundreds of articles and, yes, some aren’t great. But, there are often a few good questions you can customize.
- Win over a grumpy internal stakeholder. Build a plan to earn credibility with even the toughest colleagues.
- Get educated on value-based models. Understand their current and future impact on referrals and market dynamics.
- Research primary care needs. Deepen your understanding of what primary care physicians expect from your health system.
- Create an agenda for each visit for one week, use it to set up the reason for your visit and see what difference it makes on the outcome of each call.
- Take on niche selling. Focus on a specific clinical procedure for a targeted patient population.
- Refine your introduction. Perfect a concise “elevator pitch” that differentiates you from all others wanting time with the physician.
- Adapt to personality types. Research personality styles and tailor your approach to connect more effectively.
- Know your competition. The referrals you want are going to the competition so know why you vs. them.
- Be mindful of word choice. Swap overused terms like “multidisciplinary” with descriptions that highlight tangible benefits.
- Take on sales planning. Know where you can earn referrals, what it will take to get them and your plan to make that happen in the field.
- Know when to walk away. Sometime the effort isn’t worth the reward because the reward is not enough to justify the effort!
- Build resilience. With so much change and tougher challenges in the field, being able to “bounce back” and learn from tough situations can often be what drives long-term success. And, it will help with your own well-being!
- Find a mentor. Pick an area you struggle in and find a mentor or a coach to help you learn and grow. It could be help with analyzing your data or getting past tough gatekeepers.
- Commit to the field. Balance other responsibilities so you can prioritize being present in the field – where the real impact happens.
Success in the field isn’t just about making visits – it’s about building meaningful relationships, being flexible and adaptable, and continuously refining your approach. These 25 ideas are designed to inspire change, foster resilience and help you create measurable impact in 2025.
Take this list as a roadmap and remember: every small step forward adds up to big achievements. Commit to the work, embrace the challenges, and make the upcoming year one of growth, innovation, and success. Here’s to hitting the ground running and making 2025 your best year yet!
As a national leader in physician relations at Barlow/McCarthy we would love to partner with to take your physician relations to the next level in 2025. Reach out to info@barlowmccarthy.com to see how we can help.
By: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com
As program leaders, you are the bridge between senior leadership and the team, tasked with implementing strategies, driving performance and managing the day-to-day work. This time-intensive obligation can trap you in a siloed world. Investing time and energy in networking outside your program will provide insights into competitor activity, innovative approaches and industry trends to assess your team’s performance.
Often overlooked, networking is more than exchanging business cards or LinkedIn requests. It is about building relationships that foster mutual growth, learning from peers, and understanding the broader marketplace. Here’s why networking should be a key part of your 2025 plans.
- Gain Fresh Perspectives
Program leaders in service lines, marketing, physician strategies and practice management are the linchpin between executives’ high-level vision and their teams’ operational realities. Networking with industry professionals can provide fresh insights and new methods for common challenges. The diversity of thought from a strong network can spark creativity and critical thinking skills.
- Expand Career Opportunities
Networking is not just about where you are today; it’s about where you want to be tomorrow. Engaging with a broader network can open doors to future roles, projects, or leadership opportunities. Your professional connections can be invaluable to climb the organizational ladder or pivot to a different area.
Coaching client Mary Hajjar noted, “While networking used to be an activity I’ve shied away from, it has been helping me learn about recent market trends and the resulting hiring needs. It has also given me a glimpse of different companies’ challenges and their respective innovative solutions that were not previously on my radar. And consider ways I can leverage these in my current professional search and next role.”
- Learn Best Practices and Industry Trends
Keeping up with industry trends, technological advances and best practices is essential but overwhelming. Networking with others encourages the exchange of knowledge and insights on the latest tools and methods. This continuous learning enhances your managerial skills and keeps you competitive and adaptable in a rapidly changing environment.
“Through conferences like the Physician Strategies Summit and groups like the Barlow/McCarthy Physician Relations Collaborative, I have learned tools and techniques from my peers that have helped me advance my program,” says Jessica Clarke, Director of Strategy & Business Development at Hackensack Meridian Health.
- Build a Support System
Being a program leader can be isolating. You are responsible for delivering results and managing your team, but you might not have access to the same level of support that senior leaders enjoy.
“Networking with industry colleagues has proven invaluable to me as I adjust to my new role as department director. Their willingness to share their experiences, both positive and negative, has helped me more successfully navigate the challenges of leading a team,” per Rachel Jones, Director of Physician Recruitment, UPMC in Central PA.
When facing complex team dynamics, internal politics, or organizational change, having a network of trusted peers allows you to seek guidance and gain reassurance. You will feel more confident tackling complex issues knowing that others have faced similar challenges and become stronger.
- Increasing Visibility and Credibility
Being visible is as important as being competent in this busy professional world. Networking can raise your profile within your organization and industry. The more you engage with your network, the more likely others will think of you when opportunities arise, whether for a critical project or a promotion. Well-connected program leaders tend to be more influential, as their network serves as an extension of their expertise and credibility.
- Enhancing your Internal Connections
The more opportunities you have to be in meetings with senior leadership, the more you can learn from varying styles and approaches. Plus, you will have the chance to engage in discussions with those who have successfully navigated similar issues. A network of internal leaders can also encourage you to think bigger and stretch your goals, further honing your strategic thinking capabilities.
- Fostering Collaboration and Partnerships
One of the most practical benefits of networking is the opportunity to foster collaborations. Whether across departments, within your industry, or even with vendors or consultants, having a broad network increases the likelihood of forming valuable partnerships.
Collaborations can lead to joint projects that enhance your team’s performance or bring in resources that otherwise would not have been available. These partnerships can help you achieve business goals more efficiently and position yourself as a vital contributor to organizational success.
If networking feels overwhelming or outside your comfort zone, start small. Here are a few tips:
- Attend Industry Events: Conferences, seminars, and workshops are great places to meet like-minded professionals. If travel is not permitted, look for local and regional programs.
- Leverage Online Platforms: LinkedIn and industry-specific forums are perfect for connecting with peers, joining discussions, and staying updated on trends.
- Be Genuine: Networking isn’t just about what you can get; it’s about building mutually beneficial relationships. Approach it with a genuine interest in learning and helping others.
- Follow-Up: After meeting someone, follow up with a brief message or connection request to solidify the relationship
For program leaders, networking is an essential tool for professional growth. It opens the door to new perspectives, career opportunities and industry knowledge while providing a support system and increasing visibility. By prioritizing networking, you enhance your current role and set yourself up for long-term career success in your career journey.
Make networking a consistent part of your 2025 agenda and watch how it accelerates your leadership development.
I am currently signing up clients for my exclusive leadership coaching offering in 2025. Are you interested? If so, reach out at info@barlowmccarhty.com and I will be in touch.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Forward Thinking. To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:It’s easy to get caught up in the priorities of the day when everything seems to be moving at lightening speed. Recognize that keeping an updated field focused strategy is most important of all. This week, start with just one piece. Get down to the tactical layer to uncover areas that could use a tweak, or an all-out change. Create a tangible plan to make sure you’re relevant before someone else questions it.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/12/12022024-Forward-Thinking.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 12/2/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messages. To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Hearing is not listening. As you work with your prospects this week really listen with your mind free of distraction. Pay attention to their body language and really concentrate on what they are saying rather than considering what to say next.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/11/11252024-Great-Messages.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 11/25/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Competition. To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:In healthcare today, differentiation is key. If you have something that nobody can compete with, then leverage it big time because it is rare. Most days we need to package smaller differentiators to create an impact. This week, step back and consider what makes your product, people and approach special. How are you leveraging these differences in your conversations?
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/11/11112024-Competition.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 11/11/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Attitude. To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Do you believe in yourself? Do you have the courage to defend your expertise to those who would want to destroy your confidence in your ability to earn new business? Take a minute to reflect on your field strategy. Is it sound, are you effective? That is the best response of all.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/11/11042024-Attitude.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 11/4/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Mitzi Kent. RN, BSN | mkent@barlowmccarthy.com
As many of you know, my passion is rowing—I row at least four days a week at Row House, an indoor studio with great music and fantastic coaches. I began examining rowing and provider recruitment. While they might seem unrelated at first, I discovered several similarities. Here are seven key parallels and ways to improve our provider recruitment.
1.Teamwork: Both rowing and recruitment require effective collaboration. In rowing, team members must synchronize their movements to achieve optimal performance. Similarly, in recruitment, teamwork between hiring managers and HR professionals is essential for selecting the right fit candidates.
2.Strategy: Rowing involves planning the best techniques and strategies for hitting benchmarks. Similarly, recruitment requires strategic thinking to identify the right talent and fit for the organization. Sourcing plans help develop how to approach searches and achieve a clinical, community, and cultural fit.
3.Communication: Clear communication is vital in rowing to ensure all team members are aligned. Similarly, in recruitment, effective communication is crucial for conveying expectations and feedback. It’s important to communicate with prospective candidates and share your plan, results, and market intelligence with key stakeholders.
4.Goal Orientation: Both activities are driven by specific goals—rowers aim to win races and achieve personal bests, while recruiters focus on filling positions with qualified candidates promptly. Ensure you share your goals with key stakeholders, so they understand your objectives.
5.Performance Metrics: Success in rowing is often measured by time and placement, while in recruitment, it’s gauged by the quality of hires and the time to fill positions. If you’re unable to track data, start with one or two metrics that resonate with your team.
6.Adaptability: Rowers must adapt to changing conditions based on their body’s response, while recruiters adjust strategies according to market trends and candidate availability. Trust your instincts and know when it’s time to pivot.
7.Training and Development: Just as rowers continuously train to improve their skills, recruitment professionals must engage in ongoing learning to refine their techniques and stay updated on industry’s best practices. Whether you’ve been recruiting for 20 years or 2, there’s always something new to learn. Connect with educators on LinkedIn and attend training sessions when possible.
In essence, both rowing and recruitment emphasize collaboration, strategy, and the pursuit of excellence, making their similarities profound despite different contexts. Rowing is excellent for mental and physical health, working 85% of your muscles. Try it! I’m sure you’ll love it as much as I do.
If Barlow/McCarthy can assist with your training needs, we’d love to help! Please use the link below to schedule a complimentary conversation so we can learn more about your needs. https://calendly.com/mkent-barlowmccarthy/complimentary-conversation
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales. To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:We all have times when a new service requires a broad-based announcement to every audience and we “blitz the market” with a message. My message is a caution not to tell and promote this way too often or you will wear out its impact. Work for conversations not pitching your offerings.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/10/10282024-Strategic-Sales.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 10/28/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Forward Thinking. To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:If the representative wants to be successful, it has to start with understanding the prospect’s needs. Future meetings must follow up on past meetings and include good conversations about the doctors’ expectations. How’s your sales planning? Reflect on where you can enhance your momentum.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/10/10212024-Forward-Thinking.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 10/21/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Focus. To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:While you are willing and able to manage multiple work activities, this is not the real reason you were hired. Authentic commitment to earning new business requires a single-mindedness and concentration in the field. Take the time to assess how you used your hours last week. Does it support your primary field goals?
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/10/10142024-Focus.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 10/14/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Attitude. To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:As you progress in your referral growth career, you’ll encounter doubters. Learn to respectfully ignore them. If you let them derail you, the path to effectiveness gets muddy. Consider it a blessing as it tests your resolve. Win with impact.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/10/10072024-Attitude.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 10/7/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messages. To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:To earn new referrals in today’s climate, we’ve got to read the room and treat our prospects differently. It sounds so easy, so logical. In reality it takes some time and effort to put ourselves in their shoes. This week, take the time to try it with one of those individuals that challenges you most. It could be an internal stakeholder too!
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/09/09302024-Great-Messages.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 9/30/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Mitzi Kent, RN, BSN | mkent@barlowmccarthy.com
Feeling ‘stuck’ in our search for the ideal candidate is a common challenge. As provider recruiters, we often find ourselves using the same sourcing plan for each opportunity. But what if we paused, shifted our approach and began to think of innovative ways to communicate our jobs? This flexibility and open-mindedness can lead to new and effective recruitment strategies.
Innovation in physician recruitment is essential to address the growing demand for healthcare professionals and improve the overall efficiency of the hiring process. Here are several key areas where innovation is making an impact:
- Data Analytics: Using data analytics helps organizations identify trends in physician recruitment, such as candidate preferences, job market conditions and retention rates. This information can inform more targeted recruitment strategies. Engaging with your current providers in the specialty you’re recruiting is crucial. What do they think of your postings? Are there keywords that will resonate with potential candidates? Their feedback is invaluable when looking for new providers.
- Referral Incentives: By encouraging current physicians and staff to refer candidates through incentives, you’re not just tapping into existing networks for high-quality referrals you’re also fostering a sense of ownership and community. This approach can make everyone feel more connected and engaged in the recruitment process.
- Targeted Outreach to Medical Schools: Form partnerships with medical schools and residency programs, offering mentorship programs, internships, or rotations that give students a taste of the organization’s environment and culture. Many organizations have dedicated recruitment resources to residency outreach that involves speaking on relevant topics to fellows and residents about negotiating your first contract or writing your CV. Many candidate platforms have contact information for GME programs, allowing you to reach out personally to each one.
- Non-Traditional Recruitment Events: Organizing unique events such as wellness retreats, community health fairs, or virtual job fairs can be an exciting and open-minded approach to recruitment. These events, which combine networking with professional development opportunities, provide potential candidates with a chance to engage in a relaxed environment. This can make the recruitment process more enjoyable and less stressful for everyone involved.
- Social Media and Online Platforms: Leveraging social media and professional networking platforms can enhance visibility and engagement with potential candidates. Targeted ads and content marketing can attract physicians who align with organizational values and culture.
- Flexible Work Options: Offering flexible scheduling, remote work opportunities, or hybrid models can make positions more attractive to candidates, especially those seeking work-life balance. Feature these items in your job postings and use them to differentiate you from your competitors.
- Alumni Networks: If you are an academic institution, create a network for former employees or trainees who can refer potential candidates or return to the organization. Maintaining relationships with alums can be a valuable recruiting tool. Have the alums participate in the onboarding process, displaying the cultural aspects of your organization.
- Highlighting Professional Development: When working with APPs, consider creating ads with clear pathways for advancement and ongoing education. This will showcase opportunities for APPs to grow their skills and careers within your organization.
A key element is creating continuous feedback loops. By establishing mechanisms for ongoing feedback from candidates and new hires, you can help your organization refine its recruitment processes and improve the overall experience. By implementing these out-of-the-box strategies, healthcare organizations can elevate their recruitment efforts, attract diverse candidates and build a more resilient and capable physician workforce.
Do you need help innovating within your recruitment program? We would love to step in and help with assessments or training. Simply reach out to info@barlowmccarthy.com for details.
By: Susan Boydell | sboydell@barlowmccarthy.com
We’ve been talking about innovation in physician relations for a while. This is not about the relevancy of what we are doing, but more about how we can make a bigger impact for our organizations and for the physician relations role overall.
Today, the role of physician relations can and should extend beyond meeting volume goals and managing teams. To stay relevant, program leaders must continuously innovate, adapt to the new market realities and embrace the ever-changing physician-health system relationship dynamics. Yep, we all get that, but where should we focus?
Let’s examine two cornerstones of physician relations. We’ll determine what is still relevant and what needs a refresh.
- 1:1 Conversation with Physicians. This is what makes this whole concept work and, when done well, it delivers impactful, measurable results. Think about it, we have face-to-face conversations with the referring physician (the customer!) to understand what they need to better care for their patients. We’re able to share personalized solutions to address their unique needs based on what we uncover and learn in those conversations. This is still the most relevant cornerstone of a team’s success. Yet, it’s a struggle to master the art of meaningful conversation. Physicians and their practices are overwhelmed and busier than ever and their willingness to hear our pitch is all but gone. The refresh needed is not more pitching product. Duh, is the likely response. Yet it happens too often, and unless we change it, we risk being ineffective sooner rather than later. Sooner, might be right now. Try this… keep track for one week of how much visit time you spend talking about what you have before understanding what they need. This is ours to own and to choose to improve.
- Gather Better Intelligence. This is directly connected to having face-to-face conversations with physicians and their office staff. Field teams see what’s happening in those offices in every visit; it’s the access challenges, the complexity of our systems, and what would help physicians take better care of their patients. Our opportunity lies in proactively gathering the right intelligence. No one can gather real-time feedback and observation better than you. The refresh needed is to think like a conversational researcher. Don’t wait to be asked by the internal stakeholders. Create a proactive plan to gather and communicate insights from the field. Some insights can be actionable today, others may guide future strategic direction. That is being relevant and impactful.
Though they both sound simple, I can’t stress this enough – we must stop pitching and start learning and listening. Taking it on in a big way requires commitment. Changing your field approach is not easy, invest in making the change. We’re here to help with training, coaching, or just developing a plan to get you there. The results will be the reward. That I truly believe.
Is your program in need of a refresher? We would love to help you and your team with nationally found best practices within physician relations. Team rebuilds, assessments and trainings are all in our wheelhouse at Barlow/McCarthy. Reach out to info@barlowmccarthy.com for details.
By: Tony Barlow | tbarlow@barlowmccarthy.com
Innovation is really about adding value, starting with today and considering how to continuously make changes to improve your connectivity and value. Whether a part of a relations team or a recruitment team, there is value in the words we type, print, email and write every day. This certainly applies to our daily conversations within the office but for this conversation let’s consider the words we use to communicate with prospective referral sources, leads and recruits.
Life’s pace can create a frenzied feeling to just get the message out there. Yet the words we use make a difference in every individual email, email blast, job posting and marketing document. Your words are how you differentiate yourself and your opportunities from the rest. Here are a few suggestions to get the most out of your writing.
- Take Your Time – Everyone is busy. We all have too much to do and too little time to do it. Often we end up prioritizing some parts of our job while others get the short end of the stick. The emails, job postings and documents you write might be the only chance you get to communicate with a prospect or new lead. Set aside time to be creative, find ways to differentiate and consider tone – intended or not!
- Throw Out the Templates – While in some cases a template can serve an important role, in most cases a template is a shortcut you just don’t need. Using a template and then just swapping in new elements is not going to produce strong writing. Templates can help you get organized and get you started but they are better when heavily customized to tap into the specific needs of the position or offer you are sharing.
- Get Creative – There is a widely held belief that because we are communicating with physicians, we need to be bland and boring. That’s just not accurate. Get creative with your communication to make sure it is interesting. Write in a conversational tone instead of just giving them facts and bullets. There is a place for bullets but at the onset, we need to get their attention!
- One and Done Just Isn’t Enough – Repetition is necessary to cut through the clutter and finding the right cadence is super important. After writing and sending thousands of emails to physicians I can tell you, plan on writing more than one message. Consider three to five emails in your campaign as a good place to start. Each one needs to feel the same but offer new details. As far as timing, I like a couple of weeks between large messages. If you are doing brief follow-up messages, do those about a week later. The key is staying active without being annoying. I will quickly touch on follow up emails after receiving a warm lead, maybe you get a reply to an email or job posting. Once the physician has expressed interest in learning more you need to stay active with your messages in reply. It might take you six messages before they finally reply again and want to set up a call or the next steps. Don’t give up after just one or two messages. Their inboxes are incredibly busy, we need to stay near the top of the stack.
If you are looking for a takeaway from this article, I would suggest this: Your words are important and deserve your attention and time. Put in the work to improve your writing style, take a class or do some online education. There is a definite sales angle to a lot of this and there is a ton of education available to help. With the right effort and attention, you will begin to notice more successful outcomes from your communication.
At Barlow/McCarthy we specialize in all things communications and sales. Does your sales team need a refresher? Check out our Sales Training offerings. And if you are needing someone to come in and help you with your writing we would love to help. We can step in and do some fresh writing or rewriting of your materials. Just reach out to info@barlowmccarthy.com for details.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Some of us live for a new idea… others, not so much. With the pressure on relationship building for referral growth, it’s a great time to consider your habits and behaviors with the goal of elevating your impact. Start with recognizing the need, then a plan, followed by an evaluation of your success and a measurement. I’ve considered three audiences that really matter and some ideas to enhance your influence with them.
Gatekeepers: They need a special category these days. For new reps or reps in new markets, gatekeepers control access to the doctors. Henry Ford said, “If You Always Do What You’ve Always Done, You’ll Always Get What You’ve Always Got.” This is never truer than with gatekeepers. They are trained with a vendor sniffer! Oh, I get it, you say you are not a vendor, but do you look, act and speak like one? If it’s not working, try a new approach.
- Call first. Let them know you’ll be there and when. Try it in a statement instead of a question of permission.
- Visit to gather research and insights. This can be about changes to a clinical offering or area. What you learn helps the internal stakeholders with the customer’s perceptions too.
- Name drop with the name of a leader or a key physician (with their permission of course).
Make sure that once past them you add the right level of value for the physician or office manager. Think about how you stage the next visit as you are ending this one.
Doctors: Do you find yourself asking for time with the doctor to tell them about your services or new specialists? This might work for loyal doctors, but you need more to change referral patterns. You’re like a preacher and the doctor a congregant on a Sunday morning. They may hear a line or two… maybe. Engaging in their needs has never been more important. This starts with asking better, tighter questions. Next time you are with a physician:
- Get specific in your questions and your offerings. We often ask generic questions or lay out broad offerings because if feels inclusive. Actually, it makes the customer work too hard, and our doctors just won’t.
- Ask questions about their patients and their process, again specifics matter.
- Start with them, you may need to say, “While I often come with information about our services, as we wrap up the year, I want today to be all about you…”
- Be strategic about the mix of group vs individual meetings. Group discussions often move us back to that preacher role. Short, focused personal conversations can be amazingly effective.
Habits are always the challenge. We’ve trained the offices and doctors to expect to be talked “at.” Changing your habit will also mean that you need to change their expectations. Be patient, but persistent to get them more engaged in the conversation and talk “with.”
Internal Leaders: Talk about an audience that feels performance pressure! Internal stakeholders, whether C-Suite or Service Line Leaders, are all-in on operational performance and financial obligations. Where do we fit in that?
Many field staff yearn for the days when the organization had a strong strategic focus on growth, where leaders had more investment and interest in the team. Assess where you are with your internal relationships and think about ways to better connect with leaders on THEIR needs.
- Stack report topics and written communications to align with the strategic priorities.
- Be proactive in creating your plan then ask for feedback instead of waiting for them to give you directions.
- Have a story, data and when asked for, a proposed next step or solution.
- Create a personal style for working with leaders – just like you have in the practices. It’s about listening and then letting them see their brand in action with a nice professional approach.
So, there it is, not earth shattering and most of the ideas involve some personal assessment and small changes to our approach and behavior. I’d say, “Just try it!” Enhancing relationships with each of these groups will make a powerful difference in our effectiveness in the field, and guess what? You’ll feel better in the role.
Feel like it’s time to refocus on those skills for your field effectiveness? Let’s chat about your current environment, reach out at info@barlowmccarthy.com.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:A great field representative can predict the next statement the prospect will make. But they pace the conversation to add that pause, or thoughtful comment before the “big punch.” In your visits this week, take a breath… it’s good for you and it creates impact.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/09/09232024-Strategic-Sales.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 9/23/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Attitude.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Find a support network of people who can offer you objective feedback. The last thing you need is a “yes person” – someone who tells you are doing well even if they know you are not. Objective feedback is essential for personal growth. Who’s that person for you? Perhaps it is time to reach out.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/09/09162024-Attitude.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 9/16/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales .To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Success requires two steps. The first step is one that most field staff have; it is doing relationship building visits. The second step moves you beyond showing up. A sales strategy is formulated for impacting changes in the prospect’s referral behavior. Your success requires both a willingness to make the visits and a strategy to earn the right referrals as a result. Where are you?
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/09/09092024-Strategic-Sales.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 9/9/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Motivation.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:In your field role, how do you exceed the expectations of your prospects, your program leader, your internal stakeholders? This week, take the time to focus on one of these groups and work to show your stuff.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/08/08262024-Motivation.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 8/26/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Creative Thinking.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:This job really benefits from a little creativity. Think about a new and different way to accomplish a part of your conversation with a doctor or a communication in one of your reports this week. If it’s not working, let’s try another way to get the right attention.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/08/08192024-Creative-Thinking.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 8/19/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Forward Thinking.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Successful relationship salespeople don’t just drop out of the sky, they evolve. A champion learns, prepares, watches, attempts, fails and picks themselves up. It is a long, sometimes frustrating process but constant improvement is what makes you a success. This week, focus on areas where you have made an improvement.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/08/08122024-forward-thinking.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 8/12/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Attitude.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Practice fairness and patience with yourself as you change, grow and earn more field success. Sometimes, we fall victim to things, and people, beyond our control no matter how prepared we are, how hard we try, or how much we believe in ourselves. In being kind to ourselves we may actually find the ability to rise from these challenges and avoid that “victim mentality.”
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/08/08052024-Attitude.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 8/5/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Now that was ugly! I was an air travel victim of the recent global cyber issue. And while my story included a little scrambling and an extra night out because of a cancelled flight, I fared far better than so many. What struck me most was how individuals in the service industry chose to deal with exhausted people, their issues and the lack of satisfactory solutions. Everyone I spoke with was kind (me too). Yes, I saw some toddler tantrums by grown-ups but that’s likely a topic for another blog.
Here were a few examples of those I worked with when trying to find a solution and how it relates to the world of physician relations.
The Dismissers: A couple of individuals clearly wanted me to “move along.” All were polite, listened before responding, but I sensed no interest in investing in my story. Perhaps there is a parallel with physician relations reps and service line leaders. Because we are generally an intuitive bunch of individuals, we read them and their body language beyond what they are saying. If you run up against a dismisser, consider their WIIFM (what’s in it for me) to help you. If you can get traction, it will often be for one small topic at a time. They are not the ones to take on messy, complex requests.
By the Rules Service: A couple of airline representatives started the conversation by telling me their role, and mine. It was clear that rules mattered to them and that the rules were there to protect boundaries. Often, rules become a default inside our organizations. Rules are important, yet rules can and often should change, yet that’s highly unlikely to happen amid a crisis. When you confront a “rules first” person, hearing their viewpoint is critical to create the best approach. Gathering evidence and then using small processes and steps is the best bet. Circle back when the atmosphere is calmer. I bet Delta airlines is doing a bit of that!
Let’s Try: Life feels better when you connect with someone who is willing to dig in and problem-solve with you. You feel it almost instantly with their empathy, good listening, shared dialogue. Often, they ask about your ideas for a solution. While they have no magic and often the solutions are not perfect, you feel a partnership. I believe physician relations reps strive to find this spot with their referring physicians. Inside the organization, as you cultivate more “let’s try” partners, there is a real obligation to let them know that their openness to partner is valued.
Jobs can be messy. Issues, breakdowns in communication and/or the failure to deliver what was promised are frustrating at best. How do you guide the process and how do you work with others when there are no easy solutions? It’s a core element within the physician relations role. Getting a pulse on how to gain favor is part of the job, and something each of us should be working on.
Are you or your team looking to refine your communication and methods? We’ve got strategy and training options for individuals and teams.. Reach out to info@barlowmccarthy.com for details.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messages.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Healthy communication is foundational to this role. Consider your communication about your target practices and your internal stakeholders. Is it time to adjust? There’s no time like the present to ensure you’re leading with positive energy.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/07/07292024-Great-Messages.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 7/29/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Field Focus.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Getting quality time with providers is an essential component of the role and it’s tough. “Checking in” or “following up” doesn’t really create excitement for your providers, so try something new. This week, fix your attitude in the car, adapt your style and feel that success.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/07/07222024-Field-Focus.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 7/22/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
A friend was less than pleased when her son, a freshman in college shared, “C’s get degrees.” Ugh, most of us envision ourselves (and our students) as individuals who achieve at the highest potential. As a program leader, that certainly means demonstrated strategic value for the organization. As a field representative, it’s balancing the needs of the referring practice and the expectations of the organization. The challenge is that sometimes we settle for less than the best and rationalize efforts and outcomes that are good enough.
For leaders, settling might be because of the pull in so many directions or because the effort to influence change- of data, people or impact- feels overwhelming. Sometimes, it is because physician relations is not your first love and team members let you believe they’ve got this!
Field staff get comfortable with techniques that have served them well in the past, even though the audience and internal expectations have evolved. Top of this list today is a heavy emphasis on doctor-to-doctor visits as the primary connection. Couple that with a reliance on visits with office staff for complex care referrals rather than connections with the referring physician.
Whether you are a leader or a liaison, we’re at the mid-point in the year; a wonderful time to consider if your physician relations program is achieving that best-in-class position in your mind. Is your approach having the desired impact? If you’ve got doubts, let’s explore some ideas.
- Assess: Start by examining the number of visits, who are they with, and what is the measurable impact? If you are a leader, have you recently done a ride-along or called some of the practices to learn their impressions of the visits? If you are a liaison, have you taken the time to do a candid self-assessment?
- Re-visit Your Goals: The worst time to demonstrate value is when someone asks. Let’s get ahead of this. Look at the strategic priorities for the organization and determine how the physician relations program is contributing to success. Vague is not great here, so seek to address measurable ways to demonstrate impact.
- Hyper-focus on Physician Relations: As a leader, if you have allowed the program to run fairly independently, take 3 months to deep dive into what makes for best practice, learn where your team is very successful and invest in guidance for areas if you or your team need some focused attention.
- Set Standards: Leaders can set performance expectations, internal network expectations, clinical message obligations and referral growth expectations. If these are not in place, likely it is time to tackle a few. As a field representative, personal standard setting, about visit time, visit progression, intelligence gathering are all great for us to get a personal “push” to motivate and improve our skills.
- Reward You! Make sure to take the time to recognize small changes that will have an impact. It can be recognizing a staff person who was willing to be vulnerable and try something new. Maybe as a liaison you had a productive visit with an especially challenging internal medicine doctor. Write down all the advancements and review it when you need a boost.
Best in class does not come without effort. But, if we are not making an effort to improve our team and our role, are we just getting by?
If you’d like to chat about your current vs desired approach, let’s set a call. Reach out at info@BarlowMcCarthy.com. We’d love to learn more and help where that makes sense.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Internal Relationships.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:There must always be a balance to the negative feedback given to internal stakeholders. Consider style, approach, frequency and opportunity for positive messages. Failure to do so limits our impact and ultimately damages the program’s effectiveness.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/07/07152024-Internal-Relationships.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 7/15/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com
In his bestselling book Outliers: The Story of Success, Malcom Gladwell notes that it takes approximately 10,000 hours to master a skill. Gladwell cites research conducted by K. Anders Ericsson who found that “once a musician has enough ability to get into a top music school, the thing that distinguishes one performer from another is how hard he or she works.”
That concept applies to rock ‘n roll musicians, too — or any high endeavor. The Beatles are a prime example. Before their meteoric rise to stardom in the U.S. the group had performed together in Europe about 1,200 times — sometimes for eight hours a night. If you do the math, that’s just shy of 10,000 hours.
In the original research, Ericsson noted that improvement comes through deliberate practice that adapts the execution over and over to get closer to the goal.
Learning to excel as a leader is no exception.
But it’s not just the quantity of practice time that matters. It’s also the quality. In Hidden Potential, author Adam Grant shares that deliberate play is a way to imbue practice with passion, creativity, and variety to sustain enjoyment and continuously grow and improve.
No less a luminary than basketball star Steph Curry was able to transform his performance from lackluster to brilliant by teaming up with a coach who made it fun to work on the skills he needed to improve to achieve his full potential.
I learned this lesson as a clarinetist in my high school marching band, from our band director. If you’ve ever tried marching in formation while playing a complicated musical piece you know it takes practice — and lots of it. But the quality of the practice is just as important as the time logged on the practice field.
Our band director had high standards for us and worked us hard. He’d have us march in one long line, or in groups, or moving in different directions. Each practice session, he’d change things up to challenge us and keep things fun and interesting. Sometimes we’d just play the music while we stood stationary. Other times we’d march without music, and then we’d march while playing the music. We practiced these patterns over and over again. He was committed to our success and wanted us to be just as committed. He even insisted we invest in private music lessons.
Our effort and commitment under his leadership helped us reach the pinnacle as a marching band, leading us to a state competition and one of our best performances ever.
Like Steph Curry, as an emerging leader you bring gifts as well shortcomings to your situation. To excel as a leader takes practice. It takes time to learn the patterns, the playing field, and the people. Practicing leadership skills includes:
- Exposure to different people and situations.
- Varying the level of difficulty and types of challenges.
- Recognizing natural skills versus growth skills.
A coaching relationship gives you a safe space to explore your strengths and identify the barriers that may be hindering you. A coach helps you understand your blind spots and overcome them, posing questions that encourage you to reflect, and opening your eyes to see alternatives.
Together with your coach, you practice leadership skills — brainstorming new approaches that help you achieve your highest aspirations for yourself and your team, and ultimately discovering the path leading to your success as a leader.
We currently have seats open for both 1:1 and group coaching sessions in physician relations, physician recruitment and practice administration. We would love to share more about what we have to offer. Simply reach out to me at amccarthy@barlowmccarthy.com for more details.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Attitude.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:It’s your attitude that gets you through the tough spots and makes you successful. Nobody takes that away from you.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/07/07082024-Attitude.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 7/8/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messages.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Consider the most important learnings you extract from the field. Assuming others will also find the insights helpful, work on ways to package the detail for maximum impact. Be flexible. If your message is not resonating, you may need to reframe and try again.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/07/07012024-Great-Messages.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 7/1/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Mitzi Kent, RN, BSN | mkent@barlowmccarthy.com
As we enter the summer months, it’s a great time to assess how we can improve our onsite visits. For the internal team this starts with good preparation to ensure all key stakeholders understand the candidates background, qualifications, and experience. We then need to consider the overall candidate experience, here are a few points to consider.
- Create a welcoming environment: Ensure the physician candidate feels welcome and comfortable during their visit. This can include providing a friendly reception, offering refreshments, and arranging a comfortable space for interviews and discussions.
- Tailor the visit to the candidate’s interests: Customize the onsite visit to align with the candidate’s specific interests and career goals. For example, if they are interested in research opportunities, arrange meetings with research faculty and showcase ongoing research projects.
- Personalized recommendations: Welcome materials can include customized recommendations for the candidate, such as local restaurants or attractions they may enjoy during their free time. These extra details show that you have considered their interests and preferences and helps them feel more comfortable during their visit.
- Individualizing welcome material: Personalized welcome materials are a great idea to show that you have taken the time and effort to understand the candidate as an individual. It demonstrates that their visit is essential and valued, creating a positive first impression. Personalized welcome materials can mention or include information about cultural events, traditions, or initiatives unique to the organization. This can consist of social activities, team-building exercises, or community involvement. The materials demonstrate the organization’s commitment to fostering a positive and inclusive culture by showcasing these events. Welcome materials can feature recognition of outstanding employees or teams. This can be in employee spotlights or success stories, showcasing individuals who exemplify the organization’s culture and values. This recognition reinforces the organization’s cultural importance and highlights its employees’ achievements. These materials will ultimately contribute to a positive experience for your candidate.
- Follow up after the visit: After the onsite visit, follow up with the candidate to express appreciation for their time and provide any additional information they may need. This will demonstrate your organization’s commitment to their candidacy and help maintain a positive impression.
By providing personalized onsite visits, you create a more engaging and informative experience for the candidate. It helps them feel valued, prepared, and excited about the opportunity with your organization, ultimately contributing to a positive candidate experience and hopefully a successful hire.
Are you looking for more insight into best practices for physician recruitment. Reach out to us today to set up a time to talk. We’d love to share more about our assessments and training for recruitment teams. You can message us at info@barlowmccarthy.com.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Focus.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Focus is about looking at which patients and providers will benefit most from the services you’ve been asked to grow and then assessing the right referring physician targets. Consider how you should approach those right targets. It’s not one size fits all. This week set a goal and then keep at it until you have measurable success.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/06/06242024-Focus.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 6/24/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messages.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Communication has such a critical role in referral growth. Messages you send, both internal and external, must be clearly understood. This week, take a little extra time to re-read your messages, not just for spelling, but for tone and action.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/06/06172024-Great-Messages.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 6/17/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:The indifferent prospect is the most challenging; generally, they are very satisfied with a competing group or facility. When you meet with them this week, make sure you’ve done your homework and that you know the differences in your service and the advantages you have over their existing provider. Challenging doesn’t mean impossible; you can do it!
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/06/06102024-Strategic-Sales.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 6/10/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Focus.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:How’s your prospecting? Sometimes, we become impatient and expect quick interest in our offerings and a referral. Remember, a good relationship starts with a clear understanding of the prospect and his or her needs. Preparation is key for a meaningful conversation that helps you learn about them. Do it right, start with their needs and then actively progress the relationship.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/06/06032024-Focus.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 6/3/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com
Are you a perfectionist? Consider it a virtue? Or does it lead to self-criticism or pen you into a safe, risk-free zone to avoid failure?
Perfectionism often goes hand in hand with imposter syndrome – the belief that you are not good enough for the role you’re in, a guilty secret you hope will never be revealed. So, what would be a better way to measure progress if perfection is a standard no one can ever meet?
In the book Hidden Potential, Adam Grant emphasizes the need to learn how to work with imperfection. Grant argues that embracing imperfection is not a sign of weakness but a path to resilience and growth. It’s about being willing to make and learn from mistakes, nurturing self-compassion, and striving for personal excellence rather than unattainable perfection.
Grant explains that perfectionists tend to focus excessively on insignificant details, shy away from unfamiliar challenges, and harshly criticize themselves for mistakes. This is often why career advancements are delayed, as individuals stay in the comfort zone of familiar tasks rather than stretching into more significant activities and efforts that will have a greater impact.
A Success Formula?
Perfectionists may have been straight-A students all through school by figuring out what the teacher wanted but failing to develop critical thinking skills. In junior high school, I mastered memorization, which helped me perform well on tests and get good grades. But it stunted my growth in critical skills like confronting challenges, identifying trends, and generating ideas to be tested.
My “success formula” finally caught up with me when I was in my MBA program. I faced a good 10-year journey of learning how to learn all over again. In my work today, I share those lessons with others, teaching them to think more strategically and step out of the role of order-takers.
Grant highlights the Japanese concept of wabi sabi, which celebrates the beauty found in imperfection. He explains that wabi sabi “is not about creating intentional imperfection. It’s about accepting that flaws are inevitable – and recognizing that they don’t stop something from being sublime.”
How do you strive for excellence without succumbing to perfectionism? Here are some keys: Set high but achievable standards that foster growth. Learn from setbacks rather than beating yourself up when they inevitably occur.
This gives you the space to experiment and take reasonable risks. Growth is measured by charting past achievements, acknowledging the journey, and celebrating progress.
Coaching can help rising leaders break through their perfectionist tendencies and find a path of personal growth and accountability. A coach helps the rising leader by:
- Identifying and calling out the areas of improvement desired.
- Guiding the leader on how they will make those improvements and what it will look like when they do.
- Asking the rising leader to identify ways to measure their improvements through self-reflection or by gathering feedback from others.
- Regularly scheduling touchpoint discussions to explore progress, identifying situations in which the rising leader falls back, and continuously offering insights on how to move beyond them.
Someone once suggested to me that I regularly say to myself: “It’s not perfect, but it’s good enough.” Embracing a wabi sabi mindset means recognizing which ideals worth pursuing and which ones are not; where to put the effort and where to let go; and which imperfections are acceptable and which ones are not.
By: Mitzi Kent, RN, BSN | mkent@barlowmccarthy.com
Recruitment is critical for organizations as it directly impacts their success and growth. However, measuring the impact of recruitment efforts can be challenging. While metrics such as time-to-hire and cost-per-hire provide some insights, they fail to capture the candidate’s experience and the long-term impact of recruitment decisions. One powerful tool that can help measure the effectiveness of recruitment strategies is candidate feedback. Here are a few practical tips on collecting and analyzing this feedback effectively.
Recognize the Value of Candidate Feedback
Candidate feedback is a valuable source of information that can help organizations understand strengths and weaknesses in the recruitment process. It provides insights into the candidate’s experience, the effectiveness of your process, and the overall organization’s brand perception. By acknowledging the value of candidate feedback, organizations can leverage it to improve their recruitment strategies and make data-driven decisions.
Collecting Candidate Feedback
To measure the impact of recruitment efforts, organizations must proactively collect candidate feedback throughout the recruitment process. This can be done through various methods, such as surveys and check-ins throughout your process. It is essential to ensure anonymity and confidentiality to encourage honest and constructive feedback. Additionally, organizations should consider using technology solutions that streamline the feedback collection process and enable real-time data analysis.
Analyzing Candidate Feedback
Once candidate feedback is collected, it is crucial to analyze it effectively to derive meaningful insights. Organizations can categorize feedback into different themes, such as communication, interview process, and overall candidate experience. By quantifying and categorizing feedback, organizations can identify patterns, trends, and areas for improvement. It is also essential to compare candidate feedback with key recruitment metrics to understand the impact on recruitment efforts.
Actionable Improvements
The true value of candidate feedback lies in its ability to drive actionable improvements in the recruitment process. Based on the insights gained from candidate feedback analysis, organizations should develop targeted action plans to address identified issues and enhance the overall candidate experience. This may involve revisiting recruitment processes, improving communication strategies, or implementing training programs for recruiters. Regularly monitoring the impact of these improvements is essential to ensure continuous progress.
Long-Term Impact Measurement
While candidate feedback provides immediate insights, assessing the long-term impact of recruitment decisions is crucial. This can be done by tracking metrics such as physician retention and satisfaction over time. By correlating these metrics with candidate feedback, organizations can evaluate the effectiveness of recruitment strategies in attracting and retaining top talent.
Measuring the impact of your recruitment efforts is vital for organizations to optimize recruitment strategies and elevate the organization’s brand. Candidate feedback serves as a valuable tool in this process, providing insights into the candidate’s experience and helping identify areas for improvement. By proactively collecting and analyzing candidate feedback, organizations can make data-driven decisions and drive actionable improvements in their recruitment process. Ultimately, this leads to better physician candidates, the ability to improve your interview to sign rates, and long-term organizational success.
If you need help measuring your impact and success we would love to help. Reach out to info@barlowmccarthy.com and we will be in touch with the details.
By: Susan Boydell | sboydell@barlowmccarthy.com
When it comes to measuring the impact of your field efforts, having access to data is crucial. That said, one of the biggest complaints from field teams is the lack of accurate, timely referral data. Therein lies the challenge.
Teams have taken on the challenge and made some progress, primarily through refinements in EHR referral source documentation, but we still have a way to go. What do we do in the meantime since demonstrating impact is front and center for most teams? The most significant impact measure is the ability to connect field activity to actual volume increases, but don’t forget about the value of field intelligence. Alternative methods and approaches can be used to gauge the full effect of field efforts, even in the absence of timely, robust data.
One approach to measuring sales impact when data is limited is through “qualitative” analysis. This involves gathering informal “data” from referral sources or those who receive referrals, like your specialists. Let’s take for example, you are focused on growing one of your key surgeons and part of your field strategy includes introducing your specialist to several new referral sources. Work with your surgeon’s office staff to keep track of referrals from the offices you visited. It can be as simple as a tick mark on a spreadsheet when a referral comes in. You can also ask those new referral sources to text you when they make a referral. That allows for quick referral experience follow-up. “Qualitative” data gathering can provide real-time insights on referrals earned, satisfaction levels, and the overall effectiveness of your field strategies.
Gathering voice-of-customer (the physician) insights is an important physician relations value-add for internal leaders. Packaging those learnings to inform strategic decisions, process improvements and long-term growth initiatives can be just as valuable as actual referral data. Consider conducting surveys and interviews with referring physicians to understand better what influences referral decisions, feedback on the referral experience, and/or understanding expectations now and in the future, to name a few.
Additionally, analyzing external factors such as market trends, competitor activities, and economic indicators can provide valuable context for assessing sales impact. While this approach may not provide direct insights into field performance, it can help you understand the external conditions influencing referral results. Two big external factors affecting most teams are access struggles and tightened alignment. Quantifying the potential business lost or what lost business you have the opportunity to earn back is invaluable to forecasting future growth.
While data is essential for measuring field impact, alternative methods can be used when data is not readily available or doesn’t tell the whole story. Through qualitative methods, physician feedback, external analysis, and a willingness to think differently, physician relations teams can still gain valuable insights into the effectiveness of their field strategies and make informed decisions to drive even greater results.
Looking for help managing data successfully? The Barlow/McCarthy team would love to help! To learn more send us an email at info@barlowmccarthy.com.
Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
It is just another Monday… or is it? The physician relations role is grounded in the routine of visits to practices. Routine is good for relationships but keeping each visit fresh for the practices and referring physicians can challenge even the most dedicated rep. What’s in your freshness routine these days?
Sometimes we hear: “I have nothing new to share…” or, “I struggle to go back as I have no solution for the complaint they gave me last time…” Both of those situations harken to looking for outside solutions to add interest to the visit and motivation for the field representative. Sometimes, there is internal sizzle. Far more often, the rep must create a memorable style and approach to ensure a long-term relationship with impact. Here are some ideas to consider.
- Be memorable in the right way. Consider your personal brand and style. It might be that you always start with something interesting, or you always end with a question. Some field staff are memorable for their ability to be brief, to offer good summaries… you get my drift here. Create a style that they value and that gives you the right connection and impact.
- Amp up your listening. We all know this one, but it is easier said than done. The precursor to this is better, more customized questions about their needs. It’s a social blend of asking, listening and offering that should be easy and comfortable for them. It lets you learn, and it makes the referral discussion become part of the conversation compared to a pitch.
- Easy button. We all want to believe that we make it easy by saying, “Just call me…” Make sure to assess what really makes it easy for them. It will be different for the doctor than the staff and different specialties will have different thoughts. Making it easier for them might be different than actions that make it easier for their patients. Take the time to explore this rather than assumptions. When you meet in the future, be sure you call out one easy for them offer with each visit.
- Beefy follow-up. Include reminders as you stage your response to a previous issue or opportunity and let them know next steps and the process. Often you can’t bring a fix, but you can let them know they were heard, the barriers and the options. This may include name-dropping about internal communication, or about the department’s ability to manage acute patients when we have access issues or a transparent reality that we’re stuck right now! Being impactful means that I heard you, I am your advocate, I am candid about what we can provide, and you can count on me to keep you informed. Creating a follow-up style that reminds them of the issue, when it occurred, what you have done and what the next steps will be is impactful. When done in a line or two, it requires preparation. Likewise, a thoughtful response on their areas of interest lets you to shift to a conversation beyond this one topic!
- Resist the urge to dump. Especially when you are feeling a little job boredom, it’s so tempting just to go in and let the doctor know about who’s new, what’s happening with some of your programs and services or perhaps, a bit of both. The expression, “Dumping the bucket” describes this visit type. Often, it starts innocently because so many people or services inside the organization ask you to get the word out. You may get by with it for a visit or two and then the practices are suddenly too busy to see you. Impact requires us to have a meaningful conversation with the doctor to create doubt about their current referrals and to position your offerings in a better light. This is a multi-visit dialogue-based obligation to make you and your offerings stand out.
Hopefully, this list got you thinking about your personal memorability and staying fresh, current and relevant with each visit. What techniques do you employ?
Perhaps it’s time for a day with the B/Mc team to explore plans and skills to ensure your field visits are making an impact. Reach out to kbarlow@barlowmccarthy.com for a conversation.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messages.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:A field visit is only a valuable tool for the practice if it is customized with a personalized message tailored to their needs… those needs they have told you! Field staff need to figure out how to ask good questions, to learn about their specific interests and then talk about what is relevant to them. This week, consider your asking and telling- the topics and the amount of each.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/05/05272024-Great-Messages.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 5/28/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Attitude.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Credibility is your tool to earn trust. And, make no mistake, trust must be earned. Consider steps you’ll use to earn credibility with a new prospect. This week, take time to review your toolkit to reinforce this with existing practices and to earn it with new prospects.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/05/05202024-Attitude.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 5/20/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
Pressure is mounting on practice leaders. Managing staff, physicians, and C-suite leaders becomes more difficult with each passing year. How do you improve your ability to lead your practice team while also managing sky-high expectations? It comes from focusing specifically on your skill development and working within a proven model with a proven expert.
Using the Baird Group “Be the Leader Nobody Wants to Leave” curriculum, the training program is provided as 8 modules presented in the most accessible learning approach, including remote learning, virtual instructor-led training, group coaching, and private individual coaching.
Reserve Your Seat Today!8 Transformational Modules1. Hiring for practice fit. We’ll teach you how to ask the right questions to zero in on the most important qualities. You’ll get a tool for developing behavior-based interview questions. 2. The power of visibility and presence. You’ll discover practical techniques for meaningful practice rounding, including methods for better observation 3. Spotting engagement. You’ll examine how to spot an employee’s engagement through specific behaviors and the impact they have on others. 4. Fostering purpose. Examine how to help team members connect to their purpose in working in health care, specifically your practice. 5. Mastering the stay interview. You’ll explore tools and techniques for talking with staff and providers to build engagement and loyalty. 6. Managing expectations. We’ll demonstrate ways for you to be clear about your expectations and how to communicate them. 7. Coaching for improved performance. Effective coaching require individualized attention. This segment zeroes in on the best way to coach each unique member of your team. 8. How to get more of what you want. Discover methods for giving meaningful recognition and fostering a culture of excellence. This capstone segment taps into all the previous lessons. Reserve your seat today!Meet Your TrainerIt takes work and dedication to become the leader your practice team wants to work for, the leader your organization hired, and the leader you know you have the potential to become.
Leading this exciting training is certified leadership coach Allison McCarthy. Allison coaches leading physicians, practice administrators, and physician relations/recruitment directors using the best of her 30-year career.
For more information on engaging with Allison for this exciting training program please reach out to Allison at amccarthy@barlowmccarthy.com. She can provide more details on curriculum, pricing and timing.
By: Susan Boydell | sboydell@barlowmccarthy.com
In a previous blog we talked through some of the basics of creating a good interview process for hiring new talent. You can find that HERE. In today’s blog I want to take a look at how you assess your candidate during the interview process. As in what sort of things are we listening for as we ask questions and go through the interview process with candidates.
Step 1 in the successful assessment of candidates is creating good interview questions. Take your time building your questions and work to have questions that really dive deeper. Think about your specific role, what makes it unique and then build a set of questions off of that. You should be comfortable and confident in the interview, be a good listener and be prepared to ask follow-up questions based on the answers you receive.
Here are a few more ideas on what to listen for when conducting an interview:
- Does your candidate know how to speak succinctly and stay on track. They should be ready and willing to share openly but also have a concept of time to acknowledge they aren’t talking too much. In the interview setting you should be listening more than talking. If you find yourself talking too much it could be because your interviewee is struggling to maintain a flow of conversation.
- When working to match your candidate with your role, a good rule of thumb is 70% skills and 30% fit. Many hirings have failed when focused too much on culture and fit. It doesn’t matter if the candidate is going to be great to have in the office if they can’t effectively do the job. Asking a candidate to share specific examples is the best way to uncover their ability to do the job. Both skills and fit are important but make sure you are asking questions to identify if the candidate has the skills to do the job. And then assess the fit question.
- Here are a few other qualities you should work to discern with your questions and study of the candidate. Do they have the work ethic to do this job effectively? Are they adaptable to change? Do you get the sense that they are authentic, truthful and honest?
A big part of this process is how you are able to assess the candidate. The virtual interview is of course alive and well today, but to truly assess a candidate you need to be in a room with them. Body language can tell you many stories and looking someone in the eye is the only way to properly assess them. Hiring and creating a team is such a huge part of this world. Take the time to become a solid interviewer and watch your team and your leadership skills improve.
As you plan upcoming interviews, be prepared to ask good questions and really listen to your candidates’ answers. We can learn so much from what they say and the way they say things. If you have additional questions around this topic don’t hesitate to reach out to us at info@barlowmccarthy.com we are happy to help!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Forward Thinking.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Concern yourself with yourself. Take care of the issues in your own backyard. Don’t spend your time or energy trying to fix others or focusing on their faults or limitations. There is no greater wedge in a relationship than one person being a self-appointed critic. This week, is there some place where you need to let go?
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/05/05132024-Forward-Thinking.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 5/13/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Personal Growth.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:This week, take the time to write down every time you do something for someone else. It may be a teammate, a service line leader or new specialist or practice. I bet the list will be long. So often, we focus on those things that we did not- or could not do. Your presence is a gift for others, remember that.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/05/05062024-Personal-Growth.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 5/6/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Mitzi Kent, RN, BSN | mkent@barlowmccarthy.com
While we speak with people frequently from around the country regarding their specific challenges in the recruitment process, conferences are still the very best tool for getting a broad understanding of what is going on in the trenches. At a recent conference we made it a point to ask people about their challenges. If you are a fellow recruiter, you can likely relate!
I am always impressed by the consistency of the challenges recruiters are facing. East Coast, West Coast, South and Midwest, the challenges align. Of course there are small differences. For instance, our friends in the rural markets have distinct challenges over those in metro or suburban areas. But the nuances that make recruitment challenging exist in every market.
Here are a few of the challenges we heard most frequently:
- Too many requisitions
- 1 or 2 specific tough searches
- Not enough time to get to all the important tasks
- Short staffed
If you are a fellow in-house recruiter maybe you are nodding along to those 4 bullets. The recruitment environment across the board is more challenging now than it has ever been. The biggest factors leading to these challenges are the massive shortage of doctors across the country as well as the financial challenges facing healthcare in general. This has been a brutal combination for healthcare in general but specifically for the recruiters working to keep the hospital staffed.
As recruiters we need to manage these challenges in a way that keeps us focused on success and small wins. We also need to do our work in a sustainable way to fight the burnout issue that is so prevalent. We need to find ways to be honest with our leadership about the challenges we are facing. Lastly, we need to stay creative in how we handle this job, don’t be afraid to think outside the box.
While we are all facing challenges in this line of work, conferences do such a good job of creating solidarity. There is strength in numbers! Stay in contact with your peers and work together to find solutions to the challenges that we all face. The challenges aren’t going away, it is up to us to find solutions to guide the future.
At Barlow/McCarthy it is our mission to jump in the trenches with you and help you find success. Whether through our educational offerings and blogs or through an engagement where we come on board to help you and your team. I would love to connect with you to hear your specific challenges. We can solve a lot in a 30 minute call! You can schedule a call with me HERE. Or simply reply to this email and I will be in touch.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:There is a tremendous opportunity to connect with prospects if your conversation is relevant to their needs and your message is on point. This week, take the time to consider the needs of your referring doctors and then separately, how about the needs of their staff. Customize the conversation, it’s about them, not you!
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/04/04292024-Strategic-Sales.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 4/29/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Forward Thinking.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Great salespeople are always willing to try once more. This week, consider the prospects you’ve been avoiding and guess what, “It’s time!”
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/04/04222024-Forward-Thinking.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 4/22/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com
Is being a sponge a good thing or a bad thing? If someone called you a sponge, would you consider it a compliment or an insult? It depends on how much you know about sponges.
Adam Grant, author of Hidden Potential, uses the humble sea sponge as a metaphor for human growth and development. “Sea sponges don’t just passively absorb food and oxygen,” Grant says. “They’re adept at filtering out toxic substances and unhealthy particles.” In addition to these properties, sea sponges release beneficial life-promoting chemicals and oxygenate the oceans.
According to Grant, being a human sponge is about more than absorbing information. It’s about filtering it, incorporating what’s valuable, and releasing what’s not.
To get to the next level professionally, like a sea sponge, we need to develop our “absorptive capacity” — the ability to recognize, value, assimilate, and apply information critical to the situation.
Early in my career in physician relations, I learned that absorbing information is just the beginning. My hospital’s CEO made it abundantly clear that real value comes from being able to filter information and understand how it fits into the overall context of the organization.
Middle managers with well-developed absorptive capacity or “sponginess” take in information from the top and filter it for the benefit of their team. This enables the team to adapt and align with the needs of the organization.
Grant explains that sponginess hinges on two key habits: 1) being proactive in acquiring information, and 2) filtering information with a focus on adding value.
To learn to be a human sponge, start with questions:
- What information do you need?
- What resources may provide this information?
- Which stakeholders will have a key influence?
- What questions do you need to ask them?
- When will you set aside time to reflect on what you’ve learned?
- Which colleagues would be good sounding boards?
Once you’ve completed this process, you’re ready to make a recommendation, create an action plan, or guide team members through a difficult situation. With practice, you will become more efficient with this process and learn to do it intuitively.
The benefits of being a human sponge accrue not just to you but to those around you. Like a sea sponge, Grant says, “Done right, it’s not just about soaking up nutrients that help us grow. It’s also about releasing nutrients to help others grow.”
This type of professional growth is a game-changer and enhances your ability to be a solid leader. It is also deeply integrated into my leadership coaching, and I would welcome the opportunity to work with you to advance your potential. For more information, send me an email at amccarthy@barlowmccarthy.com. We can set up a complimentary call to see if working together is a good fit.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Forward Thinking.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:What are your principles for field sales success? I’m not talking the organization here, what about you? Do you have a personal code that drives your work success for today, tomorrow and the future state? Think about it. Put it in writing.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/04/04152024-Forward-Thinking.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 4/15/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messages.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Nobody wants to hear a sales pitch, by you or by your specialist! If all you are doing is telling or doing Dr. to Dr. meet and greets, then there is a whole lot of telling (that’s pitching, right?). This week, monitor your calls. How much time is spent really listening to the needs of the referring provider?
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/04/04082024-Great-Messages.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 4/8/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Attitude.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:On this April Fools Day, it’s good to remind ourselves that our attitudes influence our actions. There are times when the pressure to succeed creates so much stress. In the moment it is hard to recognize our personal resources for rising above the negative feelings. For some, it’s talking to a friend or colleague, others may want alone time to work through the why, some need a distraction. What’s your approach? Identify it then it’s ready when you need it.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/04/04012024-Attitude.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 4/1/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Targeting the right prospects has never been more important. Have you done an honest review of who’s on the list and why? If not, do a review starting with data and then considering their potential, the growth priorities, which competition might be easier to move from to you. Don’t target based on intuition. This week, make sure your targets are the right ones for success.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/03/03252024-Strategic-Sales.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 3/25/2024.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:What are your keys to field success? While there may be nuances, at the core for many is the ability to differentiate and drive. This week, consider how you differentiate your style and approach and then how you package your offerings. Drive, well that is all about you.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/03/03182024-Strategic-Sales.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 3/18/2024
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Mitzi Kent, RN, BSN | mkent@barlowmccarthy.com
Note: We are excited to be exhibiting at AAPPR 2024. If you plan to attend, please find us at booth 917.
In a couple of weeks, we will again join our colleagues in the recruitment world for the AAPPR Conference in Virginia Beach. It is undoubtedly a highlight of our year! As we exhibit at AAPPR, many of you also exhibit at provider job fairs throughout the year. In the busyness of physician recruitment, sometimes details that lead to success can get lost in the shuffle. Here are a few ideas and reminders to help you manage a successful job fair booth.
- Strategic Booth Design:
First impression matters, and a well-designed booth can attract attention and engage prospective physicians. Pay attention to details and consider incorporating interactive elements, such as your facility’s multimedia presentations or virtual tours. This showcases your organization’s commitment to innovation and gives physicians a glimpse into the work environment they might be stepping into. If you don’t have access to multimedia, you can do something similar with professional photos and a sharp description of your facilities.
- Clearly Defined Branding:
Establishing a solid and memorable brand presence is essential. Ensure that your organization’s values, mission, and unique selling points are clearly communicated through branding materials. Consistency in branding across all collateral, from brochures to banners, creates a cohesive and professional image that resonates with potential candidates. When displaying collateral, make sure you don’t go too far. A cluttered booth is often a turnoff for physicians. Consolidate your deliverables and keep things neat.
- Engaging Recruitment Team:
The individuals staffing your booth play a pivotal role in physician recruitment. Equip your team with in-depth knowledge about your organization, its culture, and the available opportunities. A friendly and approachable demeanor and a passion for healthcare can make a lasting impression on candidates.
- Personalized Approach:
Recognize the uniqueness of each candidate and tailor your approach accordingly. Engage in meaningful conversations about their career goals, interests, and values. A personalized experience not only sets your organization apart but also helps in identifying the best fit for both parties. As in other areas of recruitment, spend more time asking questions and learning about them. This makes the candidate feel heard and will leave them with a strong impression. Don’t use your precious time with the candidate to overwhelm them with a sales pitch. Be a good listener and ask good questions.
- Data-Driven Analysis:
Collect and analyze data from your participation in job fairs to refine your recruitment strategies. Track the success of various initiatives, measure candidate engagement, and gather feedback. This valuable information will empower your organization to continually improve and adapt to the evolving needs of the healthcare workforce.
In conclusion, optimizing physician recruitment at job fairs is a multifaceted process that requires careful planning, forethought and training, and a commitment to creating a positive and engaging experience for potential candidates. By implementing these strategies, you and your recruitment team can confidently navigate job fairs, attracting the best physicians to your organization.
Mastering job fairs is part of our standard recruiter training process. If your team needs a refresher or you have new team members, please reach out so we can discuss your needs. Email us at info@barlowmccarthy.com.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Competition.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:This week, select a specialty that you need to grow. Consider which competing organizations your prospects are using and then consider what is different about your services. Is it the people, the process, your location, depth of services, ease of access? If you put this in writing, your efforts will be more successful. It’s too important to hope you’ll remember in the moment.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/03/03112024-Competition.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 3/11/2024
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Learning how to sell the right way takes time, patience, and practice but when done right, you get rich and rewarding relationships. Never let that hunger for a quick-fix victory overshadow the real goal of long-term relationships. Likely, you can’t have both.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2024/03/03042024-Strategic-Sales.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 3/4/2024
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Internal Relationships.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:“Under the radar” is a dangerous place for your role internally. Make sure your strategy for demonstrating internal value is getting the right internal attention. This week, take the time to seek out an internal customer for a conversation.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/09/09112023-Internal-Relationships.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 9/11/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales. To access the audio version of this weeks message click the play button […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com In physician relations, there’s a ton of conversation about finding, guiding and motivating the right talent. Talent development continues to be a cornerstone for best practices and it’s a good place to invest. After all, these team members represent the brand with an especially important audience and their […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Sales Skills. To access the audio version of this weeks message click the play button […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Internal Relationships. To access the audio version of this weeks message click the play button […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales. To access the audio version of this weeks message click the play button […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Attitude. To access the audio version of this weeks message click the play button on […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales. To access the audio version of this weeks message click the play button […]
By: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com Simon Sinek’s book “Start With Why” makes a simple but profound statement about leadership: “People don’t buy WHAT you do, they buy WHY you do it.” We are magnetically drawn to leaders who know what they believe, can communicate their vision, and inspire us to join them. When I […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Forward Thinking. To access the audio version of this weeks message click the play button […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Competition. To access the audio version of this weeks message click the play button on […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Internal Relationships. To access the audio version of this weeks message click the play button […]
By: Mitzi Kent, RN, BSN | mkent@barlowmccarthy.com What got you here won’t get you there. Most of us are familiar with this phrase. I often think about it when I have been tasked with a project that I have done many times, but now the results I am getting are different from before. It makes […]
By: Tony Barlow | tbarlow@barlowmccarthy.com Communicating with physicians in some fashion is at the heart of our work whether that is recruitment, relations or onboarding. If you have been at it a while, you may have noticed that the amount of attention your writing gets from physicians runs in cycles. Sometimes it feels like you […]
By: Susan Boydell | sboydell@barlowmccarthy.com We work hard day-to-day, week-to-week delivering on the activities our roles require of us. We work toward the goals our leaders have set for us. So, how do we know if we have the right strategy and tactics to achieve what the organization needs today and what it will need […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Referral growth is a very effort-driven, tactical obligation. Many conversations are centered on visit cadence, quality messaging and the ability to demonstrate results. Where does strategy fit in and how will it benefit the daily work of a field team? The first most obvious obligation is to know […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Competition. To access the audio version of this weeks message click the play button on […]
Host: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com Guest Name: Angela Wayne, MBA Guest Title: Chief Executive Officer Guest Organization: Advantia Health Distinctions in Leading Health System Versus Venture Capital Sponsored Physician Practices Many of us are uncomfortable with for-profit based health care. Do we lose the mission orientation when we have to answer to shareholders […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Forward Thinking. To access the audio version of this weeks message click the play button […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Internal Relationships. To access the audio version of this weeks message click the play button […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Focus.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Our practices today are challenging; they are distracted and really working hard to find their stride. Your success is dependent on your ability to be really clear about your purpose, the approach you need to accomplish that, and your outcomes. Easy to say, tough to do. This week, consider how your focus is helping your practices to see you as a resource.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/06/06052023-Focus.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 6/5/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Focus.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Set realistic expectations for the type and amount of growth you expect to earn for your organization. Changing referral patterns takes time and discipline. Make certain you have a series of messages that are designed for moving the prospective physician in the right direction. This week, take the time to jot down your call objective for each visit to keep yourself on track.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/05/05222023-Focus.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 5/22/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:The right target audience really matters. Make sure there are no precluding circumstances, like a payor contract or even the type of patients they treat, very quickly. This job is tough enough, so make certain you take the time to qualify your prospects early and often as it will make a real difference in your ultimate success.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/05/05152023-Strategic-Sales.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 5/15/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Impact.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Never be afraid of being told “No” because it provides you the opportunity for dialogue. Simply and gently ask, “Why not?” Their reply provides insight into their perceptions and needs. It helps you understand what you need to do to re-open the door.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/05/05082023-Impact.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 5/8/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Mitzi Kent, RN, BSN | mkent@barlowmccarthy.com
Over the last 25 years, the community needs assessment has been at the core of the medical staff development plan for health systems. But, the days of defining recruitment needs based solely on a particular specialty’s market surplus or shortage are long gone – like disco, cassette tapes, and pet rocks.
Medical staff development planning has evolved into a higher level, strategic function in today’s physician shortage environment. An excellent medical staff development plan is an “anchor” resource that enables leaders to set goals and priorities, better direct the team and communicate results effectively to boards.
The medical staff development plan acts as a GPS in physician recruitment, guiding the number of new providers in each specialty area. When the demand/supply analysis is integrated with succession planning and competitor dynamics, the plan provides an efficient road map to recruitment destinations. Medical staff resources can effectively connect with the organization’s mission and strategy. The plan can go beyond recruiting assistance and help staff in-house recruitment teams, evaluate the need for onboarding and credentialing support, and forecast needs for additional staff.
Good medical staff development plans can also increase physician engagement. Using an outside resource to conduct interviews with your medical staff gives them a voice on where they see growth opportunities and helps identify needs within the healthcare system. The medical staff becomes part of the solution and more of a partner for your strategic plan.
Focusing on crucial areas beyond just the community needs analysis can bring even greater precision to the final recruitment recommendations. Among these are:
- Primary Care Focus: The primary care landscape has changed since the pandemic. This disruption to healthcare should retool your delivery models to secure your patient relationships. Renewed interest in using advanced practice providers in full PCP roles will provide a more cost-effective and efficient care delivery with the looming physician shortage due to burn-out.
- Outmigration or “Leakage”: Many organizations are unaware of the volume leaving their market. Claims data can help identify physicians driving the majority of volume out and to which health system it is being directed.
- Strategic Service Lines: As a community hospital, shifting focus from “how do we provide everything” to “what should we provide to support the community and remain financially viable” is an effective way to do a deep dive analysis for understanding the consumer’s needs and preferences in today’s environment. Conducting interviews with key community leaders and medical staff leadership can provide a “voice” to help prioritize service lines and recruitment plans.
Going beyond supply and demand in determining your medical staff development plan can offer a more in-depth understanding of the need to recruit additional physicians and implement different physician growth strategies to achieve desired results. That can certainly be as valuable as that Earth, Wind, and Fire cassette tape you have been holding on to for years.
I would love to chat more with you about this. Use the link below to schedule a 30-minute conversation where we can discuss your specific needs. https://calendly.com/mkent-barlowmccarthy/complimentary-conversation
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messaging.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Recognize that the most loyal users of your services will always have complaints. They are invested and the first to call out what’s not working. Listen, learn, acknowledge and be transparent with them. They are a valued resource for us. This week, take the time to let one of them know they’re valued- even when we don’t have an immediate solution.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/05/05012023-Great-Messages.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 5/1/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Internal Positioning.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Work to earn expert positioning with your organization. Offer objective, timely and meaningful information that demonstrates your expertise. Keep in mind you lose the advantage in a heartbeat in this field if you pretend to be an expert in something you’re not. Carve out your niche area of expertise and use the power and information wisely.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/04/04242023-Internal-Positioning.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 4/24/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Numbers sell. The ability to use data and numbers to demonstrate the value of your services is a powerful tool. This week, consider three or four data points that would be helpful and then figure out your path. It may be that you are only successful with one, but that’s a start.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/04/04172023-Strategic-Sales.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 4/17/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Susan Boydell | sboydell@barlowmccarthy.com
At Barlow/McCarthy, we recently provided a webinar for a fabulous physician relations team on the topic of elevating your field visits. Though the focus was on freshening up your field techniques and strategy, we spent time discussing a topic often overlooked. Presence.
Presence is what drives our ability to build a trusting relationship. It’s what differentiates us from others who want time with the physician. You know the famous gatekeeper line, “Our physicians don’t meet with vendors.” Presence is what signals you are not a vendor.
Here’s the tricky part of presence. It’s your non-verbal communication. It’s unique to you. It is not something you can copy from what someone else does.
I read a recent article by Julie Hansen outlining her 3 C’s of sales presence- confidence, connection and commitment. She connected it to her training as an actress. Her points made a lot of sense to me for physician relations too.
Confidence. Are you confident in what you are selling? Do you have a good understanding from a clinical perspective to talk about a patient that might be a good fit for your services? Sometimes we know about our products and services at a high level, but we need more self-confidence to talk at a deeper level. That will show.
Work on those areas where you don’t feel solid in your approach.
Connection. A critical aspect of establishing credibility and trust is the ability to connect. We know what it feels like when we just haven’t connected. You’re talking, and they aren’t really listening. Our personal presence needs to drive an emotional connection with the referring physician. Use your inquisitiveness to create an emotional bond before ever mentioning what you have to offer.
Commitment. Good salespeople know what they want and are committed to achieving that goal. Sales is a process, and we must work the process to be successful. Yes, we want referrals, but I have to earn their trust before I can earn the referral. If you believe you have something better for their patients, commit to sharing your compelling story. Let them see the authentic you. Your authentic presence.
Think about where your presence shines and leverage that. Work on those areas where you don’t own the conversation. Is your confidence, ability to connect, or commitment lacking? Own it and work on it!
If you feel like you or your team could use some training on the area of Presence please don’t hesitate to reach out. We’d love to help your program reach the next level. You can contact us at info@barlowmccarthy.com.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Focus.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:It’s not really about what worked last year, last time or even yesterday. Continue to innovate, find new approaches and test new scripts. Some might not work, but some will yield marvelous new techniques for your sales success toolkit. This week, try something new, even just once is great.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/04/04102023-Focus.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 4/10/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
Host: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com
Guest Name: Jean Hitchcock
Guest Title: Interim Vice President of Marketing, Communications and Physician Relations
Guest Organization: Phoenix Children’s and Hitchcock Marketing and Communications
Creating Strong TeamsAt the core, strong teams come through relationship building. Jean Hitchcock is one of the best leaders in team development. Throughout our conversation, she gives us examples of the tools and techniques she has used to get teams to work at their best.
Listen:
https://barlowmccarthy.com/wp-content/uploads/2023/04/Allison-and-Jean-Hitchcock-03292023.mp3Does coaching sound like something you or your team might benefit from? Please connect with me at amccarthy@barlowmccarthy.com for a free consultative call to discuss your needs.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:You will be more impactful when you customize and personalize your message. For the most part, the office staff is interested in access, so focus your messages to them on the attributes that assist them with ease of access and a back door if you have it. Take a little time to create a message for your referral coordinators that is succinct and demonstrates you know what they value.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/04/04032023-Strategic-Sales.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 4/3/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:No sales or relationship succeeds and grows with shortcuts and manipulation of people, ideals or expected impact. “All is fair in love and war” is not a phrase that fits or supports relationship sales.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/03/03272023-Strategic-Sales.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 3/27/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Healthcare leaders need to be nimble and responsive. The quick decision-making and tactical deployment when COVID-19 demanded it was awe-inspiring. But, when we fast-forward to our current environment, my sense is that the focus on “just doing” versus strategy has gained a lot of traction… maybe too much. Does leading with strategy still have a place? I sure think so! Here are some thoughts:
- Distraction is alive and well: I have never seen more distraction among people and priorities in our corner of the healthcare universe. The pull is profound and for many of us, the coping mechanism seems too often to be firefight crisis obligations and toss aside the left-over topics. This is a tough spot for staff and leaders at every level. Without clear strategic direction, the itch of the day gets priority. Sometimes that is exactly the right thing to do. And sometimes it is just an item to be checked off a list.
- Future state needs current state attention: During the pandemic, we were fighting in the moment. In today’s environment, with market disruption, inflation and workforce issues, it’s easy to stay in the moment. Yet, our health systems rely on all of us to recognize the “what’s next?” Looking at new trends, adapting our tools, and understanding the changing needs of our audience are all future state conditions that get called out in a good strategy. Where does future state get traction in a tactically driven process?
- Priorities are essential: The needs today are enormous. Without strategy to set priorities and expectations, the real priorities may not be known or they may get diluted. For example, in physician relations, there may be nobody to onboard new physicians so the liaisons get drafted to do it. The issues are huge and liaisons end up inside the organization managing solutions. Soon, the only thing the liaisons are not doing is referral growth. Good strategy, and the process of strategy creation, forces us to set priorities and then to highlight the right tactics to implement.
- Brand needs a strategic identity: In marketing and physician strategy work, much attention is given to our brand, derived from a set of values and guiding principles. Living the brand requires a clear roadmap that is grounded in our strategic direction.
- Measurement: The proof of our good work demands more than us touting our value. While leaders intuitively recognize the value of our work, they need to see results. The benchmark for our success is gauged on those big picture items that leaders prioritize and value. A good strategy gives direction to the team. The strategy helps point the team toward those areas that will be measured. To me, this one is a no -brainer. If I have several service lines vying for the team’s attention, our strategy points us to the measured priorities.
There’s nothing new in my bullets and likely the leading experts will have a whole bunch of additional reasons for the “why strategy?” Let’s listen and give ourselves permission to re-invest in our strategy. As you do so, let me know if you feel more in control – and if you are still able to be a bit nimble in moving forward.
Good strategy is in our DNA at Barlow/McCarthy! If you are looking for a someone to come in and get your team pointing in the right strategic direction please take a second and reach out. We would love to have a quick conversation and assess your needs. You can contact us at info@barlowmccarthy.com.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Focus.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Learn to find strength in solitude. Take time to be yourself and focus your thoughts on the tasks ahead. We must tackle our greatest sales challenges, all by ourselves. Prepare and pre-plan but also practice some quiet visioning to see your visit ahead and your success.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/03/03202023-Focus.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 3/20/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messages.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Trust and trustworthiness in the sales process requires that the practice stakeholder is being honest with you and that you in turn are being completely honest and truthful with them. While it’s hard to manage them, this week take the time to look inside.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/03/03132023-Great-Messages.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 3/13/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Mitzi Kent, RN, BSN | mkent@barlowmccarthy.com
As leaders in recruitment, we’ve all experienced challenges motivating our provider recruitment teams. The struggle is real, and with the physician shortage and provider needs post-pandemic, we need to think about changing our approach to stay ahead of the curve. There is no better time than the beginning of a quarter to evaluate your provider recruitment process to ensure you are meeting your hospital’s needs.
Here are four easy ways to “jumpstart” your next quarter and provide your team with what they need to succeed.
- Review your Medical Staff Development Plan. Is your team aligned with the hospital’s strategic plan? What strategies need strong physician support? Which service lines need to be maintained, and where would physician turnover be detrimental to a service line. Review your team’s recruitment priorities so your team and service line leaders are on the same page.
- Examine Your Team Structure. Reviewing your team’s structure to see how it will best serve your organization is essential to its efficiency. Look at ways to improve the sourcing process. Do I need sourcing specialists so that the recruiters can stay engaged with candidates? Based on search volume, is there a way to balance the workload so recruiters don’t get burned out? Are we using an outside organization as a gap strategy when the volume becomes too much for the team? Whichever structure you decide on, your team must understand the structure and stay focused on their priorities.
- Create Solid Sourcing Plans. A priority plan on how you will attack each specialty helps your team be effective and efficient. Assign a “tiered approach” to your searches. Set deadlines for each sourcing approach; for example, post to job boards to get an immediate reaction to the opportunity. If, after two weeks, you have a low response, begin cold calling potential candidates to learn about what they are looking for in an opportunity, use that data to create compelling email blasts focused on what makes your opportunity different.
- Review Your Recruiting Process and Procedures. Recently I led a discussion with a group of recruiters from NC and SC. Each member felt there were opportunities to shorten their recruitment process. Spend some time evaluating each step of your internal process. Where are delays or breakdowns in the process? For example, are the departments taking too much time to respond to the recruiter regarding the candidate? Having a standard procedure with interview templates can help busy leaders determine if this is a candidate they want to move forward with.
Sometimes it’s the simple tweaks that will launch your team to success. Spend time talking with your team to find out what will help them be more efficient so that they can spend their time finding the best providers for your hospital.
I love talking recruiting and would welcome a conversation! Use the link below to schedule a 30-minute chat where we can discuss your specific challenges and I can offer some suggestions. Schedule 30 minutes with me: https://calendly.com/mkent-barlowmccarthy/complimentary-conversation.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Competition.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:It is really important to understand who’s the competitor and why. Of course, there are the obvious ones, but don’t stop there. Know them all, and don’t let them stop you in your pursuit of new referrals. Use your knowledge for positioning and to differentiate your services. This week, take on one offering and detail the competition and then your internal benefits. Putting this in writing can ensure you’re concise and focused on the “why us” part of this message.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/03/03062023-Competition.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 3/6/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
Kriss Barlow, RN, MBA, Principal of Barlow/McCarthy, was recently interviewed in a feature article for Strategic Health Care Marketing. The interview focuses on the role of physician relations in driving growth for health systems. If you have followed Kriss and the Barlow/McCarthy team for any length of time you know that this has been a focus for Kriss throughout her career in consulting. Consulting, training and leading teams to find new growth strategies using the functions of physician relations is what drives Barlow/McCarthy forward.
As a special offer for our followers Strategic Health Care Marketing is offering Kriss’ article for FREE viewing. Use the link below to access the article.
The Role of Physician Relations in Driving Growth
Strategic Health Care Marketing continues to be a focused leader in communicating helpful information for marketers, strategists, communicators and physician relations professionals. You can learn more about joining their community via the Membership tab at: https://strategichcmarketing.com/.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messages.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Always start your sales call with your intent, including the reason for the meeting and the agenda. With that set up, then give your prospect the opportunity to share if their agenda is different than yours. Try it this week and see how it works.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/02/02272023-Great-Messages.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 2/27/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
Host: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com
Guest Name: Alanna Fincke
Guest Title: Certified Coach, Forbes Coaches Council Member
Guest Organization: SVP, Director of Content and Head of Learning at meQuilibrium
Leadership WellnessBurnout in health care is higher than ever. A WittKeifer survey report noted that nearly 74% of healthcare leaders admitted to having felt burned out within the prior six months. 93% of these surveyed executives believed burnout is negatively impacting their organizations. My podcast guest is an expert on resilience, leadership, and workplace well-being. We need to pay attention to the wellbeing of ourselves and others like never before. Listen to her insight and recommendations on this timely topic.
Listen:
https://barlowmccarthy.com/wp-content/uploads/2023/02/Allison-and-Allana-Complete.mp3Does coaching sound like something you or your team might benefit from? Please connect with me at amccarthy@barlowmccarthy.com for a free consultative call to discuss your needs.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Focus.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Be willing and able to demonstrate your character in the work you do. Character keeps us steady. It keeps us humble. It keeps us focused. Character allows us to examine our own issues while keeping an eye on how our growth impacts the greater whole.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/02/02202023-Focus.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 2/20/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Susan Boydell | sboydell@barlowmccarthy.com
Two absolutes in the world of physician relations – change is inevitable and success is so talent dependent. Yes, we need a good strategy, good data and a good way to quantify our impact. But even the best data can’t compensate for the field talent’s effectiveness in delivering results. Now for the real gut punch – field talent can be the most resistant to change.
Why is that? In all honesty, it’s not just field talent, but people in general. You are likely aware of the series of emotions people go through when responding to change. From complete denial to anger to consideration to finally, “I’m on board!” Everyone moves through that cycle at their own pace and it’s important to understand where each of your team members is because, as leaders, we need to help each one personally through the transition.
Let’s walk through a few tips and actions you can take to help your field talent through the various phases of the change cycle. Many of these statements will look familiar whether you are a liaison or program leader.
- “I can’t believe they are doing this.” This always happens right up front when the change is first discussed. Be prepared for team members to be distracted, causing focus and performance to stall.
What to do:
- Share the reasons for the change in as much detail as possible. Explain why the change is necessary and what reward can be achieved by engaging in the journey
- Use language that is meaningful and relevant to the team
- You can never say it too much
- Encourage feedback and participation in the change rollout
- “This won’t really happen.” This is the classic denial stage. With denial, you will also see anger and frustration. This can be a recognizable phase even in leaders.
What to do:
- Help the team see what parts of the job in the past won’t be effective in the future.
- Emphasize the details of the change. Break it down into bite-sized steps focusing on what to expect first.
- Don’t take it personally and empathize when you can
- Consider 1:1 meetings with those that are struggling the most
- “I don’t care anymore.” This happens when the team doesn’t feel heard and realize that the change is happening despite all the pushback. This is often called the depression stage. Once they understand that the change is moving forward, they will often want to negotiate on the newly defined expectations.
What to do:
- Communicate exactly what tools and resources they will be given to ensure they are set-up for success. This could be additional training, coaching, or maybe even a new PRM tool for tracking
- Only negotiate on the new expectations that are truly negotiable
- Reinforce the impact this change will have on the organization and with senior leadership
- “I think I can make this work.” This is a clear sign they are moving in the right direction. They will be more positive and more engaged in the implementation process. You will know they are on board when they offer positive input and are willing to help others through the change.
What to do:
- Recognize their accomplishments and their role in making the transition successful
- Ask them to participate and offer input in areas that still aren’t working
- Share wins with the team and other leaders throughout the organization
Change is tough – for your team and for you as a leader. But, it is also a part of our jobs that will always be there. If we continue to work our change muscles every day, we will get better and better at it.
We help teams like yours with issues like these everyday. Is there something your team is lacking? Please feel free to reach out and we can connect to discuss. You can reach me at sboydell@barlowmccarthy.com.
By: Mitzi Kent, RN, MBA | mkent@barlowmccarthy.com
Whether it is the lingering effects of pandemic virtual work or other stressors within your team, the resulting uncertainty can impact your recruitment team’s motivation at work. You may see some of your star team members needing help to perform.
As leaders, we too can become distracted and fall into productivity traps. We may need to look at ways to get ourselves and our teams back on the right track. With limited resources, recruitment leaders need to supercharge their teams, increase engagement and getting new energy.
Feature a team member’s success. Research shows that the simple act of expressing even the smallest success can change the way we feel. Develop a weekly 30-minute coffee break – vitual or in-person – featuring one employee who successfully identified a new candidate, a new sourcing technique, or created a unique job posting. Make a point to include shout-outs to deserving individuals in your communications. Start meetings with something you’re personally grateful for in and beyond the workplace. You’ll be surprised how quickly the gratitude bug spreads, causing others to experience a lift in their mood and morale.
Consistent one-on-one feedback. Too often, recruitment leaders share feedback that’s rooted in the past and prescriptive. The best feedback helps others understand their strengths and provides encouragement and guidance to develop those strengths.
If your team continues to be virtual, provide them with “Open Office Hours” several times throughout the week. Spend time with your recruiters reviewing their sourcing strategies and augment feedback by asking them how they would do it differently. When leaders shrink their voices, they sharpen the vision of others.
Ongoing education and training. Ongoing learning is critical for recruiters. When you invest in a recruiter’s education, your organization improves. Your recruiters are happier, which means you may experience less turnover and even see a higher quality of recruits – a win-win for everyone. Whether it’s a refresh on sourcing techniques, assessing for clinical/cultural fit, or working with key stakeholders. By offering recruiters additional training opportunities, you’re investing in advancing their careers while adding more value to your organization. The more successful and capable your recruiters are, the better the physician talent they will find.
Encourage team creativity. When leaders seek creative input from their teams, they often brainstorm. Try bumping up your team’s creativity by providing more time and space for individuals to think. Try exercises like Start-Stop-Continue. For example, look at your current recruitment process and what you need to start, stop, and continue doing. Another approach to try is the “6-3-5,” in which a group of six must come up with three ideas in five minutes. You’ll let all voices be heard, and the best ideas succeed.
These are still uncertain times, and no one can predict what the future will look like. But as recruitment leaders, we can ensure our teams will feel supported and ready for whatever the year brings to keep them right on track.
Supporting teams and leaders is what we do at Barlow/McCarthy. Are there things we can help your team work through? I would love to find a time for us to connect so I can learn more about your team. Reach out at mkent@barlowmccarthy.com.
By: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com
I remember the moment it kicked in. Post graduate school, my first position provided me with a strong mentor and protective boss. Even when I stretched away from her, other senior leaders helped to shore me up. Then I transitioned into a new position – establishing a physician relations program at a community hospital. I was new, and the program was new. And there it raised its head – imposter syndrome.
Outwardly, it displayed itself as long hours and working through weekends. But inwardly, I felt exposed and vulnerable. I didn’t know about physicians, let alone physician relations. And, I was working with a leadership group that didn’t believe in the program and it showed with lackluster support for it and me.
Over time, through hard work, I conquered physician relations and gradually assumed more responsibility – leading physician recruitment, employed practices, and practice marketing. Eventually, I became a Vice President – much to the chagrin of other senior leaders. I perceived that I achieved these accomplishments by overworking and hiding what I didn’t know. The imposter syndrome stayed alive and well.
The hospital merged with another entity and I left for a new position within an academic medical center. I was leading a network development program that the organization expected to advance – although without a clear vision or direction. The physicians and my peers questioned my competency without prior academic experience. So again, feeling I needed to prove something, I worked long hours to achieve credibility and influence. After the arrival of the fourth CEO during my tenure, I left my position and transitioned into consulting. But there I was again. Doing something new. I did what I knew how to do – worked hard over long days and weekends to achieve success. The cycle continued, and it was anchored as my way of working.
This article could be about imposter syndrome, but that’s a topic for another day. My story is meant to illustrate that change is hard. I wanted to work smarter rather than harder, but my changes were just superficial. I was applying effort to the surface behavior and didn’t recognize the need for a deeper shift.
In “Immunity to Change,” authors Robert Kegan and Lisa Lahey describe this dynamic as “shoveling sand against the tide.” Based on their 15 years of work, they suggest that these shallow adjustments are “hidden commitments” to protect oneself against a perceived risk. For example, my underlying assumption was that working long hours and taking on larger responsibilities would generate credibility with others. But, only if I challenged this assumption, would real change begin. These “immunities to change” are frequently unconscious. Kegan and Lahey suggest that real change can take months, and a coach can often provide the support needed to address the deeper change required.
Whether it’s a change within yourself, individual team members, or a larger group, it’s important to remember that resistance to change may not be stubbornness, lack of effort, or intentional opposition. Instead, it may be a lack of understanding of their inner assumptions. And, until internal perceptions are uncovered and addressed, change will be challenging.
If any of the scenarios I mentioned above feel familiar to you, let’s have a conversation. In my coaching practice I am often helping people work through similar challenges. I would love to help you too! You can reach me at amccarthy@barlowmccarthy.com.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
We hear a lot about resistance to change. But, is part of the resistance the way we throw-down the idea for an immediate change, sometimes without a real plan?
While most have a plan in mind, sometimes explaining the need is unclear and the staff resists. They need to know the long-term implication of the change. Knee-jerk change can result in staff turnover and sometimes a callous response. So, who’s job is it to ensure change follows a good process? I think we all have a part to play.
Leaders Implementing Change
- Know the direction you want to take and why. Once the plan is sketched out, get feedback and make sure to listen, I mean really listen. Sit on the idea just enough to get the emotion out of it. Employees react better when their leaders are candid, and they feel valued for their insights. Communicate the why of change without making them feel bad for the work they are currently doing. Communication with the team is not a one and done event.
- Involve and engage your team, your peers, and your leaders. It’s easy to get hyper-focused on making it happen. I observe that great leaders continue to engage others throughout the process. Plug it into the calendar so you don’t assume you’ll remember. Topics of engagement include tactical implementation questions, but it does not stop there. Take the time to understand how it feels for the team, how it might change your collaboration with peers. Make sure you’re changes align with the direction of your leaders.
- Create the process. Change can rock the team’s world. Build out your vision, specific actions, timelines and measures. Details and transparency matter. Plan for plenty of time to learn, pre-plan your support for the various team member needs. A little grace goes a long way when we are asking individuals to buy in and adapt.
- Ready yourself for bumps in the road. This may not be a place to fall on your sword. Be ready to observe and adapt. It’s rare that perfect plans are made in your office, nimbleness is a leader’s friend with change. Remember, it’s about the new vision.
For Team Members in Change
Most team members feel their approach works just fine. Being asked to change is often met with active or passive resistance. Change is important to keep us current, aligned with leadership and demonstrating the right value for the organization. More teams than we’d like have refused to change and then become obsolete – clearly not the goal!
- Be open. Listen to the why and how of the proposed change. Actively engage in the conversation to ensure the plan is implemented with a good sense of field realities. Assuming it’s a done deal, learn how you can have a voice in the process.
- Manage your own vulnerability. Far and away the most challenging part of the change is that you were good before, and you feel less confident with the new model or method. We all need to learn and we may not be brilliant from day one. Cut yourself some slack and figure out what you need to make the change. Ask for training if you need it.
- Refuse to stir the pot. This one needs no explanation, you get it!
- Offer feedback but find the right place to do it. Feedback and suggestions are part of any change process. Figure out the best time, place and person to share your ideas and feedback. Provide comments on specific tactics vs assuming the whole plan is flawed.
Teamwork makes the dream work! Everyone has full plates, but cutting corners in creating change always comes with a price.
If it’s time to consider a change for your program, we’d love to help. It can be as simple as a one-day strategy session or perhaps its time for an assessment. Reach out to kbarlow@barlowmccarthy.com.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messages.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:One of the great gifts you can give a referring physician is to recognize them for what they have done, or what they mean to you. This week, consider a referring physician that did something special for a patient or maybe they did something for you. Take the time to let them know it matters.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/02/02132023-Great-Messages.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 2/13/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Leading sales training is near and dear to my heart. Seasoned professionals typically pick up one or two ideas to try while new team members generally leave with a better sense of process and technique that helps gain confidence to the role.
My own learning over time is that the art and science of asking good questions is a critically important foundation of our work. And yet, I don’t always get the sense from attendees that they see the full value in developing this skill. I’ve lately been thinking about what’s missing and how to elevate the level of questions:
- Personalize it. In observation and discussion, field staff generally use many of the same questions regardless of the audience. In today’s climate generic questions likely lead to generic answers. If your audience has to work too hard to answer or they seem indifferent, your question was likely not customized for them. Questions are about listening to learn. That learning is enhanced when they instantly relate to your question.
Consider ways to personalize your questions by adding something relevant to the person you’re talking to or about their clinical practice, calling out an observation, or acknowledging something specific to their practice type. Or, you can reflect on something they have shared in the past. A little prep can really enrich the conversation. - Get Succinct. Most questions are too broad. Field staff often ask broad questions hoping for succinct and detailed answers. Broad questions likely get obvious answers. Broad questions can also be a little vague; in turn your audience must work to figure out what you are asking, or what you want them to say. Back in the day, physicians might have tried. Today, it’s unlikely. Tight questions that give a clear direction will be more effective.
Some individuals need to talk to think… if you know yourself to be one of those people, it’s vital that you take some time to prep a few good questions, consider how they might answer and then prepare for a couple of additional asks based on their response. This helps streamline the conversation and you will be able to listen more, talk less. - Be in the Moment. Many field staff only ask a question so they can talk. There’s an inclination to pounce on the opportunity to talk about the product, person or service. Often, the best rep-to-physician meetings happen when it’s a conversation, not a pitch. Your information will then be conversational sound bites based on their needs, which you learn from asking good questions. If you know this is a struggle, do a few visits where you commit to just asking good questions and learning. Evaluate yourself based on what you learned not what you said. Back in the car, you might write down what you asked – two or three of your questions and evaluate them. It’s also great to consider what you learned from them and how often it goes in the direction you’d expected.
. - Questions Get Us Deeper. Today’s best reps understand the value of the relationship for the referral process. It’s not just relationships, it’s also not just a referral pitch. The ability to understand the why and the how can come through better questions. The need of internal stakeholders for better intelligence is at an all time high. And while some might cross-examine their practices, the best insights are learned through interested conversation and natural dialogue. As you reflect on the visits you’ve done in the last couple of days, consider times when you could have asked another question, perhaps to learn how long something has been happening, about the solutions they have considered, how they are coping with a practice issue and if the entire group feels the same.
Boiler plate questions can work in a transactional sales environment, but our roles in the current environment certainly demands a long-term referral relationship strategy. This may be a perfect topic for your next team meeting. If you don’t practice with each other, your first try is with a valued physician.
Is it time for some motivation, inspiration and training? Reach out if you’d like to learn more about our training options for your team. You can contact us at info@barlowmccarthy.com for more information.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Internal Relationships.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:We’ve all seen lots of changes in staffing and priorities. An internal communication plan is an excellent way to make sure you keep the physician strategies front and center for those who you need to support it. This week, dust off and update your internal sales plan and make sure you’ve got the right people highlighted.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/01/02062023-Internal-Relationships.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 2/6/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Forward Thinking.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Become a person who can always envision great things for yourself and others, While you can be committed to small victories, you must never be completely satisfied with where you are. It’s a good thing to strive for something more- success is earned. This week, consider the big goal and let’s get started!
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/01/01302023-Forward-Thinking.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 1/30/2023
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Impact.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:While there are a variety of books that purport to offer best ever methods to close- some are embarrassingly gimmicky. Earn the right to close and then be confident, summarize the needs and confirm their interest and then talk about next steps. It’s your job. So this week, work on closing to a referral- or just to the next step.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/01/01232023-Impact.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 1/23/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Internal Relationships.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Help your internal stakeholders understand it doesn’t work to just dump a bucket of features on the prospective referral source. Message management is critical in today’s environment. This week, work with your internal stakeholders to expand your variety of communication tools and to up your clinical knowledge. Both will enhance your conversations.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/01/01162023-Internal-Relationships.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 1/16/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com
My holiday letter started with “It was the best of times; it was the worst of times…”. It seemed the perfect way to describe the year. But as a few of my colleagues recommended in recent blogs, I took time to review my calendar to reflect more fully on what happened in 2022.
I made two lists – one of the opportunities and the other of the challenges experienced during the year. I scanned them to see if I could identify any patterns or themes. And there it was – relationships! Whether I was coaching clients, reconnecting with former colleagues and clients, building a podcast library, celebrating my 30th wedding anniversary, attending a friend’s funeral, supporting former employees facing a layoff, or organizing the estate sale for my recently deceased neighbor, it was the relationships that made the opportunities brighter and the challenges more bearable.
Relationships take work. They require time and energy. And if deep enough, relationships can bring irritation and conflict. But I can confidently say that relationships bring real meaning to life – including professional satisfaction and success.
In this increasingly digital world, are we neglecting work-related relationships to expedite getting things done? In-person interactions bring texture and depth to the relationship experience.
During the pandemic, video meetings enabled us to function. Still, something was missing in these interactions – the ability to sense the other person’s energy, to see their entire body language, and to have their undivided attention. Technology was a gift when we had to be either isolated or face severe illness. It remains a resource to reduce travel costs, office space footprints, and initial connections that telephones and emails can’t deliver. But to build rich relationships – professional networks that support career success – we need in-person too.
It’s no surprise that the Harvard Business Review released a Special Issue in November titled The Rules of Networking. The first page is a message from the editors. “Building effective relationships is a requirement of good management and leadership. But research shows that people’s professional and personal networks shrank during the pandemic by close to 16%.” The issue then offers almost 25 distinct articles recommending a return to networking and how to do it strategically, operationally, and personally for maximum benefit.
Building and sustaining a network is the lifeblood of success. We can’t influence others if we don’t have a pulse on who they are and what matters to them. We don’t build trust without spending time in various situations demonstrating our trustworthiness. Being resilient through challenging times requires a community holding everyone together. And stable work teams only exist when relationships are prioritized and valued.
As we move into 2023, will one of your goals be to enrich the relationships in your network? How do you alter your interactions to ensure undivided attention, active listening, and the full power of the moment? Do you need to build new relationships to support your career advancement? And by year-end, will you look back and be able to say, “it was all about the relationships?”
I am excited about the year ahead as I continue to meet more and more people within my coaching practice. If you are looking for a coach in the coming year please don’t hesitate to reach out.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:The role of the field rep is to properly position the products and people, to gather insights and intelligence and to learn details when something goes wrong. And generally, the organization wants the attributes in that order with growth leading the way. This week, consider your approach to needs-based selling. Are you preparing for the visit with questions and conversation points to position your offerings?
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/01/01092023-Strategic-Sales.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 1/9/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messages.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Relationships matter. They assist us all in becoming better people and in reaching new heights in our professional growth. With healthy relationships, we enjoy the role more and that contributes to success. Good relationships provide us with the energy and support to be the best we can be. As you reflect on 2022, consider the relationships that you’ve developed or nurtured. Think ahead to those that can use a little attention in the new year.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2023/01/01022023-Great-Messages.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 1/2/2023.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Mitzi Kent, RN, BSN | mkent@barlowmccarthy.com
If you are like me, you have already started that “list” you know which one I am talking about—the obligatory New Year’s resolution list. Many of you are likely creating personal resolutions, for me those are often losing weight, exercising more, and reading 2-3 non-work-related books. But how about a few resolutions for your work life? The new year marks a fresh start, so here are five ways to boost your recruitment efforts and start 2023 off with a bang.
- Take time and look back. A great first step is to find some uninterrupted time to look back on where you had some excellent hires. Take some of those great hires and examine what worked well and what didn’t. Ask questions of yourself like, where did I find those candidates? What tools gave me the most significant success? How did I prepare for the new requisition, and what questions did I ask to get the best job posting written? Reflection is a powerful tool, and the answers to these questions will help you improve your process for how you will recruit for your openings in 2023.
- Begin with a new habit: “Map out Mondays.” At the beginning of your week, invest 15 minutes checking your week’s activities. This will help ensure you are prepared for your week ahead. Make sure you plan out some of those tasks that often get lost in the shuffle or skipped. As you do this week to week you will find patterns and improve your efficiency.
- Nurture your relationships with key stakeholders. Your ability to recruit the best provider for your open positions often requires a village. How can you strengthen the relationships in your “village,” so your candidates have the best experience. Be proactive, your first meeting of the year should not be when there is a new requisition. Instead, you should establish a solid relationship to prepare for when the two of you will work together when there is an opening in their department. One option is creating regular informal meetings- such as coffee breaks with service line leaders. Try to find ways to keep the lines of communication open and the relationships warm and inviting.
- If you’re a recruitment leader, invest in training. If there’s anything we’ve learned this past year it is that the provider recruitment industry is constantly changing and getting more competitive! In such an evolving field, recruiters must stay on top of the latest industry challenges and trends. One of the best investments you can make this year is establishing a regular training program throughout the year. New recruiters can benefit from learning early what will make them successful. Even recruiters with years of experience can benefit from taking their skills to the next level.
- Boost your presence on the web – This is the time to look at those open job postings and begin to update and refresh content with an eye to creating differentiation for your organization. Review postings and correct them to align with best practices. Additionally, because this is the time of year when many candidates make New Year’s resolutions of their own, like finding a new job, it’s the best time to boost your presence and ensure candidates see your opportunities first.
Every year, 38.5% of adults set a New Year’s resolution, but on average, only 9-12% of people will keep their New Year’s resolutions. Let’s together make a commitment to stick to our resolutions. These strategies will help create new habits, increase your productivity, and assist you in starting your year off with a bang!
Training and recruitment strategies are our specialty. Email me if you want to discuss your team and approach, and we can set up a complimentary call. Reach me at mkent@barlowmccarthy.com.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Internal Relationships.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:The power found within any successful salesperson is in part a result of the health and functionality of their internal relationships. What can you do, at a personal level, to enhance your internal credibility? Take this week to consider the people and the process that would benefit from some added attention.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2022/12/12262022-Internal-Relationships.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 12/26/2022.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Susan Boydell | sboydell@barlowmccarthy.com
“The greatest gift that you can give yourself is a little bit of your own attention.” – Anthony J. D’Angelo
It’s that gift-giving time of the year! It’s our way of saying thank you and showing our love and appreciation to those we care about. It is a season for giving back.
So many of you in physician relations are amazing at “giving back” to others, especially your physicians and their practices. Perhaps it’s time to think about what you are giving yourself. Think about it as your investment in your future. I think it’s an excellent tradition to start this year.
Where to start?
Gifting yourself can happen in many ways. Big or small. A daily commitment or a long-term aspiration.
As a physician relations expert, you might think about your gift to yourself and relate it to this past year. Perhaps it was a tough year. Acknowledging where your unique talents and skills made a difference is a gift. Make a list of those attributes and commit to continuing to leverage them in the future.
Another direction to focus on is what you want professionally in 2023. Perhaps you have a strong desire to advance your career but are not quite sure how to go about it. Is this the year you gift yourself some next level education? Maybe you sign up for a leadership course either within your organization or outside or find a mentor to learn from and build your self-esteem in an area you feel less confident.
Do you tend to have a negative outlook about something specific regarding your role? Perhaps it is something you’ve been fighting for a while. Can you gift yourself the ability to see something positive instead of negative? Can you offer possible solutions vs. complaining? Trust me, a more positive outlook will definitely help you feel better.
Try it. Why? Because you deserve it. And remember, for every gift you give yourself, don’t forget to say thank you!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messages.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:A consistent suggestion for me is to ask better questions. Generic questions yield generic answers so customize your questions for your specific audience. This week, create good succinct and customized questions for one of your visits. Test them and see what you learn.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2022/12/12192022-Great-Messages.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 12/19/2022.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Tony Barlow | tbarlow@barlowmccarthy.com
December can be a bit of a challenging month for those in physician recruitment. With the holidays and travel, distractions are numerous this time of year for both the physicians and the recruiters. Of course, our work does not stop because of those distractions. Keeping the pipeline full is a never-ending task.
With that said, this is an excellent time of year to look ahead. In the busyness of this role, it can be difficult to lift our heads and scan the future. Looking ahead is an incredibly important exercise for you personally and professionally.
I want you to right now… take a moment and schedule yourself some time for looking ahead this month. Write it in your calendar. At least an hour, but two or three would be great too. And then, don’t allow yourself to reschedule it. 😊
Here are a few tips to use that time wisely: (For this exercise I’m only really looking at your work life, but the ideas could easily translate to your personal life as well.)
Get Organized
Create a document for this exercise. This will allow you to look back to review your thinking. I am going to suggest you do this digitally. I know some of you are more comfortable with pen and paper. But, oftentimes keeping track of a piece of paper is a challenge.
Start with Looking Back
The first step to looking ahead is looking back. Take a few minutes and analyze your year. If you did an exercise like this last year, get out last year’s document and review it. Take a close look at goals you set. If this is your first time just take some time and go month by month. Think about where you were a year ago and where you are today. To help you remember your year feel free to take a look at your calendar, email, text messages and photos. Write down a list of the things you did that made you proud. Now, write down some of the disappointments from the year. Did any of your co-workers rise to the top as good mentors? How do you feel about internal leadership? How would you rate your overall job performance? What are the principles that guided you through the last year?
Analyze Yourself in This Moment
Next let’s take a few minutes and analyze who we are in this moment in time. What are a few new skills you learned in the past year? How have you grown and what has shaped that growth? What were some fears you overcame and in the past year? What are some points of pride about yourself? What are some things you can work on? In what ways are you different from a year ago?
Look Ahead
Now that we have examined the past and the present. I want you to go back and review what you wrote. These are the things that are going to shape the future. Take a minute to look ahead, think about the next year ahead in a very broad way. Are there some things you are looking forward to? Anything that scares you?
After these meditative moments, let’s dive into what the year ahead is going to look like. Let’s start by making a few buckets. Dividing your work into these different buckets will allow us to analyze our work life in an organized way. There are likely some really obvious buckets based on your day-to-day work, I would also like you to create a bucket for personal growth. Take the buckets one at a time and write down at least three growth goals for each bucket. Keep your goals realistic and within reach. It would be great if a few of these goals could be measurable. For instance, I would like to source 10 new candidates each month.
With your growth goals laid out, go back and write down a few ideas for how to achieve those goals. Give yourself some pointers. You likely know what it is going to take to achieve those goals. Putting them in writing will help you act and achieve your goals.
Lastly, when looking forward, take a few minutes to write a letter to yourself. This might feel a little awkward or cheesy, but it is a cool exercise that pays dividends now and in the future. Write some words of encouragement. Touch on a few of the things that you are proud of from the last year and what excites you for the year ahead. You can refer to your thoughts from time to time when you need some inspiration.
Use the last space on your document to leave any other notes that you personally find helpful. Beyond this exercise there might be ideas that you have that are specific to you and the way you work.
Save the document in a safe place where you won’t misplace it! You can of course also print yourself a hard copy and stash it in a file folder. If you haven’t done an exercise like this before this is your jumping off point. In the future you can add to this document or create a new one for the year ahead and save it in the same place. Think of how impactful this exercise will be after 10 years, with 10 years’ worth of saved reflections and goals.
Don’t let your busyness steal this opportunity to self-reflect, set goals, and chart your course for the future. We only get one life, and our work life is a huge part of that. Optimize your time and efforts and learn from your mistakes! Your personal work growth is up to you and an exercise like this gives you the control and guidance to grow year over year.
At Barlow/McCarthy we are looking ahead as well. We are excited to offer our exclusive sourcing services for a few more clients in 2023. We are also looking forward to doing a few select sales training sessions for recruiters. If you want more details simply reach out to us at info@barlowmccarthy.com.
Host: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com
Guest Name: Laurel Hopkins
Guest Title: Director of Market Development
Guest Organization: Virginia Mason Franciscan Health
Onboarding Program LeadersNew physician onboarding has been a hot topic for many years, but how much attention do we pay to onboarding new leaders or team members? The needs are similar for anyone accepting a new position and/or joining a new organization. If the role is an advancement, there are new expectations to fulfill – stretching both skills and expertise. And if it’s in a new organization, the learning curve is even steeper with relationships to build and cultures to absorb and navigate. In this conversation, my colleague Laurel Hopkins takes us into the trenches as she is going through the onboarding process. May it broaden all of our thinking how we manage onboarding when we next experience it ourselves, hiring a new team member, or supporting someone else that’s new to the organization.
Listen:
https://barlowmccarthy.com/wp-content/uploads/2022/12/Allison-and-Laurel-11302022.mp3Does coaching sound like something you or your team might benefit from? Please connect with me at amccarthy@barlowmccarthy.com for a free consultative call to discuss your needs.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messages.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:After a group meeting with the doctors, you should do a follow-up meeting with each attendee. It’s a wonderful chance to add a little information, to answer questions and to assess their response to the physician who presented. Try to do it within a week of the group meeting and gather insights as you work to link the message to a referral opportunity.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2022/12/12122022-Great-Messages.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 12/12/2022.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
‘Tis the season…
This is usually a good time to consider whether plans were completed, goals were met and if rewards for our work are in the offing. In our space, getting to big goals means we’ve been committed to daily advances. We are obligated to finish strong with each visit, so the cumulative impact is positive.
This season might also be the time when there are days when we rush through visits or fail to optimize our dialogue. That may leave us hoping for a bit of magic to meet our annual goals. As we prepare to put 2022 in the books, let’s revisit some elements that can help us finish strong and leave the wishing for Santa’s followers!
Customized conversation: The general sales pitch is a thing of the past. Today, we need thoughtful dialogue with a select audience to earn a relationship and influence their patterns. Nothing about this says generic. Sometimes it is easier to use the same spiel wishing for customized, helpful responses. That’s a tough road. As I watch the most effective relationship-focused salespeople, there’s always a pre-call plan. They review what they know and what they hope to learn, then they lay out the details to get there.
Lead through active listening: While it starts with a plan, the actual dialogue moves forward based on their needs, not our agendas. We all sort of listen… it’s active listening that is hard, especially when we feel a time pressure and have lots to tell. Our ability to close, to measurably move referrals, means we offer a value for their patients they are not getting with the competition. Ask the right questions and listen, they will tell us.
Have a plan: There’s the big plan, to earn new referrals, but there’s also the plan for each prospective physician. It starts with data, understanding who currently gets the patients you want, the nature of that relationship and what it will take to earn it. If we know that the shift will likely take several visits on a topic area, do you have a plan to add value with each subsequent conversation?
Pace and energy: While sales momentum is not talked about a lot, it’s a very real ally in our ability to finish the call strong. Perhaps a little reflection – do you start the visit strong, but lose steam? This is a likability and energy business so as we contemplate our approach, it’s also a good time for a little introspection on our style.
Get smarter: In healthcare there is so much to learn and while organizations do a fantastic job of clinical teaching, often there is a gap in helping field staff understand the right level of clinical detail. Likewise, skills training is often assumed and not updated. Here’s the good news, there are many great experts internally. Everybody can be better at asking questions to uncover the right information. Perhaps it’s time to reframe the style and approach for learning.
The new year brings anticipation. As you look forward to the big goals, it’s a great time to consider the stuff you can own in the field role. Planning to finish each visit strong will build success. I’m excited to hear where it takes you.
If you are interested in how Kriss Barlow and the team at Barlow/McCarthy can help your sales team, please don’t hesitate to reach out. We help teams just like yours across the nation everyday. We would love to learn more about your team, your process and offer ways to help. You can email us at info@barlowmccarthy.com for more information.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Forward Thinking.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute:Try as you might, its hard to sustain success by simply being committed to your vision. Success demands that you have good foundational skills and that you are willing to change with the market and work hard. This week, take a little time to assess where you are today. Does your vision match up with the marketplace?
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2022/12/12052022-Forward-Thinking.mp3If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 12/5/2022.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Attitude. To access the audio version of this weeks message click the play button on […]
By: Allison McCarthy, MBA | ammcarthy@barlowmccarthy.com Regrets can be a powerful force for growth and development. That’s the premise made by author and researcher Daniel Pink in his most recent book, “The Power of Regret: How Looking Backward Moves Us Forward.“ Pink recommends a self-reflection approach asking who we could be (opportunities) and what we […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messages. To access the audio version of this weeks message click the play button […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Motivation. To access the audio version of this weeks message click the play button on […]
Host: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com Guest Name: Gabriel Flores Guest Title: Provider Relations Manager, Oregon Health & Sciences University/Podcast Host, The Shades of Entrepreneurship What Can We Learn From Entrepreneurs There are a wealth of similarities between entrepreneurship and provider relations/recruitment and practice management. As someone who works in both worlds, Gabriel Flores has insights to […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Forward Thinking. To access the audio version of this weeks message click the play button […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Impact. To access the audio version of this weeks message click the play button on […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Motivation. To access the audio version of this weeks message click the play button on […]
By: Mitzi Kent, RN, BSN | mkent@barlowmccarthy.com Recently I had the great fortune of speaking to a recruitment team in Indiana. This was the first time the team had gotten together in person since the pandemic, and the energy in the room was noticeable. Our goal was to brainstorm how we could reimagine their relationships […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Attitude. To access the audio version of this weeks message click the play button on […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Forward Thinking. To access the audio version of this weeks message click the play button […]
Host: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com Guest Name: Gwen Sandefur Guest Title: Chief Executive Officer Guest Organization: Loud Minds The Necessary Balance of Both Short Term and Long Term Thinking Gwen’s coaching practice, following her twenty plus years as a health system executive, has reinforced that leaders need to do more to bring the big […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Attitude. To access the audio version of this weeks message click the play button on […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Sitting on a plane recently, I overheard two passengers talking about the “new, young team members.” They’d been at a conference and were frustrated that so many sessions were for those new to their industry. That’s concerning, but there was more. They went on to discuss how the […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messages. To access the audio version of this weeks message click the play button […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messages. To access the audio version of this weeks message click the play button […]
By: Mitzi Kent, RN, BSN | mkent@barlowmccarthy.com You know that feeling of uneasiness when something is off or that “tugging” feeling when something doesn’t feel “quite right.” It’s subtle and doesn’t scream for attention, which is why some of us will miss it if we move too quickly. Intuition exists in all of us, whether […]
Host: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com Guest Name: Jeffrey Brickman Guest Title: Founder and Managing Partner Guest Organization: Nexxt Health Advisors The Secret of Leading Through Change What does it mean to be a change leader? With different masters – community boards, medical staffs, employees – can health care systems really make substantial changes? If […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Competition. To access the audio version of this weeks message click the play button on […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Attitude. To access the audio version of this weeks message click the play button on […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Focus. To access the audio version of this weeks message click the play button on […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Motivation. To access the audio version of this weeks message click the play button on […]
Host: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com Guest Name: Elizabeth Conrad Guest Title: Senior Advisor Guest Organization: Conrad HR Advisors Leading Today’s HR Challenges Elizabeth Conrad, is the Senior Advisor with Conrad HR Advisors – specializing in strategic human resource function assessments and realignments. In this podcast, Elizabeth shares insights on The Great Resignation and solutions […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Attitude. To access the audio version of this weeks message click the play button on […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales. To access the audio version of this weeks message click the play button […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Great Messages. To access the audio version of this weeks message click the play button […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Change has been on my mind a lot the last couple of years as we all moved through a variety of iterations to a place that today feels a bit more normal. Those iterations certainly had an impact and healthcare changed. For physician relations, the need to demonstrate […]
By: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com My father said a business is either growing or shrinking. It can never stand still. Either leadership is intentionally moving forward, or the environment is pushing the direction of change. Successful change requires a careful implementation process. But, it also depends on leaders who harness specific skills to navigate […]
By: Susan Boydell | sboydell@barlowmccarthy.com If you could change one thing about your physician relations role, what would it be? I bet most answers are about things your organization needs to change that would make you more effective. All of these are likely opportunities for your internal stakeholders to take on. But what about you? […]
By: Mitzi Kent, RN, BSN | mkent@barlowmccarthy.com When record temperatures hit during the summer, everyone wants to shift gears, slow down, and take a break. In physician recruitment, this is the optimal time to look at where we might find additional candidates. Summer is a disrupted time for recruiters and their workflows. But physician candidates […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Strategic Sales. To access the audio version of this weeks message click the play button […]
Host: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com Guest Name: Mary Beth Ray Guest Title: Founder, PCC, JD Guest Organization: MBR Coaching & Consulting for Growth Assessments as a Leadership Tool Assessments are a powerful resource in supporting leadership development. In order to grow and change, we need to first really understand who we are and what […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Happy 4th of July. To access the audio version of this weeks message click the […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions. This week we are talking about Impact. To access the audio version of this weeks message click the play button on […]
Anyone who has worked in Physician Relations knows that the roles involved come with plenty of ups and downs. Whether it is challenging issues with physicians, struggles with internal leadership or frustrations with sales techniques and moving the needle. With all those challenges in mind it is a role that can be incredibly rewarding as […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Attitude. To access the audio version of this weeks message click […]
By: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com Name: Mary Marran Title: President and Chief Operating Officer for Butler Hospital in Providence, RI Building Trust Within an Organization Mary Marran, President and COO of Butler Hospital in Providence, RI has spent most of her career advancing in the same organization – something that would not be possible […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Great Messages. To access the audio version of this weeks message […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Strategic Sales. To access the audio version of this weeks message […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Great Messages. To access the audio version of this weeks message […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Strategic Sales. To access the audio version of this weeks message […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Attitude. To access the audio version of this weeks message click […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Impact. To access the audio version of this weeks message click […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Strategic Sales. To access the audio version of this weeks message […]
By: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com Name: Shannon R. Sullivan Title: President and Chief Operating Officer for Women and Infants Hospital in Providence, RI Having the Difficult Conversation Every leader faces the need to have difficult conversations. Whether its with a direct report, a colleague or a key stakeholder, these situations are a part of […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Strategic Sales. To access the audio version of this weeks message […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Impact. To access the audio version of this weeks message click […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com What do inflation, escalating labor shortages, associated labor costs and hospital operating pressures have to do with a day in the life of a liaison? Sometimes, there’s a tendency to separate the field role from operating obligations, but that’s not quite right. Many leaders feel significant pressure to […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Forward Thinking. To access the audio version of this weeks message […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Impact. To access the audio version of this weeks message click […]
By: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com Name: Paari Gopalakrishnan, MD Title: Interim President/COO, Kent Hospital, Warwick, RI Developing Physician Leaders Increasing numbers of physicians are moving into health system leadership positions. What makes them ready to move into these roles…..and what specific developments do they need? Having progressed from practicing hospitalist to hospitalist leader to […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Forward Thinking. To access the audio version of this weeks message […]
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Great Messages.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute: When a prospect points out an issue with a competing system, don’t criticize or emphasize it. Rather, use it as a door opener by asking, “Has it gotten to the place where you’d consider another solution?” Let them share readiness. Timing is everything in moving the business.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2022/03/03212022-Great-Messages.mp3 If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 3/21/2022.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Susan Boydell | sboydell@barlowmccarthy.com
Finding and even keeping great talent has been one of the fallouts of the pandemic and, not surprisingly, physician relations was not spared. As a program leader, we have a huge responsibility to grow our talent. It takes some thought, some planning and, most of all, gathering insights from your team members. When I think back to my early career, I had two great mentors who I believe not only taught me a lot, but they pushed and challenged me in ways for which I am eternally grateful.
Great talent is an asset to your organization, but it must be nourished and nurtured. With so many physician relations teams the career ladder is sometimes a bit short. Don’t let that stop you. A career ladder is not just about advancing to a manager or a director. Think about it as an opportunity to learn new skills, take on new tasks or maybe manage a project.
A good place to start is by asking and listening to what matters to your team members. Some liaisons are perfectly fine with doing their work in the field and don’t aspire to anything more. If they are good performers, keep encouraging great work. A career ladder is likely not what will motivate them. Listen and learn about what is important to them. It could be as simple as being recognized for their work.
For those that want more, ask the question about where they envision their career being in the next five years. Let them talk and you listen. As their leader, it’s up to you to identify a path to help them achieve their goal. Those goals also need to help the organization or the team better achieve its goals. The path must be mutually beneficial for both.
Let’s look at several ways helping your liaisons achieve their career aspirations can benefit the team and the organization.
Retention. When liaisons know you are invested in their personal development it shows you value them. If your liaisons are constantly learning and growing in ways that matter, they are less likely to need to go elsewhere.
Advancing their skills and knowledge. An intentional career path often identifies new knowledge or skills needed to achieve the next level. This could include training or education courses. It could also include mentoring or shadowing. When planned well, everyone benefits.
Greater results. A highly motivated, constantly advancing team leads to great results. This means you are more competitive as an organization. You are on the leading edge as a team. And, you are likely a place a liaison wants to work.
Investing in your talent produces excellent rewards. Ask, listen and observe to uncover the unique gifts of your team members and work to help them develop those talents. It’s a win-win opportunity.
Are you ready for a Barlow/McCarthy physician relations strategy session? We’ve been meeting with programs all over the country helping them get back in shape after the past few years. Please reach out at sboydell@barlowmccarthy.com so we can connect and find a time to talk.
By: Mitzi Kent, RN, BSN | mkent@barlowmccarthy.com
Developing an effective onboarding plan for your recruitment team is just as important as having an efficient plan for providers. Well-trained recruiters are better listeners and deliver more succinct and accurate candidate summaries than those who are not well-trained. But, like most orientations for new employees, we tend to onboard using the same methods regardless of the individual.
Perhaps it’s time to rethink how we are onboarding our recruiters, sourcers and other team members. New employees, like most people, feel more loyal to organizations that listen to their needs and wants. Yet too often, the onboarding process looks more like an orientation – a very tactical approach, focusing on getting paperwork completed and getting them trained on CRM systems and platforms used for sourcing. Although all of these items are essential, there is more needed for an effective start out of the gate.
I recently was on a call with a client. The recruitment leader opened the call with a question to the team, “What good habit do you want to master? And what poor habit do you want to lose?” What if we, like this client, asked what our team wants or needs different from their standard agenda? Would customizing our onboarding plans improve our recruiter retention? Here are a few ways to customize our onboarding process to meet our team’s needs.
Ask your team what areas THEY want to focus on. New team members want to feel that their voice is heard. As leaders, asking questions like: What areas of this role give you the most anxiety? What aspects of the work would you like more direction and involvement from me? Whether a team member is new to the role or has years of experience, each has areas where they want to improve. These kinds of questions give new employees a chance to tell you what they want to focus on first
Spend ample time focusing on branding. Your recruiters often serve as the first “face” of the organization. A recruiter who can paint the picture of the company’s culture and is a strong brand ambassador leads in the talent acquisition race. Spend time, in the beginning, sharing what the organization’s culture means to you and how you describe the organization to potential candidates. Role-playing through this process will give your new recruiter the vision of crafting their message.
Don’t be afraid to ask for help. As recruitment leaders today, we have a lot on our plates. New recruiter onboarding often gets cut short because of the time we have available to devote to it. Don’t be afraid to reach out to experts in this field to assist you in this process. This shows the commitment to your recruiters’ success.
Don’t forget the little things One of the most frustrating comments a new recruiter often shares comes down to items that “fall down the cracks” – targeting different types of candidates, specifics on job postings and sharing best practices. These minor aggravations can turn a positive experience into a negative one. A detailed tactical plan and frequent check-ins will eliminate these frustrations and show your new recruiter a well-reasoned onboarding approach.
Provider recruitment is a complex role with many facets and many onboarding programs will dive deep into their process. No provider recruiter onboarding can succeed in today’s day and age without these components. Start with them and you are on the right track.
If you are looking for sourcing and/or new recruiter virtual training to help you create a customizable training program, please let me know, I would love to help. You can reach me at mkent@barlowmccarthy.com.
By: Allison McCarthy, MBA | ammcarthy@barlowmccarthy.com
When we think about managing people our attention often defaults to those who report directly to us. What we don’t contemplate enough is how we manage the other key stakeholders that influence our success – operations leaders, credentialing managers, marketing colleagues, and so many others. Among the most important is our boss… and our boss’ boss… and others at the top of the organization.
Politics, mission, culture, and other internal dynamics aside, understanding the unique personalities and work styles of our direct supervisor is critical to performance and career success. What makes your leader tick? How do they make decisions? Do they focus on the details or just the big picture? Who do they report to and what does your boss need from you to manage that relationship?
Managing up is not about being the “star” employee or winning brownie points. It is building a working relationship that maximizes the time, energy, and effort required to get things done. It means changing perspectives from being a task-taker to being a proactive leader of your role and responsibilities. I’ve coached several frontline and middle managers who have defaulted to a “victim” position around their boss. They give away their power and, as a result, become professionally dejected and dissatisfied.
One of my favorite coaching resources has become “Managing Up” by Mary Abbajay. The author shares that being a strong “follower” is key to career success. In an early chapter, she provides a series of questions the reader can answer to assess their own situation under the categories of:
- Assess your boss
- Assess yourself
- Assess your willingness to man up
She then suggests identifying if your boss is an introvert or extrovert so you can adapt your communication and interaction approaches. From there, she offers specific chapters on work style personalities – the types of behaviors the boss tends to use when interacting with others at work – with descriptors such as:
- The Advancer – results-oriented, driven, decisive, ambitious and confident.
- The Energizer – people-focused, fast-paced, enthusiastic and idea explorers
- The Evaluator – objective, logical, methodical and quality-oriented
- The Harmonizer – team-oriented, collaborative, accommodating and conflict-averse
Ms. Abbajay offers strategies for managing the different types. And if you work for what she calls “Difficult Bosses,” such as micromanagers, ghosts, narcissists, workaholics, and several others – she provides the behaviors that these persons demonstrate and techniques for managing them.
I have scanned and shared many of the book chapters with clients – all expressing how helpful it was with several moving to purchase the book for themselves. If one of your professional development goals is to improve your ability to manage those in positions above you, this could be a great resource for you, too. And if you add some coaching support to the mix, by year-end you should feel a shift in this important work relationship.
More and more we are finding the quantifiable difference that can be seen from one on one coaching. Are you looking for a coach or thinking someone on your team could benefit? Please reach out at amccarthy@barlowmccarthy.com and we can connect to find a time to talk.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Is your personal engine purring these days? I am the last person to really understand what makes my car’s engine function, but I know when something is off. This analogy may hold true for our personal energy in the midst of all that has changed in the field role. Leaders and liaisons alike recognize that the last two years have changed obligations, expectations and the field role. We are now on a path that requires us to consider what’s working to ensure effectiveness moving forward. Many liaisons have mixed emotions about getting back into the field on a regular basis. Admittedly, they are sort of ready, perhaps questioning, uncertain, even nervous.
Acknowledge your spot in this. Get clear about what the organization needs right now. Personally evaluate your readiness to accomplish the goal. And if you are not ready, what will it take to get there? Refuse to believe it’s all the same as it was before the pandemic. Consider your skills, changes in the referring physician practices and your organization. Some organizations fared well financially, some did not.
Be proactive in learning. Start by learning what may be nuanced changes in organizational goals and consider your part in that. Ask questions of your referring practice referral coordinators, office managers and doctors to learn the impact on them – and their patients. Listen for their coping skills and any changes in plans. Use this time for personal learning about your technique for asking better questions, for more needs-based conversations and for sharper focus on differentiating your organization’s priorities with your referring physicians.
Honesty is hardest with yourself. It’s so easy to blame others and say, “ Nobody is giving me direction…” or “ My practices just need me to fix access….” All of which may be true, but perhaps they avoid the core issue of finding your own energy to discover new ways to be effective. Hardest of all, now more than ever, organizations need liaisons to rediscover the right volumes and to be strategic, not just busy. Talk about a place where your engine may not be purring! Sometimes discovery works best with team projects. Some have found success with short-term goals so everyone can participate and feel that success. For others, the team environment is not as healthy. If that is the case, reinvention, refocus or reenergizing the role may need to be a personal journey.
Use your network. Liaisons are generally social types. Lean on other people for energy, ideas, guidance, direction or an occasional ear to just share. Be vulnerable together. Share your concerns, ideas and direction with your leader. Zoom planning meetings can be a great way to refocus yourself and others. Just make sure to create a clear, positive direction. Write down what’s working for market reentry. Track what you are hearing in the field by audience group. Give yourself permission to test new ideas – some will be winners!
Relearning may include customized skills or a strategy session. Please reach out to Kriss at kbarlow@barlowmccarthy.com if you’d like to chat about our options.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Leadership.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute: Good work habits are the underpinning for any position. The best managers create and then implement systematic tools to keep apprised of the team’s level of field effectiveness. If you are a field rep and your leader was monitoring your field effectiveness, what would they find? It’s this weeks opportunity.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2022/03/03142022-Leadership.mp3 If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 3/14/2022.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
Admit it, it’s hard to really shine in physician relationship strategy without the right talent. This includes finding great talent and inspiring great performers. Join Susan Boydell and Allison McCarthy for an insightful 3 session Talent Webinar series. Each 60-minute interactive session addresses a timely topic including hiring to onboarding and team building. Bring your questions and ideas!
Please sign up for each webinar below to receive reminders and a calendar invite. If the webinar has already taken place, you will find a link to review the recording.
Webinar #1 – Finding Great Talent: The Hunt is On – March 18 at 10 am CST
Finding great field talent has become a fierce challenge for most physician relations leaders. Join Susan Boydell and Allison McCarthy as they talk through fresh ideas to approach a tight hiring market. Learn how to assess the attributes you need, attract the right candidates and spot great talent during the hiring process.
Sign up for Webinar #1 Webinar #2 – Preparing Great Hires to Be Great Performers – April 8 at 10 am CST
You made a great hire. Now you must prepare them to be great performers. In this session, Allison and Susan will discuss current trends for effective onboarding. They will discuss the importance of validating your new team member’s decision to join your team. Details matter and can make a world of difference in long-term success.
Sign Up for Webinar #2 Webinar #3 – Value, Nurture and Motivate Your Team – April 22 at 10 am CST
We’ve lived through a few rough years. Team members need some inspiration, motivation and learning to give their best in the role. This webinar will focus on those leadership skills needed to get the best out of your field team. Allison and Susan will discuss effective coaching techniques and methods for communicating value and impact to leadership.
Sign Up for Webinar #3
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Internal Relationships.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute: With relationship growth calls, there is a definite advantage to having the field team and the service lines in sync. It can be easier with some areas than others. This week, take on a toughie and see if you can smooth out some of the wrinkles.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2022/03/03072022-Internal-Relationships.mp3 If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute – 3/7/2022.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com
Name: James Fanale, MD
Title: President/CEO, Care New England Health System, Providence, RI
Whether you are leading an organization, department, program or team, getting through difficult circumstances can test the best of us. Successful leaders suggest that there are a few critical actions to be effective during challenging times. They include:
- Establishing a clear objective
- Defining the parameters
- Energizing the team
- Monitoring and adjusting as needed
My podcast guest, Dr. James Fanale, has led Care New England through financial hardships, the blending of several medical groups into a single entity, two potential system mergers, a cyber attack and most recently the COVID pandemic. Listen as he shares his leadership experience and insights through all of these challenges.
Listen:
https://barlowmccarthy.com/wp-content/uploads/2022/03/Jim-Fanale-with-Allison-01202022.mp3 Does coaching sound like something you or your team might benefit from? Please connect with me at amccarthy@barlowmccarthy.com for a free consultative call to discuss your needs.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Great Messages.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute: Always start your sales call with your intent. Include the reason for the meeting, a simple, brief agenda and then allow the prospect the opportunity to share their agenda if they’ve got something different on their mind. This week, be more intentional and see how it works.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2022/02/02282022-Great-Messages.mp3 If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute -2/28/2022.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com
Guest: Mark Montross
Title: Director of Practice Operations, Bronson Healthcare
Description: “Anyone that makes decisions that impacts others is a leader” noted Nouman Ashraf, Asst. Professor, Rothman School of Management at the University of Toronto. In his Ted Talk, he challenges leaders to consider how they show up in a way that has a positive impact on others. That first requires us to understand “why” we chose to be a leader. In this podcast, guest Mark Montross shares his “why” and his intentional approach to being a leader.
https://barlowmccarthy.com/wp-content/uploads/2022/02/Allison-with-Mark-Podcast.mp3 Does coaching sound like something you or your team might benefit from? Please connect with me at amccarthy@barlowmccarthy.com for a free consultative call to discuss your needs.
By: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com
Guest: Suzanne Hendery, MA, APR
Title: Chief Marketing and Customer Officer, Renown Health
Description: Delegating effectively is one of those soft skills that leaders can often find challenging. Through various leadership roles and responsibilities, my guest Suzanne Hendery has learned how to advance this skill to an artform. For those hesitant to delegate more, Suzanne reviews the benefits of delegation not only to the leader but also to the employee and to the organization overall. She also shares her specific delegation model and how she applies it to new assignments and/or roles. See how you can advance your own delegation skills by listening to process and approach.
Listen:
https://barlowmccarthy.com/wp-content/uploads/2022/02/Allison-and-Suzanne-Hendery-Podcast-01262022.mp3 Does coaching sound like something you or your team might benefit from? Please connect with me at amccarthy@barlowmccarthy.com for a free consultative call to discuss your needs.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Competition.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute: Winners learn valuable lessons when they lose. We’ve all had times when a hopeful opportunity doesn’t pan out. When it happens, make sure to leave the door open for the future. Be gracious, learn from the experience and move on. This week, consider one that got away. Is it time to circle back?
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2022/02/02072022-Competition.mp3 If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute -2/7/2022.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Susan Boydell | sboydell@barlowmccarthy.com
Kriss Barlow and I just recently did a webinar for AAPL on the topic of “Feeling Good About the Work You Do.” It seems like everyone is struggling to stay positive these days. The list of negative goings-on is too long even to mention. Despite all the negatives, there are a lot of positives, but sometimes we have to seek them out proactively.
There is a direct correlation between happiness in your work and your performance results. Conversely, negative thinking can breed negative results. So, if you’re feeling less than optimistic about your job, here are a few ideas to proactively turn that around.
- Own it. The moment you take responsibility for your outlook, you will put yourself in control. I’m sure you’ve heard or maybe even been the one to say, “I could do my job better if everyone would just fix their problems.” Sort of a set-up for disappointment, isn’t it? So instead of focusing on the negative, find the positive. Perhaps the problem isn’t completely fixed, but someone is working on it, or maybe you got the attention of someone who can make improvements. You get the idea.
- Change it up. Are you bored? It’s an excellent question to ask yourself. Doing worthwhile and challenging work drives our creativity, self-esteem, and the impact we can make. This could be as simple as trying a different approach in the field with a tough office. Or maybe you ask your leader for a project or lead a specific initiative the department is taking on.
- Avoid negative people. This one is obvious but easier said than done. If you think about it, you know exactly who these individuals are. They often participate in gossip or criticizing others. Their conversations are almost always negative. When you find yourself in that situation, excuse yourself. Seek out those who are positive. You will feel more fulfilled, and so will those around you.
Now is an excellent time to pay attention to what brings on negativity and what you can do about it. If you’re committed to being optimistic, change what makes you pessimistic. You will feel more positive, and I bet others will recognize the difference.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Great Messages.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute: Some reps have been programmed to believe it’s enough to ask for the business. It’s not. Spend your time learning and developing personal tools to connect and build intentional relationships. This week, consider your toolkit and your skills for relationship advancement.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2022/01/01312022-Great-Messages.mp3 If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute -1/31/2022.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Strategic Sales.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute: Representatives who are working to earn referrals from physicians will be more successful when they gain insights into the type of patients the physician cares for and refers. This week consider how much you know and then work to learn a bit more about their practice.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2022/01/01242022-Strategic-Sales.mp3 If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute -1/24/2022.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Attitude.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute: The greatest sales relationships are the ones which encourage you to assume the lead when the timing is right. Dialogue, which should flow freely from one another makes for a real relationship. This week, keep tabs on your ability to dialogue with your prospective physicians.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2022/01/01172022-Attitude.mp3 If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute -1/17/2022.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Great Messages.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute: Let go of your need to talk and your sales relationships will improve. We can’t talk our audience into something, we can only guide them- through questions, then the offer of insights and always based on their needs. Try it this week!
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2022/01/01102022-Great-Messages.mp3 If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute -1/10/2022.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com
My guest for this podcast is Sarah Wilcox, MBA. Sarah is a Mentor, Consultant and Coach for Women Included Now (https://womenincludednow.com/). Sarah’s career has spanned the C-suite as an executive to launching new businesses and being an entrepreneur. She now focuses on helping women navigate their careers while integrating their professional and personal lives. She started in journalism and then received her MBA at the Kellogg Graduate School of Management at Northwestern University. She also completed course work for an MFA in Latin American Literature and Creative Writing.
Our discussion focuses on the particular challenges of women in the workplace including imposter syndrome, career management, understanding leadership approaches of men versus women and integration of the professional with the personal. The conversation also draws upon Sarah’s recent book titled “Is This Really My Life” which she wrote during the pandemic feeling that we needed to look at more of the irony of life’s events and bring more humor back into our lives.
https://barlowmccarthy.com/wp-content/uploads/2022/01/Allison-and-Sarah-Podcast-12312021.mp3 You can find more information about Sarah and her business, Women Included Now here: https://womenincludednow.com/.
Does coaching sound like something you or your team might benefit from? Please connect with me at amccarthy@barlowmccarthy.com for a free consultative call to discuss your needs.
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
Welcome to Monday Morning Minute, our goal is to get your week started on the right foot with a little bit of motivation, inspiration or some simple suggestions for these uncertain times. This week we are talking about Attitude.To access the audio version of this weeks message click the play button on the player below or download the message via the link.
Monday Morning Minute: Happy New Year! Today’s message is one that can serve us all thorough the year, it’s about blame. Don’t befriend blame. It often comes in the form of pain that you bear because others aren’t supporting your efforts in the way you’d like. If you let it, blame will take up residence. Believe you are strong enough to sell around it- that’s the better habit to have. Let’s start today.
Audio version:
https://barlowmccarthy.com/wp-content/uploads/2022/01/01032022-Attitude.mp3 If you are having trouble with the audio player you can download the audio file here: Barlow/McCarthy Monday Morning Minute -1/3/2022.
As always please feel free to reach out (info@barlowmccarthy.com) with any questions or if you just want more detail on the short post above. We would love to discuss it further! Have a great week!
By: Mitzi Kent, RN, BSN | mkent@barlowmccarthy.com
This Christmas was about family and spending time together in person. What a significant change from this time last year. My husband and I hosted Christmas dinner this year. I have always enjoyed having my in-laws share stories. Discovering our family “roots” created some new descriptors of “who” the Kent’s are – driven, hardworking, and committed to this country. Our family story has become more defined and distinct. This led me to spend a little time thinking about how that relates to physician recruiting.
Is recruiters it is always good to have a few good stories. What does your organization’s story tell physician recruits? If you were to research and describe your organization’s history, would that communicate, in a more interesting way, the current mission and vision? Has the organization’s journey triggered changes in your culture? And is today’s strategy working to retain its roots while adapting as needed for the new world?
Here are a few tips to help you tell your organization’s story.
- Display Transparency – Walkthrough how your mission and vision has led the organization through a crisis, whether a tornado or the COVID-19 crisis, show how your organization effectively responded.
- Celebrate Your Resilience – Change your approach and show current photos of your front-line nurses, doctors, and staff working together.
- Increase Your Presence on Social Media – Begin to ask your employees to show how they support their colleagues. You can work with your chamber on virtual content that shares how your community works together. Create pre-record segments with key community members through Zoom and other technologies to share their personal stories and provide a link for your new recruits to watch.
These are just a few ideas and of course there are many more. Do some research and see how you can enrich your recruitment story. You may find some new ways to define and distinguish your hospital and opportunities to prospective recruits. Putting an emphasis on your story and how best to “sell” it will lead to more successful recruiting.
Need some help figuring out your story and the best way to communicate it in the world of recruitment? I would love to walk you through our process at B/Mc. Simply reach out via email and we can set up some time to talk, you can find me at mkent@barlowmccarthy.com.